1) Talent(less) Pool – When running a lead generation campaign, companies must ensure that the employees making the sales calls have the appropriate background and skill sets. Typically a college education, two years of selling experience and familiarity with the client, product or service is a good start. 2) Lack of Lead Definition – How will sales [...]

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 [...]

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 [...]

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 [...]

Finding an outsourced inside sales solution that meets the needs of your business can sometimes prove to be a challenging task. Based on our experience, here are 3 qualities to help drive a successful outsourced inside sales partnership. Experience – Find and research inside sales organizations that have been in the business for a long [...]

Your business is growing and you have expanded your footprint, providing an opportunity to promote a new product or business offering. Perhaps you are looking to drive foot traffic to your upcoming trade show or webinar or simply hoping to be able to generate more leads to your existing sales team. Whichever of these describes [...]

Recently, the question was asked in a forum “What percentage of your telemarketing calls are scripted?” Here is the response from Kevin Maginnis of Invenio Marketing Solutions and his response is based on telemarketing best practices we use with our clients. “What percentage of your telemarketing calls are scripted?” 100% and 0 %! At Invenio [...]

Outsourcing telemarketing is a proven way to maximize revenue by shifting the early elements of the sales cycle off of your sales team.  An experienced, expert B2B telemarketing campaign can focus on lead generation so that you can focus on closing sales.  Doing so accelerates your lead pipeline and increases efficiency by creating divisions of [...]