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The Essential Role of Telemarketing in Account Based Marketing
“More than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.” — Sirius Decisions, 2015 State of Account Based Marketing Account based marketing (ABM), a term coined by ITSMA in 2004, is not new. As shown by Sirius Decision’s research, however, it is gaining traction. Companies are voting with their wallets by investing in technology to support the strategy. What Is Account Based Marketing? Account based marketing recognizes that large organizations have tremendous sales potential, and each should be treated as its own market. Instead of fishing for business with a net, this strategy is like fishing with a spear. There is no waste. Vendors identify their targeted large accounts and focus on each holistically. With some Fortune 500 companies reaching revenues higher than the GDPs of some nations, there’s a strong rationale behind this approach.
8 Sure Signs You Should Outsource Your Telemarketing
“If you deprive yourself of outsourcing and your competitors do not, you’re putting yourself out of business.” — Lee Kuan Yew With today’s technology, work can be done anywhere, not just within the walls of your company. This new reality opens the door to many possibilities for achieving business goals. For one, you can outsource your telemarketing program. But how do you know if outsourcing is the right decision for you? If you’re not sure, look for these signs. Any one of them could mean that you’d be better off outsourcing your telemarketing than trying to tackle the task internally.
The Great Misconception about Inside Sales That’s Hurting Your Results
There’s a misconception about inside sales that I believe is rooted in its name. And it’s hurting many businesses. It’s the “inside” that leads people astray. Too many people think that it must mean that the salespeople are within their company’s walls. This belief is understandable, but it’s not always true. Inside salespeople are simply the opposite of field salespeople. They are not road warriors. They sell remotely and work inside an office, however, that office doesn’t have to be within your company. Why is the idea that inside sales must take place within the organization hurting some companies? Because inside sales is more important than ever and many companies don’t have the skills or resources to institute or support a robust inside sales department. So they either go without this valuable function, or they stitch one together and limp along. The B2B Sales Landscape Is Shifting In recent years,…
6 Changes You Can Make to Optimize B2B Demand Generation
“When you’re finished changing, you’re finished,” said Ben Franklin. And in a business world that seems to change more rapidly than ever, his words are still relevant. What can you change today in your business that will help you with demand generation and ROI? Here are six ideas that can pay off. All you have to do is put them into action. 1. Clean Up Your Database Sadly, there’s nothing glamorous or exciting about keeping your database clean. It’s a tedious job. Like cleaning your closet, it’s often a task that falls to the bottom of the priority list until there is absolutely nothing better to do. But think about how you feel after cleaning your closet and ridding it of the clothes you no longer wear. Every day of the week, you save time because it’s easier to find what you need and get dressed. In the same way,…
Back to the Future: Why Outbound B2B Marketing Is Back in Style
The funeral for outbound marketing took place several years ago. Friends and relatives celebrated its life and moved on, letting inbound marketing fill the void. But now, what was old is new again. Outbound marketing is coming back to life. This begs the big question, “Why?” Lead Scoring Doesn’t Qualify Leads Don’t get me wrong, I like lead scoring. It’s highly effective in increasing the efficiency of generating qualified leads. There is, however, a caveat. It does not do the whole job. What does lead scoring do? You score leads based on their engagement level with your content as well as on the strength of demographic criteria that qualifies them. When you do so, you’re able to spot the hottest prospects, narrowing down the list, so you know who to call. In this way, it increases productivity. Effective digital marketing and automation make outbound marketing more efficient. They do not…

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