Effective Business Telemarketing
Business Telemarketing
Business Telemarketing
Keeping your pipeline full of qualified leads is critically important in today's challenging business climate. Telemarketing can provide a consistent flow of qualified sales leads to address this need.
The cost of a sales force is typically a significant percentage of total company revenue. Providing your sales force a consistent flow of qualified sales leads can leverage this investment and significantly boost sales force efficiency, productivity, and top line sales revenue.
Selling products, services and solutions to businesses typically requires a longer and more complicated sales process than consumer sales. Selling firms need to build relationships and trust; and satisfy contacts at the operational, functional and executive levels. Examples of complex business products, services and solutions:
IT software, workflow and technical solutions
Manufacturing systems and services
Engineering design and prototyping services
Company-wide and enterprise products and services
Business-to-business (B2B) sales process characteristics:
Long sales cycles involving multi-level contacts in the decision making process
Significant investment by sellers and buyer prior to buying decision
Significant investment by buyer in upfront capital and/or implementation
Significant operational and/or strategic impact on the customers business
The offered solution may resolve complex business issues and provide extended capabilities and strategic differentiation for the company
Sellers can offer a range of options to build value and establish competitive differentiation
Sellers must acquire deep understanding of the customer's business and organization to be successful
The
business telemarketing team can reach out to a large number of prospective companies to help them recognize the need for a product or service. The telemarketing team performs the time-consuming tasks of identifying, researching and pre-qualifying decision makers at prospective companies and scheduling sales appointments for the sales teams follow-up.
A telemarketing team resolves the basic problems with having your sales people make cold calls:
Many sales people hate cold calling and consider it an inefficient use of their time
Cold calling may require large portions of a sales persons time, minimizing time available for developing client relationships and closing sales
High cold calling rejection rates can put sales people into a negative state of mind and destroy their motivation
Cold calling can reduce a sales persons perceived business status
Many sales people that are good at building relationships and closing sales are not good at cold calling and hunting for new sales opportunities
Primary benefits of an on-going telemarketing program:
A strong pipeline driven by a consistent and persistent flow of qualified leads
Shorter sales cycles driven by the sales person entering new accounts with increased perceived status and pre-knowledge of the accounts issues and needs
Sales time is spent closing deals instead of hunting for them
Is Telemarketing Appropriate For Your Products And Services?
Telemarketing is best suited for companies where a new customer relationship generates significant revenue and profit in the first year, or the company is successful at retaining customers over the long term.
In addition to identification of interested prospects and scheduled sales appointments, telemarketing campaigns can collect key market data such as prospect pain points, needs, timelines, email addresses and other information.
Summary
Telemarketing can be the backbone of a successful sales force. Telemarketing can identify qualified prospects and connect you with key decision makers, while arming you with meaningful information on the prospects needs. Building a strong sales pipeline can drive increased sales revenues and profits.
Working with an experienced B2B solutions telemarketing firm can:
Create instant expertise and quick ramp-up; and become an extension of your sales team
Eliminate adding company infrastructure required to build and manage your own staff
Provide flexibility as your sales lead generation needs and budgets change
Provide accountability. It is difficult to hold internal resources to strict production numbers because of varied focus
Help shorten sales cycles and increase top line sales revenues
About Us
Onset Marketing is a
Michigan business telemarketing company backed by 19 years of experience delivering quality results generating sales leads, sales appointments, and market research. We identify optimal business prospects and develop a call strategy that influences action. We contact executives using a non-threatening conversational approach to promote optimal information exchange. We perform integrated marketing that combines business telemarketing with direct marketing to maximize results. We work directly with you to help acquire new clients and achieve profitable business growth.
For further information on our services:
Phone: (248) 596-9788
Email: Info@OnsetMarketing.com
Or visit our websites:
http://www.OnsetTelemarketing.com
http://www.OnsetMarketing.com
by: James Graziano
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