B2b Market Research: The Power Of Telemarketing

Effective B2B market research has to be founded on a viable telemarketing strategy

. While telemarketing may not have the flash or glamor of social media or online marketing, it has proven to be a perennially effective B2B marketing arena. Why is this the case? Because all businesses maintain viable telemarketing avenues -- it's the nature of business.

There are two distinct kinds of telemarketing, B2C and B2B. Both convey respective benefits, but effective B2B marketing can yield tremendous profits -- after all, businesses have more capital to invest. The goal of a viable B2B telemarketing strategy is generating income -- the means by which it can do this is generating leads.

Lead generation can be problematic when it comes to telemarketing tactics. Despite its potential for profit, it still remains a very stigmatized tactic. The popular perception is that telemarketing is inconvenient and bothersome. Essentially, both private citizens and companies hate cold calls. This means the telemarketer must do a bit of research before giving his or her sales team the green light.

Any viable telemarketing system must have tracking capabilities in place. The trackablility of telemarketing is one of its strongest suits. From the moment a targeted business picks up the phone until the moment they hang up, every aspect of the call can be monitored, recorded and replayed for training purposes. This makes telemarketing extremely pliable and incredibly targeted.

Messaging is essential for successful telesales. This means the sales scripts must be perfectly worded and timed for brevity. Every facet of a telemarketing script is timed to perfection -- that is, it should be. Scripts that are too wordy or drag on will immediately prompt an interruption, followed by a quick hang-up. A well-crafted script and an energetic telemarketing can do wonders in the B2B market.

by: Errol Grange

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