Have Greater Success Metrics with B2B Telemarketing

By: Aedan Robbert

Marketing is the process of bringing together the sellers and the buyers together through any media and conducting the sales. Telemarketing is marketing a product or service via telephone. However, any outbound call is not telemarketing. Even cold calling without a distinct message and process wouldn’t form a part of telemarketing as it could be detrimental to the image of the business in many ways. B2B telemarketing is a very wide approach and it includes telemarketing to your business prospects. But it is not as simple as it seems to be. Telemarketing your business could be a huge failure if the process is not carefully planned and approached accordingly.

The main aim of marketing is to keep the sales funnel filled, but in case of B2B marketing this is not possible without generating leads and qualifying them as prospects. Lead is not the same as prospects. Leads is the list of those people who require the product your business offers whereas prospects are the qualified leads who seem to be the potential buyers of your product after you talk to them over phone. However more the leads more will be the sales of your business. According to a research it is reflected that companies excelling at lead nurturing are able to generate 50% more sales at 33% lower cost per lead. Moreover these companies have 9% more sales reps quota and 10% shorter ramp up time for new reps. Thus, the most important step of telemarketing is lead generation. And this process of prospecting the leads is possible only after making unique presentations and spot on tactics and strategy to the clients. Otherwise your business call will just form a part of the clutter.

Telesales though related to marketing is sales and not marketing. It is conducting question answer rounds with the prospective clients, setting an appointment and closing the sale. To make telesales process a success, certain tele-sales tips are required to be followed:

• Prospecting the leads of the product
• Conducting research on the needs and requirements of each client and preparing the script for each client accordingly
• Making presentations to qualify the leads as prospects
• Incorporate a distinctive message and process to approach the clients and tell them about the uniqueness of your product
• Setting an appointment and closing the sale
• Keeping a close follow up is very essential in telemarketing process. According to data, 67% of leads won’t be ready to buy the product then and there but will eventually buy with an efficient but non-pestering follow up.

Most of the times, in house sales team are not able to fulfill such diverse functions because telemarketing is not just about sales, it’s about how you are able to make the sale over telephone and still get an edge over your competitors. In such a scenario, it is always advisable to hire professional services of a lead generation company. Such companies not only ensure the success of the b2b telemarketing campaign but also carry out such function which isn’t carried out by any ordinary business sales team. These companies measure the primary productivity indicators, secondary productivity indicators, list effectiveness indicators, lead quality indicators and closing the loop on lead programs. These companies have specialized sales force mastered in tele-sales tips and processes and thus you can reduce the cost on training your sales force with no significant returns.

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With huge years of experience in web industry, Aedan writes articles for IT industry ad have also organized different seminars related to B2B appointment setting and tele-sales tips. Regarding IT related more information just Visits www.aayuja.com/

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