Telemarketing: When to Use it.

Guest post by: John Brennan
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Adapting to Technology and the Internet - By John Brennan

How can you effectively use B2B telemarketing to drive your sales efforts and marketing campaigns? Here are a few examples:

Cold-call targeted prospect lists to qualify leads for your sales team:

Follow up with webinar attendees or prospects who downloaded a white paper; qualify and transition to sales team when ready

Respond to incoming inquiries to qualify prospects before they are passed to a salesperson

Call prospect companies to find decision- maker before handing off to sales team

Nurture existing leads

Keep in touch with prospects who are early in the sales process and aren't ready to be transitioned to a salesperson

Sell your product/ service:

Call existing customers to notify them of a special offer Process incoming orders

Keep your marketing database up-to-date

Call a percentage of an older file before a mail campaign to estimate the delivery rate and determine whether more updating is needed

Call prospects with missing data to allow better targeting for future campaigns

Call targeted accounts to keep phone numbers, addresses and contact names current

Conduct market research

Conduct surveys among prospects and/or current customers

Thing to know more about the telemarketing call center

Use Examples to Encourage

Buying Lists and Booming the Leads

Telemarketing Solutions of a call center

Avoid B2B Appointment Setting Mistakes

FTC Lays Record Breaking Fine for Telemarketing Scheme

Guerrilla Telemarketing

Telemarketing Services in Indian BPO firms

Tele-phony

Skill and Knowledge are Telemarketing Partners

What is the Most Important Selling Technique?©

Part Nine - Prospecting for More Sales

Has cold-calling ever worked for you?

Telemarketing Companies Are Not Working, When to Stop?

The Keys to Multi-Channel Success

Developing Telemarketing Success – Telemarketing Strategies and Customer Relationships

Telemarketing Services: Per Hour Versus Per Appointment Compensation

Marketing and Advertising Making Use of B2B: Getting the Winning Attitude

How Do I Know My Home Based Telemarketing Services is doing its Job?

Warming Up Cold Calls

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Adapting to Technology and the Internet - By John Brennan

About the Author: John Brennan

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John Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses.
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