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 →
If you’re not getting strong results from your telemarketing lists, take a look at your attempt strategy.
When I started in the business-to-business telemarketing industry fifteen years ago, the general rule of thought was that attempting a prospect more than Continue reading →
Isn’t the saying…our attitude is 90% of how we react to 10% of the “things” life throws at us? I believe a positive attitude can be everything when it comes to the work environment. I’ve been in the working world Continue reading →
Have you ever hung up the phone wondering if the person called you simply to hear himself or herself talk? One of the most significant lessons learned by our agents during their initial call calibration sessions is that the best Continue reading →
Returning from the BMA annual conference I find myself wondering about the future of demand generation. While some of the speakers were quite interesting, the conference lacked serious discussion around metrics and measurement. In fact, the phrases
