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Keeping Sales Engaged in Your Telemarketing Initiatives

Posted on Nov 3, 2009 by Jason StOnge, Account Executive

Many marketers, working to better align marketing and sales efforts, are challenged with keeping Sales engaged in a meaningful way and getting the feedback needed to optimize the performance and results of telemarketing lead generation programs. Beyond getting Sales’ input and “buy-in” during the development of the program, listed below are 3 additional ways you can keep Sales involved in a relevant way:

  1. Program Launch –Schedule a team meeting, approximately 1 week following the program launch, designed to discuss the initial results and market reaction. Getting Sales’ input regarding the market’s reaction to the messaging, unexpected objections and/or early trends provides the opportunity to make any necessary adjustments early in the program.
  2. Weekly or Re-Occurring Update Meetings – Invite your sales team to join ongoing update meetings. This is a great way for sales to understand how the program is performing and receive real-time feedback from the telemarketing team. It also provides the opportunity for them to ask questions and provide feedback of their own. Listening to telemarketing calls during this meeting and discussing the leads that Sales has received are very constructive activities. It may not be realistic to have Sales join every meeting, and in those cases we recommend inviting select sales management and/or sales reps to join calls every other week or even monthly.
  3. Customized Program Elements– Understand the current prospecting goals and activities of your sales team. For some programs, it may be possible to customize the calling to assist your sales representatives with their strategies – such as focusing on key accounts, appointment setting in areas where the may be traveling, etc. Working in this manner requires a high level of involvement from Sales, and often produces confidence that the program is truly working for them

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

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