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
Through the process of tele-qualifying marketing responders, contacts are called to determine decision-making authority and assessment of needs. For those who are not sales ready, you can provide them relevant content via email and add them to your nurturing strategy Continue reading →
We have seen some fabulous results come out of responder or presales campaigns over the years. Given the expense of in-person events and the increase in the web as a method for contacts to gather information prior to a purchase, Continue reading →
Reviewing recent campaign metrics for an outbound lead generation campaign aimed at 1,000 prospects that downloaded a whitepaper, I found some interesting cost statistics, which are worth sharing.
In this particular campaign, the telemarketing targeted approximately 1,000
Market behavior is becoming less and less predictable – not only are we worrying about how customers will react to the market, but we too must act in a responsible manner with spending habits. With this being said, there is Continue reading →
You are committed to running a successful lead generation program.
You have invested your time and money to select the best partner, develop the best program, and provide the best training. You have gotten buy-in and input from key players Continue reading →
Does your company have a strategy for contact acquisition? Is it something you ponder? Could you track it? We all focus on demand generation targeting our current customers & prospects, but how much emphasis is put on adding new contacts Continue reading →
Whether using an outside telemarketing vendor or an internal team, marketers should be directly involved with the initial training and ongoing development of the agents who support their programs. In our recent Best in Class (BIC) analysis, forty Continue reading →
For telemarketing of which the primary goal is finding new prospective clients, it is important to engage a contact in a way that makes them willing to participate in the call. The most important thing to consider in script development Continue reading →
Over the years, I have found that working with the lead generation agents to improve performance is an integral part of managing the call center. In fact, we cannot be efficient or successful if we do not make this part Continue reading →
