Category Archives: telemarketing

Call Every New Sales Lead 6 Times? Sorry, that’s Crazy.

February 24, 2011 – 3:50 pm

I only recently came across the results of research published late last year by Leads360, a leading provider of hosted (SaaS) solutions for managing sales leads. In their August 2010 report, “Building the Optimal Inquiry Response Strategy,” Leads360 use the data collected to make some startling claims, amongst them the following: “The findings of this [...]

By Howard Sewell | Also posted in B2B Marketing, inside sales, Lead Management, Lead Nurturing, Marketing Automation, Sales 2.0 | Tagged , , , , , | Comments (5)

3 Reasons to Add Email to Your Lead Follow-Up Process

November 4, 2010 – 12:51 pm

A client writes: “I notice you recommend both email AND phone follow-up to inbound leads from programs like content syndication. Our inside sales reps are fairly prompt about following up with all leads by phone. Why do I need to set up automated email response as well?” My response: Most all of our clients combine [...]

By Howard Sewell | Also posted in Lead Management, Lead Nurturing, Marketing Automation, Sales 2.0, Uncategorized | Tagged , , , | Comments (0)

Appointment Setting: Where Does It Fit In Today’s Demand Generation Mix?

August 24, 2009 – 3:22 pm

With inbound marketing all the rage, where does that leave old-school lead generation techniques such as cold calling and appointment setting? In today’s digital era, when everything lead gen seems to revolve around simply being in the right place at the right time, can it also make sense to simply call potential clients as a [...]

By Howard Sewell | Also posted in B2B Marketing, Demand Generation, lead generation, Lead Management, Lead Nurturing | Tagged , , , , , , | Comments (5)

Increasing the Effectiveness of Inside Sales

October 15, 2008 – 8:13 pm

When I worked at Oracle in the late 80s (sigh), the company was one of the pioneers in the use of telesales for selling high-ticket software, on a large scale, over the telephone. Sally Duby was one of the key executives in that organization’s early success, and is now president of PhoneWorks, a sales strategy [...]

By Howard Sewell | Also posted in Demand Generation, inside sales, Lead Management, Lead Nurturing, Marketing Automation, telesales | Tagged , , | Comments (1)