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New Year’s Resolutions That Help With B2B Appointment Setting
As the New Year dawns, many are resolving to shed a few pounds, become more familiar with the local gym, quit smoking, or climb out of debt. But those of us who strive for business growth need to find more effective ways to put our sales people in front of buyers. And that means developing some New Year's resolutions that will make us more successful at setting B2B appointments with prospects.Use these New Year's resolutions to boost your success with B2B appointment setting or to lead your telemarketing team.

A Holiday Wish List From Sales to Marketing

Written by Tuesday, 07 January 2014 00:00
A Holiday Wish List From Sales to Marketing
Dear Marketing: Because the holiday season is all about giving, the sales team thought you’d like to know what we want this year. We all agreed that we don’t want fruitcake, chocolates, bottles of booze, ties, or scarves, or even Starbucks gift cards. We want gifts that keep on giving—the kind that can make us money year round. What we really want is business-to-business telemarketing. And we know that it’s better to give than receive. So we’re planning something special for you, too. We’re so excited about it that we’re breaking the news now. If you give us all the tools on our Holiday list, we’re going to work with you to achieve revenues beyond your wildest dreams. Interested? Good, because here are the details on what we want.

How to Reach and Engage Business Decision Makers by Phone

Written by Friday, 20 December 2013 10:30
How to Reach and Engage Business Decision Makers by Phone
In my last blog post, I discussed how to get past the gatekeeper. Let’s assume that you’ve broken through the gate and now you’re faced with new challenges in your quest for business-to-business lead generation. You either reach voicemail, or are put through to the decision maker and need to engage them in conversation. Cracking the Voicemail Conundrum More often than not, you end up battling with voicemail. What does it take to break through?

Why the Human Touch is Critical to B2B Lead Nurturing

Written by Jeff Kalter Tuesday, 17 December 2013 09:30
Why the Human Touch is Critical to B2B Lead Nurturing
The Rational B2B Buyer Business buyers are different from consumers in several ways. We tend to think of them as being more rational. While it’s true that no one buys a complex computer solution on impulse, that doesn’t mean that emotions don’t enter into the equation. When a business buyer decides on a product or vendor, they’re putting their reputation and, potentially, their job on the line. On the other hand, if the solution results in significant cost savings, they could end up with a boost up the corporate ladder. That means that there’s a lot on the line, and since we’re dealing with human beings, not businesses, emotions factor in.

A Cheat Sheet for Amazing B2B Marketing Automation

Written by Friday, 13 December 2013 09:12
A Cheat Sheet for Amazing B2B Marketing Automation
Marketing automation software captivates us with its promise to personalize communication between our business and our prospects. By keeping an eye on the content a prospect engages in, it’s able to serve up the right messages to them at the right time, practically putting lead generation and nurturing programs on autopilot. Marketing automation also empowers marketers to dig into data, understand what’s working and what’s not, and quickly adjust the dials of the marketing automation machine to optimize results. Given this, it’s no wonder marketing automation solutions are selling like chilled lemonade at a mid-summer marathon. The Raab Report reports that revenues for B2B marketing automation systems will grow 50% to reach $750 million in 2013.