Several years ago IBM coined the acronym “BANT” when training their sales team on what they should look for in a qualified lead (BANT = Budget + Authority + Need + Timeframe). Many B2B marketing departments and agencies are now Continue reading →
B2B marketers spend considerable time and budget uncovering, developing, and qualifying leads for sales follow-up. However too often marketing qualified leads (MQLs) are passed to sales only to be closed several weeks later as “could not reach” or “unresponsive.” Sound Continue reading →
B2B marketers have many choices of marketing agencies ready and willing to take on their teleservice needs. When it comes to teleprospecting and appointment-setting services, there are nearly as many pricing options as there are agencies. However, not all B2B Continue reading →
Tele outreach is typically associated with prospecting or qualification, however, it is also a powerful medium to connect with lost customers and recapture their business. Engaging with past customers in a one-to-one dialogue will provide powerful insights into their decisions, Continue reading →
A digital marketing strategy provides a plethora of meaningful data such as which prospects are consuming online content and searching for specific solutions, as well as how buyer personas align to specific assets. Over time, a potential buyer’s digital journey Continue reading →
With the removal of face-to-face events, understandably webinars and virtual events have been flooding the marketplace. However, the abundance of webinars makes it difficult for some decision-makers and influencers to determine which are most relevant to attend and where they Continue reading →
As we settle into our current new normal, consistent B2B marketing outreach will be key in achieving sales goals. However, to be successful you must adapt your messaging, understand how metrics are changing, and effectively integrate virtual events, while building Continue reading →
As we enter our fourth week navigating the business marketing world in the midst of a global pandemic, here’s a summary of what we’ve learned, and how B2B marketers can effectively and responsibly utilize teleservices to continue to drive sales Continue reading →
The beginning of a new year is a great time to reflect on your progress over the past 12 months and more importantly, plan how you want to grow and change in the upcoming year. Your business resolutions may look Continue reading →
