Blog Posts by Laura Johnson

Teleprospecting in Today's Economic Climate

Posted on Aug 30, 2011 by Laura Johnson, Senior Program Director

The recent federal budget crisis and S&P downgrade have had a very interesting effect on teleprospecting over the past few weeks. Our conversations are showing just how much contacts react—and possibly overreact—to what they hear on the news. I have seen and heard the tone of our conversations change literally day by day. When the market is down, no one has a budget, not a penny to spare, no spec of hope in sight. The very next day, if...

Tagged: teleprospecting, lead generation, targeted lead generation, lead nurturing, telemarketing sales leads, telemarketing lead generation, teleprospecting economy

The Power of Successfully Answering the "Huh?" in each B2B Teleprospecting Call

Posted on Mar 3, 2011 by Laura Johnson, Senior Program Director

By rough calculation, I’ve heard somewhere in the neighborhood of 3,000 telemarketing calls in my years with TeleNet. In all of those calls, there is one key question I hear contacts ask over and over. One question that stands out as the first and most important place for an agent to bring their A Game. That question is, “huh?” Most calls go a little something like this: (phone rings) Contact answers: This is Bob. Agent: Good morning Bob. ...

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

Open Ended Questions: Understanding the Prospect's Response

Posted on Aug 5, 2010 by Laura Johnson, Senior Program Director

Last week, Ashley discussed the value of open-ended questions in a lead generation guide. Another key element of success when it comes to leveraging open-ended questions is to pay attention to and understand the nuances associated with how the contact responds. Many agents are uncomfortable with open-ended questions because they feel like they’re putting the contact on the spot. Often it takes the contact a second to think through their resp...

Tagged: telemarketing lead generation, telemarketing leads, lead generation, targeted lead generation, lead generation telemarketing script, lead nurturing

Data Captured from Telemarketing Lead Generation Programs May Reveal Important Trends

Posted on Jun 3, 2010 by Laura Johnson, Senior Program Director

For any ongoing effort, it’s important to benchmark periodically in order to keep an eye not only on the success of your efforts but also the market’s reception. Aside from just looking at the numbers, it’s important to look at feedback from your market in terms of how prospects are answering particular questions. For example, if you’re asking why they’re not interested in a particular offer or subject, how has that answer changed over time?...

Tagged: lead generation telemarketing, telemarketing lead generation, data telemarketing, telemarketing lead generation analysis, lead nurturing

Four Ways to Engage With Your Sales Reps

Posted on Mar 3, 2010 by Laura Johnson, Senior 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

• Abby Lynes, Program Director
• Anabel Foucart, Senior Program Director
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• Laura Johnson, Senior Program Director
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