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Blog Posts
Lead Generation to C-level Executives: How to be top mind and in front of executives
Jul 2, 2008
Many organizations are hesitant to telemarket to C-level executives. The perception is that they are difficult to reach and not interested in the message. Although this can be true, there are effective ways to communicate with this audience. Below are tips on how to craft appropriate messaging, create relevant email, work with gatekeepers, understand roles, and addre...
Telemarketing's Role in a Struggling Economy
Jun 26, 2008
Tuning into a webinar hosted by "Firstwave":http://www.firstwave.com/ 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":http://www.marketingsherpa.com/ as his source). Obvi...
You Must Remember This: A Lead Generation List is just a List. Or is it?
Jun 18, 2008
Often, one of the most challenging parts of executing a lead generation marketing campaign, whether it is email, mail, telemarketing or any combination of the three, is the targeted list. Where will you get it, what data should be in it, how do you merge and sort it and what do you do with it afterwards? Choose wisely and you look like a hero, but choose poorly, and the...
News Items
DM News Tool Box: Combining Direct Mail with Teleservices
May 12, 2008
Question: *We integrate e-mail with our outbound telemarketing lead generation efforts. Should we add direct mail to our mix too?* Answer: “One of the most interesting discoveries of a survey we analyzed was that a majority — 63.4% — of our ‘best in class' hi-tech marketers integrate e-mail _and_ direct mail into their telemarketing strategy (as opposed to email on...
New Data on Best Telemarketing Tactics: 5 Tips to Improve Your Lead Generation Calls
Apr 30, 2008
TeleNet Marketing Solutions polled a group of B-to-B technology marketers on their approach to telemarketing and came up with some exclusive new data that MarketingSherpa looked at first and that you can apply immediately. Included in MarketingSherpa's article are 5 top tips you can use immediately to generate more leads. If you are a MarketingSherpa subscriber, ...
Best Practice Guides
How to Evaluate & Hire a B2B Telemarketing Lead Generation Partner
May 19, 2008
When marketing professionals set out to conduct an evaluation of lead generation telemarketing vendors, they may seek advice from their colleagues, pull from their past experiences, conduct research on the web and review guidelines put into place by their procurement department. However, rarely are they given an opportunity to receive “inside” information from a telema...
How Do You Compare? Best In Class Telemarketing Practices
Feb 12, 2008
Comparing and contrasting your telemarketing approach and processes with more than 50 of your peers can be interesting. But what does it really tell you? Perhaps that it’s “OK” not to have formal and regular communication with your sales team because 70 percent of your peers don’t either? It may make you feel better, but it’s not very helpful if you are trying to ...
Top Ten Telemarketing Best Practices
Jan 15, 2008
# Before engaging on a lead generation program it is critically important that marketing and sales management work together to create and agree upon the definition of a “sales-ready” lead for your organization. Factors to consider include the length of your sales cycle, steps within your sales cycle, how your prospects evaluate your products/services, etc. Answering ...
Targeted Multi-Media Lead Generation Strategy Works For The SEI Advisor Network
The SEI Advisor Network provides independent advisors with outsourced we... Read more »
How to Evaluate & Hire a B2B Telemarketing Lead Generation Partner
When marketing professionals set out to conduct an evaluation of lead generat... Read more »
Tagged: lead generation, targeted lead generation, telemarketing sales leads, telemarketing leads, lead generation partner
How Lead Nurturing Affects Your Lead Metrics and ROI
We are frequently asked how lead nurturing will affect key metrics such ... Read more »
Tagged: nurturing, teleprospecting, content, lead nurturing metrics