Category: Ask The Call Center Expert

The 11 Steps to the Perfect Event for Sales Prospects

As CCSI continues to actively recruit qualified attendees for over 100 sales events to date, we thought we’d take a moment to share what works – and what doesn’t – when B2B companies host an event that is meant to attract, educate, and scintillate a crowd of sales prospects. Don’t have time to read right now? Scroll down to step #10 for a critical lead generation tip.

For a phone consult, call an Event Attendance expert now:  1(800)959-3682 x219

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0 comments - Posted by Kathy Tito at 9:28 AM - Categories: Quick Tips for B2B Lead Generation | B2B Lead Generation | Event Recruitment | Ask The Call Center Expert

How Can a Third-Party Pitch my Technology Offering?

Q: How can a third-party firm position my technology offering as well as, or better, than an internal resource during the lead generation process?  

A: There are a number of ways that ensure the proper positioning of your offering by an outsourced sales lead development firm. First, it is important to treat your outsourced team as if they are your full-time employees...

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0 comments - Posted by Kathy Tito at 2:48 PM - Categories: Inside Sales Trends | Quick Tips for B2B Lead Generation | Ask The Call Center Expert

How can I make in-house phone staff more productive

My in-house sales staff is having difficulty reaching our prospects by phone. How can we help them be more productive?

As we become more technically advanced, engaging our prospects in live conversation becomes more and more difficult. A multi-faceted campaign incorporating various methods of communication must now replace what was once accomplished with a single phone call. Use technology to increase productivity and expect that it will take a little longer to reach your prospect.

Consider outsourcing your cold calls to increase the productivity of your sales force, and let your sales force focus on what they do best – sell!

Whatever you do, be professional, be persistent, and use the same technology which challenges you to your advantage.

Posted by David Belanger at 3:39 PM - Categories: Ask The Call Center Expert

Advantages to Outsourcing Lead Generation

My sales team has suggested that we outsource our Lead Generation. Are there advantages in doing this?

Cold calling is a difficult task for most sales representatives. The number of calls made by a motivated outsourced agent far exceeds that of an in-house lead generator. Invariably inside representatives get involved with other duties and responsibilities getting pulled away frequently from the daily challenge of persistent dialing.

Outsourcing to a reputable experienced Business-to-Business call center will increase the number of calls made on any given day. A Professional Business Development Specialist’s primary and sole responsibility is to make calls and develop quality leads. 

Experienced Business-to-Business call centers have a proven processes,  motivated staff and the technology in place to increase efficiency and provide you with a substantial return on your marketing investment.

Posted by David Belanger at 3:40 PM - Categories: Ask The Call Center Expert

Why should I outsource telemarketing?

Why should I outsource my telemarketing when I can do the same thing
internally?

A. Having your in-house staff make calls to develop leads as an added duty will almost surely fail to meet your expectations.

A Professional Business Development Specialist’s primary and sole responsibility is to make calls and develop quality leads. The number of calls made by a motivated outsourced agent far exceeds that of an in-house lead generator.

Experienced Business-to-Business Call Centers have:
A) Proven processes.
B) Experienced lead generators.
C) Technology in place that will increase efficiency and provide you with a substantial return on your marketing investment.

Posted by David Belanger at 10:33 AM - Categories: Ask The Call Center Expert

What to expect from outsourced telemarketing provider

My Company hired a Telemarketing company to qualify leads for our sales force. What should we expect from one of their leads?

What you receive from your vendor depends greatly on the level of expectation established when setting up your program. A typical qualified lead should meet some or all of the following criteria:

1. Decision maker identified
2. Pain or need uncovered
3. Existing budget and timeframe identified
4. Appointment made for you to follow up

This qualified lead is now a "sales opportunity". It is up to you to do what you and your sales staff do best - SELL.

Posted by David Belanger at 3:20 PM - Categories: Ask The Call Center Expert

Should New Rep be Cold Calling?

My new "Sales Rep" has not yet been fully trained on our product. I'd like to have him make a few cold calls, is this a good idea?

Your Sales Rep could make calls to identify decision makers, uncover needs, disqualify prospects, identify budget and timeframe, and set up appointments with someone who knows more about your product.

My recommendation, however, is to outsource the cold calling and take this time to train your new sales person. Let him use his sales skills to take to the call to the next level once his product training is complete.

Posted by David Belanger at 3:17 PM - Categories: Ask The Call Center Expert