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Developing a Sustainable B2B Telemarketing Program

Developing a Sustainable B2B Telemarketing Program

Developing a sustainable B2B telemarketing program isn’t easy. For organizations that have a limited marketing resources, a small highly focused target market or a complex sales cycle this is even more difficult. In addition, to simply finding the “Right” people with the expertise needed, and the skin to sustain can sap what resources you do have in sales or marketing just to support.  …
Improving B2B Telemarketing Performance

Improving B2B Telemarketing Performance

In my last blog article, I explained how Focus is the Key to Telemarketing Success but I left the definition of success purposely vague because organizations and programs will have different standards for defining success. Regardless of your definition, improving B2B telemarketing performance is something that all needs continuous attention. As with all telemarketing programs, list quality, call guides and promotional offers play an important role in achieving success.…
Focus is the Key to Telemarketing Success

Focus is the Key to Telemarketing Success

Our day-to-day lives are full of distractions. Being able to multitask effectively is sometimes a requirement and even a badge of honor. It allows people to maximize their productivity and complete herculean efforts under very tight deadlines. And while that might be viewed as a benefit in some roles, it doesn’t always translate into doing things better or even correctly in others.…
Understanding How Telemarketing, Market Profiling and Lead Nurturing Support Your Lead Generation Programs

Understanding How Telemarketing, Market Profiling and Lead Nurturing Support Your Lead Generation Programs

Whether you’re starting a new company, entering a new market or simply trying to expand your sales pipeline; understanding how telemarketing, market profiling and lead nurturing support your lead generation programs is essential. Each activity, although related, provides a very specific function within the lead generation landscape and needs to be utilized appropriately.…
How Effective Listening Can Improve Telemarketing Results

How Effective Listening Can Improve Telemarketing Results

There’s a misconception that anyone with an outgoing personality and great voice can be an effective telemarketing representative. The truth is that while those characteristics are important, even more important is the ability for effective listening to improve telemarketing results. A great illustration for how listening is critical to successful lead generation was a recent dinner party in which an entire room full of people was gravitating away from a single person.…

Making Internal Telemarketing Work

ResponsePoint gets a lot of inquiries from companies that have attempted and failed to build their own internal telemarketing group. The story usually starts with; “Things started out great, but the results simply weren’t there.” That’s a common refrain, particularly for B2B lead generation programs that support a complex sale. It’s also one of the big reasons ResponsePoint offers telemarketing within our complete suite of marketing services.…