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Blog Posts

Tips for Managing an Inbound Campaign

Nov 10, 2011

Through our Marketing Blog, we share a lot of calling strategies and techniques about our outbound calling campaigns. Today, I’d like to focus our attention to inbound campaigns and share a few tips about managing those programs. * Inbound calls happen at all hours of the day. Establish a back-up team who can be available to handle immediate situations if the cor...

Tagged: inbound telemarketing, lead generation inbound lead generation, telemarketing leads, teleprospecting, lead generation

Probing Beyond the BANT in Teleprospecting

Nov 7, 2011

Teleprospectors are encouraged to capture 4 key pieces of information when uncovering lead opportunities: Budget, Authority, Need and Timeframe. Often the teleprospector will get bogged down in uncovering these BANT details and lose sight of what’s really driving the prospect’s need. It is encouraged to probe beyond traditional BANT questions and seek to discover more...

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

Building a Qualified List – What it Means and What it Takes

Oct 17, 2011

As I mentioned in my previous "blog entry":http://www.telenetmarketing.com/blog/188/Including-an-Offer-is-Important-When-Building-a-Successful-Lead-Generation-Campaign, a qualified list is one of the four key elements that most often impact the success of lead generation campaigns – sometimes by a factor of 50 percent or more. I think that most marketers inherently kno...

Tagged: teleprospecting, telemarketing lead generation, teleprospecting list source, telemarketing leads, targeted lead generation, targeted teleprospecting

News Items

Hewlett-Packard division uses outbound telemarketing for lead generation

Jan 7, 2010

Although there's been plenty of attention lavished on digital and social marketing this year, traditional direct-marketing channels remain robust when exploited correctly. Outbound telephone marketing fits neatly into this category, according to Hewlett-Packard Co., which has increased its commitment to the channel over the past year. _Read the full story and learn h...

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

Leads let you down? Look at the source

Oct 1, 2009

You can't implement effective lead generation initiatives without a good database. Four lead generation experts share their tips on keeping data clean, sourcing data, qualifying leads and following up. *Mac McIntosh* _President and principal consultant, Mac McIntosh Inc_ Getting the best lead generation results often comes down to business-to-business marketers ...

Tagged: lead generation, b2b lead generation, telemarketing lead generation, targeted lead generation, telemarketing sales leads, telemarketing leads

Best Practice Guides

Tips For Creating a Respectful & Successful Teleprospecting Approach

Apr 4, 2011

Even in the B2B world, cold calling and teleprospecting can be viewed as intrusive and self-serving. However, for those marketing and sales professionals who take the time to deliver a respectful, thoughtful approach, teleprospecting will initiate meaningful conversations with decision-makers, which will eventually impact your bottom-line. Following are nine tips to...

Tagged: lead generation tips, b2b lead generation telemarketing, cold calling tips, teleprospecting, lead nurturing, telemarketing lead generation, telemarketing lead generation best practices, telemarketing sales leads, telemarketing leads

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...

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

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 ...

Tagged: telemarketing leads, targeted lead generation