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Increasing Leads Through Active Listening & Responding with Value

Posted on Aug 30, 2010 by Ashlea Harris, Vice President of Program Management

Over the last several months, Ashley Rist & Jon Plant have both addressed the importance of developing an effective call guide, not a script. The call guide is also an essential tool that is used when training and developing agents. It is important to achieve a balance between open & closed ended questions because this helps to reinforce the need for active listening when talking to a c...

Tagged: telemarketing lead generation, telemarketing leads, lead generation, targeted lead generation, lead nurturing, telemarketing best practices, lead generation best practices

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Telemarketing Lead Generation – Why Invest the Time?

Posted on Aug 26, 2010 by Kathy Rizzo, Vice President Marketing

As companies examine the use of telemarketing, and ultimately make the decision to “test” or pilot a telemarketing lead generation approach, there are significant reasons to invest adequate time to ensure the pilot is effective and the right ongoing expectations are set. It’s not unusual for an organization to initially want to pilot a telemarketing lead generation program over a 4-week period ...

Tagged: telemarketing lead generation, targeted lead generation, lead generation, lead nurturing, lead generation telemarketing, lead generation telemarketing benchmarks

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How to Target SMB Accounts with Telemarketing Lead Generation

Posted on Aug 17, 2010 by Anabel Foucart, Program Director

TeleNet has a large high-tech client that rolls out marketing initiatives to companies of all sizes in all industries. When we reach out to larger accounts on their behalf, it’s easy to get a purchasing conversation going because Enterprise size businesses typically have a dedicated IT budget and a clear purchasing plan from one year to the next. The same could even be said for mid-size busines...

Tagged: lead generation smb, telemarketing leads, targeted lead generation, telemarketing lead generation, telemarketing smb, lead nurturing

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Understanding the Three Cs of Sales Reps

Posted on Aug 12, 2010 by Kathy Rizzo, Vice President Marketing

The owner of the first marketing agency that I worked for taught me the “Three Cs of Sales Reps”. I’ve googled this topic to see if it’s documented elsewhere. Since I have not been able to locate it, I think it’s a topic worth sharing with our readers. In my opinion, it’s something that all Marketers should know- especially those who are tasked with creating leads for their Sales organizatio...

Tagged: lead generation, targeted lead generation, lead generation telemarketing, telemarketing lead generation, telemarketing leads, lead nurturing

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Open Ended Questions: Understanding the Prospect's Response

Posted on Aug 5, 2010 by Laura Johnson, Program Director

Last week, Ashley discussed the value of open-ended questions in a lead generation guide. Another key element of success when it comes to leveraging open-ended questions is to pay attention to and understand the nuances associated with how the contact responds. Many agents are uncomfortable with open-ended questions because they feel like they’re putting the contact on the spot. Often it take...

Tagged: telemarketing lead generation, telemarketing leads, lead generation, targeted lead generation, lead generation telemarketing script, lead nurturing

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Welcome to TeleNet's telemarketing lead generation blog. Members of TeleNet's executive, program management and account management staff will contribute to our blog on a weekly basis. Please subscribe to our RSS feed or sign up to receive email updates to obtain insight, tips, and feedback to improve or enhance your telemarketing lead generation and lead nurturing programs and processes.

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