B2B Telemarketing
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. Today a Sales Development Representative or B2B telemarketing need understand and effectively communicate your message.
Sustaining your B2B telemarketing program requires:
- Hiring, training and on-boarding as turnover in this role is often higher than other roles in the organization
- Significant resource planning to ensure Marketing or Sales Development reps have enough records to follow-up on every day
- Daily supervision to maintain call production, and quality
- Continuous training to make sure reps are well versed with solution, challenges, pricing and market updates
- Critical database management expertise to set-up, and properly monitor program KPI’s to ensure and report performance and results
- Solid process with tested marketing and sales automation tools to maximizing every opportunity to ensure none are lost
- Coordination with your direct sales force to ensure a smooth lead handoff
- Constant motivation and support to maintain productivity and moral of this often undervalued role in the organization
Understanding the challenges you’ll face when developing a B2B telemarketing program is one of the most important aspects to overcoming them. Too often, companies approach the development of a telemarketing team as an unavoidable cost to supporting their direct sales organization.
However, the truth is that through proper planning, staffing and management, your sales or marketing development rep can become a vital component of your sales organization. B2B telemarketing programs can not only accelerate lead acquisition, improve lead quality and pipeline, but also reduce your overall cost of sales, and ultimately improve closure rates.
For many organization outsourcing is a significant step toward developing a sustainable B2B telemarketing program. This is especially helpful in accelerating your program and testing the viability and gaining consistent outcomes from this critical team.
Understanding the challenges you’ll face when developing a B2B telemarketing program is one of the most important aspects to overcoming them. Too often, companies approach the development of a call center as an unavoidable cost to supporting their direct sales organization. However, The truth is that through proper planning, staffing and management, your call center can become a vital component of your sales organization. Not only can it improve lead acquisition and closure rates, but also reduce your overall cost of sales.
