B2B Telemarketing is an important part of demand generation. One of the main sticking areas in lead generation is unqualified appointments. This can often cause friction between the sales and marketing departments often highlighting a breakdown in communication and understanding of goals. The need for highly qualified leads is high. Keeping leads well qualified can cut costs and resources dramatically. Making appointment with contacts that have no immediate need, do not have the budget or cannot make a purchasing decision, is a waste of time and energy.
Once a pool of qualified leads is collated this is a great start but is only part of the battle. It doesn�t matter how well qualified your leads are if they fail to convert into buying customers. The volume of leads is also irrelevant if they are of a poor standard as they are unlikely to convert. For success in this area you need a team of B2B telemarketing operators who are expert in appointment setting. They will be invaluable as they dodge gatekeepers and seek out the appropriate decision maker.
These highly trained telemarketers can also begin to build a relationship with the contact often supplying invaluable information for the sales team which can be incorporated into the sales presentation. This makes the value proposition an optimum fit for the prospect�s business needs making the likelihood of conversion higher and often shortening the sales cycle.
The fluid teamwork between sales and marketing makes demand generation a connected business process that feeds the company with new growth potential. The sales team can channel all their expertise and energy into developing tailored sales presentations and feel confident that they are talking to the main decision maker or influencer.
At IZEN Marketing we are experts at developing successful demand generation strategies to boost your business making goals more achievable.
