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Outsourcing B2B Telemarketing? - How to Calculate the ROI
You've decided it's time to use the power of the human touch and connect one-on-one with your prospects and customers. You're ready to nurture and qualify leads more effectively and maximize the use of your sales team's time. Ad Hoc Internal In-House Telemarketing Proves Ineffective Perhaps you've previously done some informal telemarketing. You've asked a few administrative assistants to make calls on an as-needed basis. However, this option may not have worked for you because you were not able to put the correct systems, training, people and processes in place. It ended up being expensive, time-consuming and ineffective. The Inside Sales vs. Outsourced Telemarketing Question So, now you're making a choice between setting up an inside sales function or outsourcing the task to a professional B2B telemarketing organization. Intuitively, it may seem like it would cost less to tackle telemarketing tasks at your company. However, you want to see the…

The 12 Days of B2B Lead Generation

Written by Wednesday, 03 December 2014 00:00
The 12 Days of B2B Lead Generation
Get ready for the holidays with the 12 days of B2B lead generation. Give yourself the gift of qualified leads and more sales. On the First Day of Lead Gen Marketing Made for Sales A Database of Suspects Start the season with a database of suspects, people who meet your basic criteria to become clients, but are not yet qualified. Clean it up—eliminate duplicate names and update and append the data. On the Second Day of Lead Gen Marketing Made for Sales Two B2B Segments Look at your historical activities and decide how to group suspects so you can approach them with a set of tailored marketing tactics. Segment by industry, geography, company size, role, department or any other easily defined criterion…whatever is most likely to yield results. The Third Day of Lead Gen Marketing Made for Sales Three Engaging Pieces Provide content that engages and educates your suspects who…

Step by Step to B2B Appointment Setting Success

Written by Wednesday, 26 November 2014 00:00
Step by Step to B2B Appointment Setting Success
Even in a world where people are able to conduct much of their business virtually, face-to-face meetings still play an important role. In fact, Meetings Professionals International conducted research that shows 40% of prospects convert during in-person meetings. So, how do you get more live appointments? Follow this step-by-step process to fill your salespeople’s calendars with well-qualified sales appointments:
5 B2B Cold Calling Tips That Achieve Sales Results
“Success is where preparation and opportunity meet,” said Bobby Unser, who is one of the ten drivers to win the Indianapolis 500 three or more times. His words not only apply to finishing first on a racetrack, but also to sales people who strive for first-place results in cold calling. So, how do you prepare for success? Start with these cold calling tips. 5 Cold Calling Tips Pinpoint Your Customer Profile You need to ensure you understand clearly your targeted customers’ profile—who they are, the markets they participate in and the issues they are likely to be facing. Why? First, it enables you to laser-target the people with whom you’re most likely to be successful and, thus, boost win rates and shorten sales cycles. Second, by gaining a full understanding of the challenges they are facing, and how your company can help them, you’ll be able to show empathy and…
How to Use Channel Partners to Expand Internationally
To accelerate growth, you may want to expand your business geographically. For example, because emerging markets are less mature, they are likely to be on longer growth cycles. While these regions may be attractive, there are risks. These include lack of understanding of: Local competition and pricing The legal environment Delivery channels Culture With a do-it-yourself approach, you’ll have to spend money on overhead items such as new regional offices. To mitigate these risks and move into new markets more rapidly, you can use channel partners.