Telemarketing Software Featured Article

Telemarketing Software Sometimes Gets a Bad Rap, Yet Still Great for Generating Leads

September 06, 2012
By Jacqueline Lee - Contributing Writer


With the advent of e-mail marketing and social media campaigns, many pundits assume that old-fashioned marketing methods like direct mail and telemarketing software are headed for extinction. However, Max Stinson of Kick Start Sales Force wants to remind businesses that telemarketing can still generate quality leads.


“What really drives sales are prospects,” Stinson wrote in a recent Business2Community piece. “As such, B2B telemarketing begins to shine in getting you appointments because you wouldn’t even have to budge from your seat.”

Telemarketing metrics are straightforward, unlike the more complex analytics required for social media campaigns. Businesses just have to record calls made, leads generated and sales captured to know how successful their campaigns have been.

Additionally, unlike other channels, telemarketing requires little specialized knowledge. A phone, a plan and a sales script will kick start communication between prospective B2B partners.

While cold calling has its place, many experts recommend using telemarketing software as the capstone of the sales process after arousing interest with other less direct marketing methods.

“A cold prospect can be warmed up with direct mail or email, arousing interest and communicating key messages, before launching a telemarketing campaign to follow up and convert interest into actual leads and sales,” explained Paul Cross, Product and Marketing Manager for Thomson (News - Alert) Local.

The key to effective telemarketing, said Cross, is to capitalize on the reasons that companies make purchases. “People buy either from fear of loss or the opportunity of gain. If you can appeal to either of these motives then an appointment should follow.”

If businesses don’t want to handle telemarketing in-house, they can outsource telemarketing to an external agency. Businesses can then focus on the performance of the agency instead of working to train internal employees, track metrics onsite and develop telemarketing strategies on their own.

When selling to other businesses, companies shouldn’t forget telemarketing software as a vital strategy. It’s not as snazzy as social media, but it’s much more direct and practical for B2B.

Want to learn more about the latest in communications and technology? Then be sure to attend ITEXPO West 2012, taking place Oct. 2-5, in Austin, TX.  Stay in touch with everything happening at ITEXPO (News - Alert). Follow us on Twitter.




Edited by Jamie Epstein



Article comments powered by Disqus

Home

Featured Whitepapers


  Mastering the Lead Management Process for Inside Sales
Managing leads is one of the largest expenses and most perplexing pains experienced by inside sales teams, and only a few companies ...
  Dynamic Inside Sales Scripting: Be Prepared to Go with the Flow
While it's clear that successful and productive sales calls are the goal of all inside sales teams, believe it or not, many do not have a dynamic script to handle different call scenarios ...
  Sales & Marketing Alignment: Bringing the Pieces Together
As business professionals, we are always looking for that next big thing. The thing that drives business, increases revenue, decreases operating expense, simplifies the process, and works more efficiently ...

Featured Case Studies


  Colt Powertrain
Colt Powertrain is a one-stop source for engines, transmissions and transfer ...
  The SALT Group
The SALT Group provides its clients with the most efficient and accurate Expense Reduction Reviews available ...
  Millikin University
Millikin University is a private, four-year university, with traditional undergraduate programs in arts and sciences, business, fine arts ...