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 [...]

Lead nurturing is about building lasting relationships with prospects until they are ready to purchase. One way to help strengthen the relationship is through timely and relevant content. Something that will speak to prospects at exactly the right time, addressing any ‘pain’ they are looking to relieve. Change it up – No one wants to [...]

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 [...]

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 [...]

When it comes to lead generation, timing is everything. Sales teams have an easier time securing a lead when they are contacting a prospect during a time of need. However determining that ‘right time’ can be challenging, this is why it is wise for businesses to invest time in lead nurturing efforts. With lead nurturing, [...]

With the holiday season upon us, we wanted to take a moment to remind others to get involved with local organizations and provide for those that are less fortunate.  This year Invenio decided to work with the Texas Court Appointed Special Advocate (CASA) whose mission is to be a voice for abused or neglected children [...]

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 [...]