Tightly Integrating Sales & Marketing Teams is a Key to Lead Generation Success
Posted on Jan 21, 2009 by Kathy Rizzo, Vice President of Sales and Marketing
One of our clients recently shared with us some amazing information about how our efforts are impacting their sales – and the importance of our work. This feedback was the kind of feedback that makes you beam with pride and feel your team has really done something quite special.
While we get positive feedback from our clients frequently, this was different. The impact was different. So, I looked at what they/we are doing together and looked for anything that stood out as a best practice that our other clients should adopt. Here’s what I found…
Their marketing and sales teams are linked together more tightly than many of our clients. In fact, telemarketing is really viewed as a sales-support function and thus, the sales team is just as involved with the program as the marketing team. Here’s how they make it work…
- A Sales Manager and a Marketing Manager are jointly responsible for the telemarketing efforts. They work together closely on content and messaging. However, not to complicate direction and communication to TeleNet, they’ve assigned one person to be our go-to-person.
- Call Monitoring Sessions are not solely done at the management level. Instead, Account Executives are invited to listen to the telemarketing agents and offer their advice based on their real-world sales experience.
- A monthly team meeting takes place and includes the TeleNet team, as well as our client’s marketing manager, sales managers and individual account executives. An agenda is set for each meeting, however, topics generally include:
- Individual and Overall Lead Feedback from the AE’s Perspective
- Discussion of what’s working/not working on the telemarketing messaging
- Review/Discussion of which market segments are yielding best results
- Discussion of tactics and pertinent adjustments
Bottom-line, the sales team is more tightly integrated in the telemarketing program and process than probably 75% of our clients. For more tips on how to achieve this type of integration, here’s a link to a previous article: Bridging The Gap Between Marketing and Sales to Ensure Telemarketing Lead Generation Success
Tagged: lead generation success, telemarketing lead generation success, lead generation, telemarketing sales leads, telemarketing leads
Add a Comment
If you would like to inquire about our services,
please contact us today.
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.
Browse by Author
- Abby Lynes, Program Director
- Anabel Foucart, Senior Program Director
- Ashlea Harris, Vice President of Program Management & Operations
- Ashley Rist, Lead Quality Manager
- Brian Rubin, Senior Software Developer
- Britney Bailey, Program Director
- Chris Engel, Vice President of Information Technology
- Dana Gill, Program Director
- Jason St Onge, Senior Account Executive
- Jeff Johnson, Guest Blogger- TeleNet Client & Industry Veteran
- Jon Plant, Senior Program Director
- Kathy Rizzo, Vice President of Sales and Marketing
- Laura Johnson, Senior Program Director
- Maryann Ramsey, Program Director
- Melissa Joffrion, Account Executive
- Micah Green, Operations Training & Development Manager
- Sharon Dahlhaus, Account Executive
- Sonya Lane, Vice President of Human Resources
- Tamika Drake, Call Center Coordinator
- Tyler Anderson, Account Executive
Comments