Lead Qualification

Companies that Measure Marketing ROI Increase Growth

When it comes to B2B lead generation and determining the top producing marketing activities, ROI matters. A report by the Pedowitz Group says that “ The top-tier of highly effective and efficient marketers calculate ROI or similar financial measures to assess their marketing effectiveness (62% vs. 23% of all other marketers) and are more likely to indicate they are experiencing much greater growth than their competitors (55% vs. 13% of all others).” 

If you’ve put together an in-house team to make and receive phone calls as part of your sales and marketing process, you’re probably wondering if you’re getting your money’s worth. Is the program as cost effective as possible? Are you optimizing lead qualification efforts and maximizing your return on investment?

The answer is: Probably not. Why?

Because an in-house team will likely cost your company more than outsourced teleservices. And more often than not, in-house teams are not as effective. Let’s examine this in greater detail. 

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.

Have you seen what’s on your sales people’s holiday wish list? What do they really want from marketing? I took a peek. In big bold letters it said: LEAD QUALIFICATION.

You don’t want to be a marketing Grinch, but you can’t take a quick trip to the department store and buy your sales people what they want. So what should you do?