For those of us on a calendar fiscal year, we are now entering our final quarter. Right now your sales team is focused on closing business. Your sales reps are aggressively working the bottom of their sales funnel in order Continue reading →
When the government stimulus package came out a few months ago, like many marketers, I wrote a blog outlining several steps to take in order to refocus telemarketing efforts on key industries: government, healthcare and education – Government Stimulus – Continue reading →
As some of you know, one of the single most challenging factors in lead generation is dealing with the Gatekeepers. These are individuals, more commonly known as administrative assistants, operators, etc, who guard the communication lines of the decision makers Continue reading →
Voice mail has been around for twenty-five years and yet today there is a new debate as to whether voice mail is worthwhile anymore. Articles published in the Boston Globe and NY Times, which question the use of the Continue reading →
One key element I’ve found that can be frequently overlooked in integrated marketing campaigns is the need to evaluate an effort full-scale, top to bottom, in order to identify what works and what doesn’t and to benchmark for future efforts. Continue reading →
Now more than ever, given the economic climate in the marketplace, make sure to have a primary objective for your call and be confident in your questioning. One reason agents may wander with questions is that they’re not prepared or Continue reading →
Knowing and maintaining each customer contact preference is an important part of our jobs as marketers. Contact preference is simply the way a contact wants to receive communication whether it is through email, mail, phone or any combination. It is Continue reading →
Seventy percent (70%) of completed interviews from telemarketing result in a “no opportunity” status. These are prospects that are qualified to buy, but they do not have a defined need, budget and/or focus to evaluate your solutions. Some people believe Continue reading →
