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Blog Posts by Laura Johnson

Four Ways to Engage With Your Sales Reps

Posted on Mar 3, 2010 by Laura Johnson, Program Director

We commonly see a split between marketing and sales organizations, which I find odd, since we’re all after the same objectives. Keeping your sales team aware and engaged in your lead generation activity is crucial to a painless, successful marketing campaign. The first step is to ensure you have Sales Management’s buy-in on your definition of “sales-ready” leads, as well as the types of organizations and contacts that you’re targeting with ...

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


Successful Objection Handling in Lead Generation

Posted on Nov 19, 2009 by Laura Johnson, Program Director

Last week, Jon provided some great tips on developing a telemarketing call guide. One of the key points provided was that a guide allows for flexibility in ways that a script just can’t. If telemarketing is anything, it is unpredictable. You never know what you’re going to get when you dial the phone. We tend to write call guides with the ideal call outcome in mind—the qualified lead. The fact is, nearly 90% of all completed calls are not...

Tagged: lead generation, telemarketing lead generation, targeted lead generation, telemarketing objection handling, telemareketing sales leads


Evaluating Results of Integrated Campaigns

Posted on Aug 27, 2009 by Laura Johnson, Program Director

One key element I’ve found that can be frequently overlooked in integrated marketing campaigns is the need to evaluate an effort full-scale, top to bottom, in order to identify what works and what doesn’t and to benchmark for future efforts. This is also crucial when it comes to calculating your true return on investment. Calculating the results on a telemarketing campaign is relatively simple. When you factor in the efforts required to gene...

Tagged: integrated telemarketing, telemarketing lead generation, integrated lead generation campaign, telemarketing leads


Getting The Most Bang From Web Responders

Posted on May 22, 2009 by Laura Johnson, Program Director

We have seen some fabulous results come out of responder or presales campaigns over the years. Given the expense of in-person events and the increase in the web as a method for contacts to gather information prior to a purchase, it’s no surpirse that responder initiatives are becoming a very popular method of generating lists for telemarketing or sales follow-up. There are a few key factors to consider when lauching a web response campaign, ...

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


Economy Drives Up the Importance of Data Hygiene - Part 2

Posted on Feb 26, 2009 by Laura Johnson, Program Director

Jon’s comments last week on the importance of data hygiene in today’s economy got me thinking of some other things companies can be doing to serve their market in times of turmoil. Why not use a data cleansing/profiling effort as a reason to reach out to your customer base, let them know that you’re still there for them, keep your finger on the pulse, maybe offer them some ideas on how you can help solve their problems? Although our servic...

Tagged: lead generation, telemarketing data cleansing, telemarketing data hygiene, telemarketing sales leads, lead nurturing


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.

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