Telemarketing Lead Generation Blog

Top 5 Program Considerations for Telemarketing Lead Generation Success

Posted on Aug 6, 2009 by Jason St Onge, Senior Account Executive

Recently, Art Sobczak featured a blog post titled My Unbreakable Rules of Sales in his Telesales Blog. The post essentially lists a number of sales “rules” that work for Art. After reviewing the list, I not only realized that I agree with Art, but that many of the rules are also great examples of things to consider when developing a lead generation initiative. I started to think about the key components required to develop a successful program, and I compiled my list of the top five items to consider (and questions to ask yourself) when developing a telemarketing lead generation program:

1. Call Purpose – What is the reason for the call? What value are you providing or offering?
2. Call Objective – What is the outcome you’re looking for and the next step you are hoping to achieve? Is it a scheduling a phone call, a demo or in-person meeting? Is there key environmental information you are hoping to capture?
3. Open-Ended Questions – Have you crafted good open-ended questions that will get the prospect talking and guide the conversation? Do you have questions that you can ask specific to their position, industry, potential challenges, etc?
4. Call Objections – Are you prepared to handle the common objections for your product/solution/service? Do you know what they are?
5. Lead Definition – How do you define a lead? What criteria are required to make it qualified? Do you have input from both sales and marketing?

If you have given thought to each of these items, and clearly addressed them during your program development process, you have greatly improved your likelihood of success.

What items do you consider crucial to the development of a telemarketing lead generation initiative?

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

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