Blog Posts by Kathy Rizzo

Managing the Lifecycle of Your Leads

Posted on Aug 21, 2008 by Kathy Rizzo, Vice President Marketing

Marketing’s responsibilities should not end when a lead is generated and provided to the sales organization. Rather, marketing departments should seek ways to impact and track the entire lifecycle of the lead until closure. TeleNet’s process to accomplish this is referred to as Lead Lifecycle Management®. Many companies rely on reporting from their CRM system to track lead results. However, with sporadic input from sales repr...

Tagged: lead lifecycle management, sales lead management, lead generation, telemarketing sales lead generation

Maintain A Strategic Vision for Your Lead Generation Initiatives

Posted on Aug 12, 2008 by Kathy Rizzo, Vice President Marketing

Is tactical campaign management getting in the way of your strategic vision? It’s easy to let this happen since managing a lead generation initiative takes a great deal of focus on small details that can either make or break your results. However, it’s also important to maintain a strategic focus on your efforts. Here are some steps that you can take to help keep strategy at the forefront of your activities: Be proactive with settin...

Tagged: lead generation strategy, lead nurturing, lead generation, targeted lead generation, telemarketing sales leads, sales lead management

Avoid Becoming Complacent with Your Lead Generation Results

Posted on Jul 31, 2008 by Kathy Rizzo, Vice President Marketing

Often times when programs are running well (steady lead rate), our clients are less engaged. It’s certainly understandable, as most marketing professionals are overloaded and running from fire to fire, so when a campaign looks good, there’s a tendency to disengage. However, that can lead to complacency and ultimately can result in missed opportunities. Consider this real-world example… On a recent series of lead generation campaigns, w...

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

Direct Mail & Telemarketing: How to Reinforce Your Message & Generate Leads

Posted on Jul 14, 2008 by Kathy Rizzo, Vice President Marketing

Several months ago, we released the results of our telemarketing best in class survey of high-tech marketers. One of the most interesting discoveries was that a majority (63.4 percent) of our “best in class” marketers integrate email and direct mail into their telemarketing strategy. While nearly everyone surveyed indicated they are integrating email, the “best in class” marketers are integrating both email and direct mail into their telemark...

Tagged: lead generation, targeted lead generation, telemarketing leads, telemarketing saels leads, direct mail integration telemarketing, telemarketing direct mail

Telemarketing's Role in a Struggling Economy

Posted on Jun 26, 2008 by Kathy Rizzo, Vice President Marketing

Tuning into a webinar hosted by Firstwave last week, I heard a new statistic quoted by BearingPoint’s Global Director of Integrated Marketing, Paul Dunay: “B2B marketers are reporting a 60% increase in the length of the buy cycle because of the down economy” (Dunay noted MarketingSherpa as his source). Obviously this is not a positive statement for those trying to sell products and services. However, it does give us, as ma...

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

• Anabel Foucart, Program Director
• Ashlea Harris, Vice President of Program Management
• Chris Engel, Vice President Information Technology
• Dana Gill, Program Director
• Jason St Onge, Account Executive
• Jon Plant, Account Executive
• Jon Plant, Program Director
• Kathy Rizzo, Vice President Marketing
• Laura Johnson, Program Director
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