Tag Archives: telemarketing

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 | Posted in B2B Marketing, Demand Generation, lead generation, Lead Management, Lead Nurturing, telemarketing | Also tagged , , , , , | Comments (5)

ConnectAndSell: Novel Solution for Increasing Sales Efficiency

April 22, 2009 – 10:51 pm

If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30 percent, which means that 70 [...]

By Howard Sewell | Posted in B2B Marketing, Cold Calling, Demand Generation, inside sales, Installed Base Marketing, Lead Management, Lead Nurturing, Sales 2.0 | Also tagged , , , , , , | Comments (2)

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 | Posted in Demand Generation, inside sales, Lead Management, Lead Nurturing, Marketing Automation, telemarketing, telesales | Also tagged , | Comments (1)