Affect

Integrating Buyer Personas into Telequalifying

Posted by James Kraynik on Jun 21, 2017 8:30:00 AM

Marketing organizations spend a great deal of time and money defining their target audience and building a comprehensive database of target contacts.  The most effective marketing databases are much more than a compilation of purchased 3rd party lists, event attendees and names that sales decides they need to call.  Instead, they are comprised of only those contacts that meet pre-defined buyer persona parameters.   

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Topics: TeleQualifying

10 Ways Telequalifying Will Improve Inbound Marketing Performance

Posted by James Kraynik on Oct 25, 2016 8:30:00 AM

Many organizations are discovering they don’t have to make a choice between inbound and outbound marketing tactics. Both can be effective, especially when deployed together. In fact, when an outbound telequalification channel is integrated into the overall marketing strategy and executed as one of the components in an automated lead nurturing workflow, a significant positive impact to sales pipeline performance is often realized. The improved performance manifests itself in multiple ways.

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Topics: Lead Generation, TeleQualifying

What about the other 70% (those prospects not in your marketing automation efforts)?

Posted by James Kraynik on Sep 27, 2016 8:30:00 AM

Inbound marketing strategies and their corresponding content marketing tactics are significant components of most B2B marketers’ sales pipeline development plans. Substantial investments in time and money have been made developing strategy; creating content; and deploying marketing automation tools to support this important marketing channel. These investments make sense because inbound marketing has proven to be an effective method of identifying and engaging their target prospects.

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Topics: Lead Generation, Telemarketing, TeleQualifying

If you are not talking to your prospects... Who is?

Posted by Lori Sprague on Sep 20, 2016 8:30:00 AM

Have you ever visited your competitor’s website; read their press releases and saw that they just announced a newly signed client? Have you done that and realized that their new client wasn’t in your sales team’s forecast? Or worse yet, have you done that and realized that their new client isn’t even in your marketing database?  How did that happen? How did your competition know about the opportunity and you didn’t?

If the new client had Googled your competitor wouldn’t they also find you online as well?

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Topics: Lead Generation, Telemarketing, TeleQualifying

5 Reasons Why Telequalifying Is a Business Intelligence Tool

Posted by Lori Sprague on Aug 30, 2016 9:00:00 AM

Businesses routinely qualify leads to determine whether a prospect is a good fit before passing along to sales. This makes sense and is obviously good business practice. This essential first step also saves time, money, energy, and can lead to productive relationships. You simply cannot run an efficient and profitable business any other way. However, the benefits don’t end there and if you hurry through the process of qualifying leads, you’re missing out on an important opportunity to generate valuable business intelligence — at no additional cost.

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Topics: Lead Generation, Telemarketing, TeleQualifying

Why Sales and Marketing Should NOT Bridge the Gap!

Posted by Lori Sprague on Aug 29, 2016 9:00:00 AM

There is a reason why we have been hearing so much about “bridging the gap” between marketing and sales over the past three decades. It’s because it is so hard to do! Conference presentations, webinars, books, and blogs have been dedicated to help us achieve something that has proven nearly impossible.

But we want to prescribe something new and radical: Don’t bridge the gap! That’s right, stop trying to do something that is not only inherently difficult but is also rarely worth the effort. Let marketing do what they do best and let sales focus on sales. The secret to this longtime business conundrum is to create a middleware team to work with marketing and sales and to bring their efforts together. This post will describe the benefits of this new approach and help you get started.

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Topics: Lead Generation, Telemarketing, TeleQualifying

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