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What’s the ROI of Outsourcing B2B Telemarketing Services?
Like most B2B marketers, you probably agree that the most successful way to create qualified leads is by using a human touch. In its study, B2B Marketing found that 40% of marketers believe telemarketing is the best vehicle for generating high-quality leads. That’s second only to live, in-person events that were cited by 43% of respondents. Even in the era of online marketing these traditional tactics, where we talk one-on-one with prospects, stand out. It’s one thing, however, to know that you need to add telemarketing to your marketing initiatives. It’s another to make it happen.Selling telemarketing to the powers that be and ensuring it pays off comes down to executing it the right way — the way that’s most likely to maximize ROI. While some marketing leaders want to test the telemarketing waters by doing it in-house, this isn’t a fair test. Why? Because statistics show that the ROI…
The Secret of Lead Generation For the Complex Sale — Part 2
The Early Bird Gets the Lead In my last post, The Secret of Lead Generation for the Complex Sale — Part 1, I told a tale about two different sales approaches. One salesperson works like a sprinter, looking for a fast sales cycle and a quick close. The other takes the approach of a marathoner, running slower and longer, pacing himself just right to reach his destination.
The Secret of Lead Generation For the Complex Sale — Part 1
Top executives are visionaries. They know where they want to take their organizations. But it’s not always easy for them to show their team the way. After all, they don’t have a GPS that tells them the exact steps they need to take to get there. If they don’t know what they want, how can you sell them? Become their GPS. A Tale of Two Sales People Joanne, a sales executive for a Fortune 500 company, envisions her sales people being empowered with instant, unencumbered access to the company’s customer relationship management (CRM) data. Joanne also knows that tools such as instant messaging, chat, and e-signatures could help them to shorten their sales cycle. And she loves the idea of tablets with sales presentations uploaded on them, allowing the sales team to pull a customized presentation together on the spot, when they need it to close a sale. There’s a…
Business-to-Business Telemarketing: Dump the Script and Get Results
Why Your Script Doesn’t Work If you’re not getting results from your business-to-business telemarketing calls, it’s time to throw out the script. It might sound scary because your script is your crutch. It makes you feel completely comfortable that you’ll know exactly what to say when you get on the phone. But while your crutch helps you walk more smoothly through the call, if you’re not succeeding, you’re walking in the wrong direction. How can a perfectly crafted script lead to poor results?
Proven Listening Techniques for Awesome  B2B Telemarketing
“The only way on earth to influence other people is to talk about what they want and show them how to get it,” said Dale Carnegie in How to Win Friends and Influence People. Since business development is all about influence, that’s a statement worth etching into your mind. But first, how do you know what other people want to talk about? Ask questions and listen. So, listening is a critical skill for all business-to-business telemarketers. It enables them to understand a prospect’s situation and respond with relevant questions and insightful answers. And because we lose the ability to use body language on the phone, listening is even more important on the phone than during an in-person sales call. When you listen, you can more easily empathize with a prospect. Also, when you listen, you demonstrate respect, enhancing the chances for business collaboration, problem solving and developing a win-win situation.

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