Telemarketing Software Featured Article

Why Telemarketing Software Matters in Lead Generation

February 12, 2013
By Susan J. Campbell - Telemarketing Software Contributing Editor

What is the key revenue generator in your business? Do you rely on advertising to make the phone ring? Do you have a full sales force pounding the pavement to bring in the orders? Is your company relying on telemarketing to generate leads? 

Even if your company deploys methods such as advertising or an outbound sales force, you still need direct methods that can be used to identify and connect with potential leads. Your organization needs to attract those individuals genuinely interested in what you have to offer before a sales representative can close the sale. 

It is for these activities that companies like yours will rely on telemarketing software. The inside sales team needs a robust platform to support its calling efforts so that contacts effectively reached are actually interested in the products or services you offer.  A recent report highlighted this topic, proving the value of telemarketing in this step of the sales cycle. 

When you align your telemarketing software with your lead generation strategy, you can get more out of your software investment. For instance, if you have a landing page to capture information from interested parties, this information can be filtered to the telemarketing team to ensure the lead is contacted as soon as possible. If he or she cannot be reached right away, the platform is programed to bring the number back into the queue at the appropriate time to ensure optimal follow-up later in the day. 

Telemarketing agents may also be responsible for cold calling contacts from a qualified list. While this process can be challenging, it is also one of the most effective ways to qualify a lead before investing more time in that contact. If the individual is not interested in the product or service offered at that time, a pleasant calling experience still increases brand awareness and promotes the company name in a positive light. 

One provider of telemarketing software is helping to promote the importance of telemarketing and what it can do for any brand. VanillaSoft has just signed on as a Silver Sponsor of the Inside Sales 2013 Getting Social conference. Presented by the AA-ISP (American Association of Inside Sales Professionals), this event brings inside sales professionals together to share, learn and network. 

Kevin Thornton, executive vice president of Sales & Marketing with VanillaSoft, said in a company statement, "Since its inception, social media has had a far-reaching impact on sales and marketing. Forward-thinking companies will continue to embrace social media not only as a marketing and public relations platform, but as a valuable sales tool, too. The amount of prospect data at your fingertips and the touch points to interact with your prospects can seem daunting. We are excited to participate in this social selling conference to support social media literacy among inside sales professionals." 

The telemarketing space continues to evolve as new compliance regulations emerge and customers join do not call lists. Despite these obstacles, however, telemarketing is still a valuable sales tool. When combined with social media, companies have an opportunity to make a real connection with individuals who are interested in their products. It also creates dynamic engagement between the company and the potential customer, allowing for the development of a profitable relationship. 

As social media continues to be the primary communication tool for the next-generation, any marketing medium that ignores this role and the potential for growth when combined with strategic telemarketing will lose their opportunity for a competitive advantage.

Edited by Jamie Epstein