Why in-house telemarketing programs fail 90% of the time

In-House Telemarketing fails 90% of the time because there are 7 critical steps to running a successful outbound telemarketing program 1.  Hire experienced telemarketers with a verifiable track record Even if they sound great, hiring inexperienced telemarketers is a bad idea because telemarketing is a difficult job and very few people will stick with it. Experienced telemarketers with a strong track record are in short supply but you need to keep looking until you find them or your program will fail. 2.  Create a…

Giving up on your prospecting pipeline & losing sales

Failing to Consistently Communicate With Your Prospects is The Most Costly Marketing Mistake Most traditional marketing methods are not very effective. Let’s take traditional telemarketing as an example. You call your prospect list. You are lucky if you reach even 15% of the decision makers and you book an appointment with a small percentage of that group. And there you are on one side of that gaping marketing chasm with your little group of prospects. On the other side of…

3 Reasons Why Lead Nurturing is so Important to B2B Prospecting

If you are not familiar with “Lead Nurturing” it is the business process of setting up a system to maintain contact with potential customers with information offers to educate prospects about your product or service. This is a very basic definition. In a sense, Lead Nurturing is not new. If you were a sales rep in decades past, you may  have had a sales manager that insisted that you setup a “tickler file” and stay in contact with your sales…