Business-to-business Telemarketing

Telemarketing is the process of reaching out to your business prospects through telephone

with the purpose of generating sales leads and setting appointments. Generating qualified sales leads is the key to increasing your revenue and business. Good telemarketing is fundamentally about coherent messages presented to the right audience at the right time, and a good telemarketing program must have strategic plan regarding the customer approach and determined target market.

What is B2B telemarketing?

B2B telemarketing is perhaps most important segment of the telemarketing sector and includes all related sales calls from one business to another business.

Business-to-Business (B2B) telemarketing campaign ensures that a company gets continuous supply of new prospects and sales leads with opportunities to market products or services. Outbound telemarketing helps to get sales leads and prospects for sales staff and inbound telemarketing helps in acquiring qualified buyers for follow-up by sales team for closing sales, processing orders and for introducing cross-sell/up sell offers.

Companies with limited sales resources and time constraints choose to outsource lead generation telemarketing to a third party so that sales team can focus on closing sales, apart from that, when volume of prospects increases, it gets difficult for existing sales team to reach all potential customers.

Small and medium businesses do not have round the clock manpower to effectively communicate with everyone they may do business with, especially on an international scale where there is a significant time difference. B2B telemarketing services offer businesses the chance to increase their income while reducing their expenses by providing the option of outsourcing. The expense of setting up in house call center with additional manpower is many times more than simply hiring an outside service; not to mention the additional training and expertise involved. Once upon a time, companies had no choice but to deploy their own telemarketing service in order to increase their business. This practice proved inefficient as large amounts of time, resources, and manpower were wasted with no significant increase in business.

Today many B2B telemarketing services offer sales lead generation services which allow businesses to follow up on the qualified leads with sales team and let professionals take care of the marketing. The telemarketers in these companies are specifically trained and are much more efficient in identifying qualified leads, which eventually results in higher productivity meaning that you pay even less for your leads.

B2B telemarketing works best when a business can get highly qualified appointments and when it is possible to uncover both short and long term opportunities. B2B telemarketing works best when you have:

1. Clear defined message for campaign.

2. You know the target level such as title or function of your prospects you need to approach.

3. CRM system with defined user roles and mandatory information that needs to be captured.

4. Well defined quality metrics.

5. Marketing department capable of transforming the customers feedback from the sales people.

6. Professional telemarketers to perform this function.

7. Willingness to follow up and through the entire sales cycle

Overall benefits

Business to business telemarketing, with your marketing budget brings the possibilities of generating enough qualified leads and offers significant opportunities for increasing growth potential in current business scenario. It will also get a tremendous amount of intelligence about your potential clients and your market which will provide strategic feedback to position yourself for maximum success. Opportunities of outsourcing the B2B telemarketing have brought more profitability and global coverage for businesses.

by: Pawan ipace

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