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Is B2B Telemarketing Effective

Written by Wednesday, 19 October 2016 00:00
Is B2B Telemarketing Effective
What are the most effective B2B lead generation tactics? How about social media, content marketing and search engine optimization? Nope. These shiny new tactics have their place, but according to research depicted in the chart, they pale in comparison to some good old-fashioned tactics. Ranking in the first, second and third spots for B2B lead generation are inside sales, executive events and telemarketing.
Channel Partner Marketing: How to Support Partners and Increase Your Revenues
Whether you’re a Fortune 500 wanting to expand your sales force without increasing the number of direct sales reps on staff, an early-stage company looking to reach new vertical markets and locations or a startup trying to avoid the overhead costs associated with an in-house sales force, channel partners can help. These independent, third-party businesses can bring added value to your business and increase your revenues while they grow their own businesses selling your products and services. But what are you doing to add value to your channel partners’ efforts? The days of throwing some co-op advertising dollars and a logo sheet at your channel partners and leaving them to generate their own leads are long past. Today, if you want to increase your revenues, you need to collaborate with your channel partners to make their jobs easier. After all, you’re in a battle for their time against all their…
B2B Lead Generation: Help Your Prospects Climb the Sales and Marketing Pyramid
We all love the sales funnel…at least in concept. Visually, it’s the perfect model: Our leads pour into the top of the funnel. As they move through the middle of the funnel, marketing and sales both qualify the leads. And buyers flow out the bottom. Or do they? With the increasing complexity of B2B purchases, sales cycles are becoming longer, and more decision makers and influencers are involved in the buying decision. It’s time to stop playing a numbers game and just pouring leads into your sales funnel. Now’s the time to flip the traditional sales funnel on its head and create a new model. The image of a sales and marketing pyramid helps you understand that you need to be more responsive to buyers’ needs throughout the sales process. You must assist them as they climb the pyramid and reach the pinnacle—a decision to buy from you. The Changing…

Six Ways to Warm up Results from Cold Calls

Written by Wednesday, 31 August 2016 00:00
Six Ways to Warm up Results from Cold Calls
Many salespeople shy away from B2B cold calls because they “don’t work.” Most of them don’t enjoy picking up the phone and talking with a stranger who is not expecting their call. So it’s not surprising that so many reps prefer to believe cold calls are ineffective. The truth, however, is that cold calls fail to achieve results because they’re poorly executed. B2B cold calling can be highly effective. If you rule it out, you’re missing an opportunity. So how do you increase your success rates, making cold calling a worthwhile activity that’s fun to do because you get results? Here are six tactics that can help you.
B2B Phone Sales Tips: Beating the Voicemail Gatekeeper
Sometimes it seems that for every technological advance, there is a counter-force at work. Take the telephone. It’s a strategic tool for B2B lead follow-up, telemarketing and telesales. But with the ascendancy of voicemail and its handy helper Caller ID, it has become increasingly difficult to get a live prospect on the line. For the sales rep, the question becomes: How do I break through the voicemail barrier, beat the technological gatekeeper and deliver my message? To leave a message or not to leave a message? That is the question you must answer. Here are some B2B phone sales tips to help you.