Ah, the dreaded lead generation cold call. Why is it that businesses and prospects alike cringe at hearing this phrase? For one reason or another, it is often perceived as a negative selling technique in lead generation that doesn’t seem to be a glamorous as other forms of selling. However, cold calling is very important [...]

In lead generation telesales, it can be difficult to get the decision makers on the phone. Many times, sales needs to work through the gate keeper before the opportunity to speak with the decision maker presents itself. When lead generation telesales reps get an executive on the line, they need to be prepared with the [...]

By: M. H. “Mac” McIntosh To Insource or Outsource Telemarketing Telemarketing can be a cost-effective method for identifying and qualifying leads and then moving these prospects along the sales cycle. When companies are considering implementing telemarketing for leads, frequently the first two questions that come up are: “Should we set up a telemarketing team in-house [...]

Telemarketing is still a good way to sell goods and services and generate leads. Yet, what works well for companies selling to consumers isn’t going to work as well for companies selling complex products and services to businesses. Why? Because the buying processes for B-to-B and B-to-C Sales Lead Generation are completely different. Why B-to-B [...]

By: Sharon Daniels If you’re in a contemplative sort of mood, you might find interest in the idea that when you look inside, you can find great strength. It’s a fascinating idea on the personal level, that if we are self-reflective, we can awaken our consciousness on many levels. Of added interest is the fact that [...]

In some organizations it seems as though sales teams have by default, adopted an “us versus them” mentality when it comes to selling to lead generation prospects. Meaning the sales pitch is not very collaborative and the sales thought process is more “I must get the prospect to see why I’m right”.  In these types of [...]

Lead generation sales professionals are always looking for new opportunities to contact prospects. Sometimes in cold calling lead generation it can be difficult to get in touch with the decision maker and as a result, inside sales professionals call multiple times to reach the prospect. Sometimes sales professionals leave voice messages and other times not. From [...]

In order to achieve a successful inside sales lead generation program, businesses need to set clear expectations with sales reps on what needs to be accomplished.  This can be done through establishing sales benchmarks as well as a well-defined and documented process.  Allowing the sales group to be involved in these discussions can help drive results [...]

The best inside sales lead generation campaigns become successful through a well-defined cold call process and through collaboration with sales managers and the sales team. A well thought out process should include call guide (scripting) creation and live and recorded call monitoring sessions with the inside sales professionals. In an inside sales lead generation environment, a [...]

When looking for an outsourced lead generation provider, businesses need an expert whose services can help their business achieve success. Because businesses put a lot of time and effort in their lead generation initiatives, it is wise to pay close attention to important factors like years of experience, professionalism, and reporting and analytics when looking to [...]