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Blog Posts by Ashley Rist

How to Guide a Conversation, Not Script It

Posted on Jul 23, 2010 by Ashley Rist, Program Director

In a blog he wrote last November, Jon Plant explained the difference between a script and a call guide. In it, he referenced 6 considerations, which are important to the development of an effective call guide. There were two items on that list (of equal importance) that I thought warranted further exploration: Create multiple open-ended questions that engage your prospects in the conversation. No one wants to answer the phone and hear a reci...

Tagged: lead generation, targeted lead generation, lead nurturing, telemarketing lead generation, telemarketing lead generation script, lead generation call guide


Why Profiling Your Prospects via Telemarketing Makes Sense

Posted on Jul 23, 2009 by Ashley Rist, Program Director

Seventy percent (70%) of completed interviews from telemarketing result in a “no opportunity” status. These are prospects that are qualified to buy, but they do not have a defined need, budget and/or focus to evaluate your solutions. Some people believe that once you place a prospect into this category, you should politely exit the call and quickly move onto the next name on the list. However, this tactic can be wasteful. Taki...

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


Four Steps for A Successful Lead Generation Dialogue

Posted on Apr 24, 2009 by Ashley Rist, Program Director

For telemarketing of which the primary goal is finding new prospective clients, it is important to engage a contact in a way that makes them willing to participate in the call. The most important thing to consider in script development for such calls is the fact that your contact (if you are speaking to the right person) is a decision maker. The approach that will most likely appeal to them will be one that allows them to make decisions. In th...

Tagged: lead generation, lead generation telemarketing, telemarketing lead generation, telemarketing script, lead generation script


A Consideration in Telemarketing Campaign Development-- the Sales Perspective

Posted on Jan 23, 2009 by Ashley Rist, Program Director

What defines a successful telemarketing campaign? There are numerous metrics that can be used to quantify and monitor the production of a telemarketing program, many of which we use internally here at TeleNet. These metrics are quite useful in effectively managing a campaign on a day-to-day basis. However, much of the success of a campaign will be driven by steps taken during development. Ultimately, the objective of all telemarketing campaig...

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


Open Ended Questions: The Key to Conversation and Lead Generation Success

Posted on Dec 4, 2008 by Ashley Rist, Program Director

One of the most important steps in executing a successful lead generation campaign is the development of an effective script. Often, there is a tendency to get bogged down with questions that are focused on uncovering specific data points. Too many questions, despite the best intentions, will kill the success of the campaign overall. While it is important to obtain as much specific environmental information as possible, it is equally important...

Tagged: lead generation, scripting for lead generation, lead generation telemarketing, telemarketing sales leads, targeted lead generation, lead generation conversations


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