The Crucial Benefit of Telemarketing Services in the Field of Healthcare

Healthcare field is one of the largest and the fastest growing industries in the US. With so many rules and regulations when it comes to patient confidentiality and on how to market your product to the right people, healthcare companies are wondering if they would consider telemarketing to help them spread awareness in their target market.

The question is, how can a healthcare company benefit from utilizing a telemarketing?

Here’s the following perks of outsourcing telemarketing services that will help Healthcare companies run their business smoothly.

They have Qualified and Experienced Sales Professionals

The Crucial Benefit of Telemarketing Services in the Field of Healthcare

When calling, Healthcare companies usually target professionals. And for them to consider you and gain their trust, you must leave a good impression. To be able to do this when contacting your potential prospects, you must hire qualified sales reps to represent your company. Here are the qualities of telemarketer that you should be looking for.

Telemarketing companies invest on their people by hiring professional telemarketers who are trained to provide better service. Not only that, they also have sales reps who are experienced in generating quality sales-ready leads for you company.

Related: The Best Technique In Sales Leads Telemarketing? Start A Conversation

They Can Streamline your Scheduling Process using High End Tools

The Crucial Benefit of Telemarketing Services in the Field of Healthcare

All healthcare providers undergo medical billing and can utilize telemarketing to process and follow up on claims with health insurance companies in order for healthcare companies to receive payment for their service on time. Telemarketing companies invest on high quality tools to help them manage and streamline this process using these tools to reach your goals and objectives. They even have reporting tools to help their client keep track of what’s going on with their campaign on a daily basis.

Check Callbox SMART Calling Technology and Pipeline CRM to get a better view of these telemarketing tools. 

They Don’t Just Look for Prospects for You,

They Also Provide Accurate Information through Profiling

The Crucial Benefit of Telemarketing Services in the Field of Healthcare

Telemarketing company has reps that generate leads. At the same time, can profile and verify the information of your patients or the right person who decides within their organization, especially if decision makers are not available by the time they called. Every product targets different market. And telemarketing companies know how important pre-qualifying the company is, to make sure if the company is worth pursuing. They also verify to make sure they have the correct information. Information such as;

  • Email address
  • Complete name
  • Correct job title
  • Company information (company name, address and website)
  • Pre-qualify the company (number of employees/patients, etc)
  • Availability of the prospect

Related: Customer Profiling Checklist in Verifying Business Contacts

Reach Out To Patients / Customers through Multiple Channels

The Crucial Benefit of Telemarketing Services in the Field of Healthcare

For medical and pharmaceutical companies, telemarketing can be utilized by following up with existing customers. At the same time by promoting your products with your potential customers. Telemarketers can contact them in various ways; email, social media or mobile. You have to be where your customers are whenever they are looking for your product.

This approach can help improve your marketing strategies by being visible to your target audience. Stay in contact with them gives you an opportunity to find more potential customers through word of mouth. They might not need your product now but they can recommend your product to friends and relatives because they are aware of you and what your product can do.


You might also like: Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force


Get qualified healthcare leads today! Dial 888.810.7464


A Crash Course on Lead Nurturing… And Why it Matters



Customer Profiling Checklist in Verifying Business Contacts

Customer Profiling Checklist in Verifying Business Contacts

Why it pays to profile your customer?

Every company tries to identify who to market their products before they decide on how to do it. What a better way to find out who your customers are is to have an Ideal Customer Profile. And the best way to market your product and reach your target audience better and faster, is to have an updated contacts. Better business decisions are crafted when you have good data as a basis.

Having an accurate and informative contact list before calling your prospects is one of the most powerful marketing tools in order to learn who the best person to speak with is.  An updated contacts require less effort for your sales team to call companies over and over again just to find out who makes the decisions within their organization.

The information that you need to collect depends on your type of business. Below are some of the essential information that you need to gather and verify when doing customer profiling.

Email address

The direct business email of your target contact. Prior to the start of the campaign, sending out an introductory email is important. It can be an easy access for you to be transferred and eventually speak with the decision maker without anyone blocking your call because it may sound like you’re following up a recent conversation.

TIP: There will be times wherein Receptionists  will provide a generic email. Make sure that your target contact will have access to the email address provided to you. As much as possible, gather a direct business email.

a) Direct Business Email The email address that they use for all business transactions.


b) Generic Email – Most of the target contacts don’t have access to this email.


First and Last Name 

The complete name of your target contact to address the email properly. It’ll be easier for you to get hold of decision makers if you know their names since you won’t be doing prospecting anymore. Plus, Receptionists might think you know the decision maker personally and will transfer the call directly.

Job Title/ Position in the Company 

The correct job title of the contact person to address your target contact properly in the email. This is to make sure if you are targeting the right person based on his or her position in the company.

Direct line or ext number

The best number to reach your target contact without passing through the main number. Having a direct line or extension number of prospects will have a higher chance of getting hold of the decision makers.

Mobile Number

In case you can’t reach the prospect through their direct line, you can always call them on their mobile. Of course, you need to ask permission from your target contact if it’s okay for you to contact them through their mobile in case they’re not in the office.

Company Information

This includes the following:

a) Company Name – The updated name of the company.

b) Company Address – The correct physical address of the company.

c) Company website

TIP: Make sure to do your homework before calling companies for customer profiling. Company information should be done through research and not on the call.  It’s best that you know all the information about the company before calling so your Reps to sound legit and more professional over the phone.

Related:  Callbox Data Profiling A Major Coup for Exhibition Leader

Qualifying questions

It is necessary to pre-qualify the company. Why? Calling the same company over and over again and finding out they are not a good fit for your business can be a bit frustrating. And pre-qualifying the company is one way of making sure you’re targeting the right audience. Some of the examples of a qualifying questions includes;

a) Number of employees

b) Annual Sales

c) Number of computers

d) Number of locations

e) Type of industry

Learn more about lead qualification services..

You can always gather all of these information from anyone within the company even if the target contact is not available. Also, you may check on these few resources in getting business list or contacts.

However, only information of the decision maker is considered valid. Here’s a sample script that your team can use when doing customer profiling.

customer profiling script - Callbox

 Related: Don’t Waste a Moment! See Sample Cold Calling Scripts For You


Avoid prospecting while doing cold calling. Increase your chances of getting hold of your target audience and get leads faster and easier with an updated contacts.


And Here’s Why you Should Be Updating your Marketing List!

Read more on The Problem with (and Solution to) Database Decay


Get more updated data for your marketing campaign and boost your sales!

Check out our Database Cleansing Services today! Dial 888.810.7464


Cutting Marketing Spend: When It Works (and When it Doesn’t)
5 New Year’s Resolutions to Refine Your Marketing Analytics Stack

What is B2B Telemarketing?

What is B2B Telemarketing?

Telemarketing is defined by as the marketing of goods or services by means of telephone calls, typically unsolicited, to potential customers. While according to, Business-to-business (B2B) refers to a situation where one business makes a commercial transaction with another.

By fusing these two, the term B2B telemarketing is coined. And with one glance, you’ll know from these two terms that B2B telemarketing is about using calling as a channel for business to business commercial transaction; either to sell or to build rapport between companies. This may be utilized for lead generation, customer profiling, event telemarketing or simply a follow up for an email sent, or more.

Here’s a thing or two about B2B telemarketing. Perhaps, five things:

  • It helps you find and filter out people you want to have as customers;
  • It enables you to raise awareness about your brand;
  • It allows you to build your credibility and image among existing and future clients;
  • It directs you to new opportunities that realize growth; and
  • It lets you create relevant dialogues with current partners.

In a general sense, telemarketing is something your business cannot live without. Especially when you belong in a highly competitive market, telemarketing helps you maintain profitability – that is as long as it provides a continuous influx of quality leads.

Here’s a set of blog posts to lead your way into business calling victory:

Telemarketing tools needed:

Business Calling Guides:

Why Telemarketing is still an effective marketing channel:

Nowadays, quality lead generation and appointment setting is more important than simply implementing a telemarketing strategy. As cold-call campaigns have become more expensive over the years, targeted telemarketing campaigns that ensure high volumes of quality prospects are the way to go in terms of securing ROI. Then again, you will need expert hands to make them work out well.

In this case, you might also boost your performance by employing the services of an independent telemarketing firm.

With its 10-year experience in delivering sophisticated marketing and sales results to clients across numerous industries, Callbox could stand in as a reliable partner. Our expertise encompassing telemarketing and appointment setting have always been helpful to CEOs and managers. Possessing an extensive knowledge on marketing technologies allows us to deliver leads with high sales potentials.

Check out some successful campaigns we had!

Along with the needed know-how, we have the best marketing and sales teams with capabilities in phone surveys, lead nurture and prospecting activities, and setting high-value appointments with pre-qualified leads – all done with utmost professionalism and dedication.

More than a mere process, telemarketing is serious business to us. Isn’t quality sales performance the same thing to you?


Learn more about our Telemarketing Services.

Talk with our rep now and let’s get serious together. Dial 888.810.7464



A Crash Course on Lead Nurturing… And Why it Matters


Don’t Waste a Moment! See Sample Cold Calling Scripts

Don't Waste a Moment! See Sample Cold Calling Scripts For You

What makes a movie script get spotlighted as best screenplay by award-giving bodies?

A script that presents a story that can move an audience to a certain emotional aspect, with scenes and characters that stimulate imagination, which translate into verbal or gestured reaction.

That’s how a Cold Calling Script should be.

When writing a campaign script, one has to take note of the campaign’s main objective. Whether you are to gather factual information for a lead generation campaign,  to book a prospect for an appointment setting campaign, or register attendees for an upcoming event, your script must contain keywords and substantial ideas that would stir up the prospect’s interest, otherwise you’ll be putting all call efforts into waste.

Related: Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force


Use words and phrases that will empower your script upon the prospect with trust and confidence:

  • Power words to express courtesy like “Please”, “Thank you”, “That’s good to know”
  • Terms from which industry your service/product belongs. If you are calling on behalf of a financial institution, choose words that are familiar to the prospect like loans, security & interest rate, annual turnover, etc.
  • Assuring words or phrases like”sure”,  “no worries”, “you are right”, can boost the prospect’s morale and would feel that his opinions and ideas are accepted.


Meaty and persuasive. Your script must contain all the important information regarding your offering and how beneficial it would be for the prospect.

  • The branding carries your company’s identity which is your ticket to ride through the call
  • The purpose of the call is the key to grab the prospect’s attention. “I’m calling about  a new software that could lessen manpower but multiply production at a lower cost” – position a benefit so that you could get hold of the prospect’s interest to discuss further.
  • Be keen to mention exact and correct details like a person’s name, company names and  addresses, email information, phone numbers, rates and figures, date and time, product and service.

Campaign scripts differ.

Each campaign script is written based on the campaign type and its objective. The basic components may differ in formats depending on the person you speak with and campaign type.

Script Formats According to Person You Speak

  1. With the Gatekeeper/Operator
  2. With the Prospect/Decision Maker

Format #1: For The Gatekeeper/Operator

  • greeting
  • introduction
  • branding
  • purpose
  • contact information gathering
  • closing

Sample Cold Calling Script


Format #2: For the Prospect/Decision Maker

  • greeting
  • introduction
  • branding
  • purpose of the call
  • qualifying/probing questions
  • setting up of appointment/meeting
  • contact information gathering
  • closing

Sample Cold Calling Script


Script Formats According to Campaign Type

Scripts are customized depending on the campaign’s requirement or need and the essential components may vary or interchange in the order, for each campaign type. Below are sample telemarketing scripts from different types of campaign:

Lead Generation Campaign

A simple lead generation campaign may require just a few important information from the prospect and often would not have probing questions in terms of budget and need. Most of this type is purposed to send whitepaper, conduct a survey, or profile contacts.  

Sample Cold Calling ScriptCheck it out! Introducing: The Ultimate Lead Generation Kit To Jump start your Business


Appointment Setting Campaign

An appointment setting campaign’s objective is to activate the prospect’s interest to know more about the product or service, and agree for an office or phone meeting for a more detailed discussion. Criteria is set to qualify the prospect’s interest by asking probing questions.

This type of campaign script contain assumptive clauses with possible rebuttals.

Budget, need and timeframe are most common qualifiers.

Sample Cold Calling ScriptRelated:  Lights. Camera. Appointment! Developing an Award-Winning Call Script

6 Famous Quotes to Inspire your Calling Success Rate in Appointment Setting

Featured: 6 Famous Quotes to Inspire your Calling Success Rate in Appointment Setting [Infographic]

Here’s how to Weed out Junk Leads With Predictive Lead Scoring. Download FREE EBOOK here!

Call-to-Invite Campaign

A call-to-Invite campaign script aims to gather attendees for an event. Event details, registration links and process are emphasized in the script. Get to know more about our events telemarketing services.

Sample Cold Calling Script

A campaign script serves as a guideline in order for the agent to deliver the spiel smoothly and confidently. It may be most of the time very technical, but telemarketers have to be innovative and creative in delivering the details based on the script, to keep a professionally trusting composure.

Takeaway: A cold-calling script must clearly and effectively describe who you are, your company, the product you offer and how it will benefit the prospect and his business. Keywords and ideas should be highlighted, that would leave the essentials in the prospect’s subconscious, translating their desire and interest into verbal or gestured reaction.

That’s how a cold-calling script gets spotlighted.


Get our FREE sample telemarketing scripts for All Industry types. This includes scripts for appointment setting, event telemarketing, and data profiling:



A WINNING SCRIPT and S.M.A.R.T Calling strategy is surely the BEST combo!

Get more qualified leads today! Dial 888.810.7464



This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab a copy here!

Weeding Out Junk Leads With Predictive Lead Scoring - FREE EBOOK

5 Data-backed Tips for Better Phone-based Sales Presentations
6 Ways a SMART Telemarketing Platform Doubles Sales Productivity

The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

The 5 to 5 Calling Rule

In over a decade of delivering multi-channel marketing programs, valuing our business means valuing our clients’ businesses even more, constantly pushing us to pursue increased productivity for both. We exert selfless effort in acquiring new knowledge and developing skills to be able to achieve the goals we set.

Related: Multichannel Marketing: Is It Worth Adopting To?

In this article, find out how Callbox created and employed a ‘5 second to 5 minute” calling process that generated over $350,000 additional revenue or a 40% increase in sales.


During the 2014 goal setting meeting, Callbox saw an increase in inbound traffic from different channels like Email, Calls, SEO, and Social Marketing, which required immediate action to cater to the sudden surge in inflow.

Aside from adding more members to the Calling Team to handle more inquiries, the team addressed the issue by further expediting the process of answering the customers’ queries and addressing any concerns they may have.

Thus, the  “5 to 5 Rule” was created.



The 5 to 5 Rule was, and is still an active calling process effectively employed by the team, in 3 easy steps:

Step1: All inquiries coming through the multiple channels including Inbound/Outbound Calls, Email Responses, SEO and Social Marketing were monitored real-time by the Response Team and checked within 5 seconds.

Step2: The Response Team transfers the inquiry to the Calling Team for further qualification, a process that takes anywhere within 1.5 to 2 minutes.

Step3: Once the query is deemed qualified, the Calling Team transfers the call to the Outside Sales Team to take the prospect’s requirements, and must be a subject for Sales Proposal, before the 5 minutes threshold lapses.


Real-time Monitoring Chance Rate at Second Intervals

5 seconds Rule of Calling Inbound Leads

Software Advice, The Online B2B Buyer Behavior Report by Derek Singleton


Conversion Chance Rate by Minute Intervals

Conversion Chance Rate in Minute Intervals - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

The shortest time that the inquiry is addressed, begets higher chance of converting the query to a Lead, to a Proposal, and to a Close. tweet this!

Once the Response Team receives the inquiry, it has to be checked through within 5 seconds for transfer to the Calling Team.

This clearly requires that the Calling Team be ready at all times to take transfers and be able to qualify the inquiry within 1.5 to 2 minutes only.

You might also like: A Case Study: How Telemarketing Boost Online Advertising

Once qualified, the OS Team is quick to take the transferred call and present Callbox’s products and services to the prospect in a period of 2 to 2.5 minutes.

Practically speaking, conversation between the prospect and the OS may go beyond the 5-minute period, but should only bear clarification of details, verification of contact information and setting of appointment for a follow-up call regarding the Sales Proposal.

Even David Dodd of pinned it when he wrote this article, ‘Are Your Lead Response Practices Costing You Sales?’



The team saw a spike in Leads, Proposal Rates and Closes.

Since inquiries were monitored real-time and quickly reviewed and qualified, the number of Leads increased, resulting to more sales proposals drafted and sent to prospects. As these proposals comprehensively present all the details of our products and services, the chance rates of closed sales also increased, while abandoned calls and emails significantly decreased.

Callbox 2014 and 2015 Leads, Proposals and Closes Data - The 5 to 5 Calling Rule for Inbound Leads (That Generated Over 40% Increase in Sales)

The success of the “5 to 5 Rule” is a product of a willingness to innovate at a quick pace and see necessary changes through to the end of the process.



Check out! Ready, Set, Call: Getting the Most of Telemarketing in Generating Leads

Ready, Set, Call: Getting the Most of Telemarketing in Generating Leads

Featured Blog of the Week


Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

Ready, Set, Call: Getting the Most of Telemarketing in Generating Leads

Ready, Set, Call- Telemarketing As the Best Marketing Tactic

Telemarketers are THE most hated people on telephones. If you look at feedback, nobody wants to entertain telemarketers’ inquiries or have anything to do with telemarketers at all. It gets even worse as articles on telemarketing are those on how to avoid them. You cannot blame people for hating telemarketing.

However, there are a few good men out there. The blame really goes to marketing agencies that want to get results no matter what. But telemarketing, when used correctly, can become one of your most results-driving marketing tactics.

Here are reasons why you can turn it into your best lead contributor.

Telemarketing is strategic.

This might be hard to digest, but with the right direction, telemarketing can become as strategic as your favored social media plans. Like anything in marketing, telemarketing uses data to be effective. Once data is dismissed, then it becomes a dangerous tool. Data fuels all marketing tactics and through customer data, telemarketing becomes a relevant activity that prospects welcome. When telemarketers work blindly, they come up with calls without respect and clear objectives. Always remember that data makes the difference in telemarketing.

Conduct your market research, analyze your data before you start a call.

Telemarketing has fast turn-around time.

Telemarketing is active as opposed to other tactics that are reactive. When you feel that you need to contact customers and prospects fast, then use telemarketing to do that. This way, you find out what you want to find out compared to waiting for people to come to you for the information that you want. When things need urgency such as important, life-threatening information, don’t wait, pick up the phone and call.

By underscoring urgency in setting appointments, you could get more sales and improve your revenue.

Telemarketing can be a tool to build brand awareness.

When you need prospects to recall your brand, telemarketing can help you start that process. In addition, even if you don’t get to talk to your specific target, you can always leave a message on their voicemail.

It is said that close to 20% of a marketer’s day is spent leaving vm messages.  Tweet this!

Telemarketer should take all the chances and start leaving effective voicemail messages that will keep prospects interested. That way, your calls aren’t wasted.

Telemarketing is your foot-in-the-door strategy.

We all need that window to an opportunity. Telemarketing can be that opening. The problem with most marketers is that they cram every objective into a tactic. Consumers cannot take that practice anymore where you seem to want everything from them without giving them something in return. The best telemarketing strategies out there are the simplest ones; those one liner scripts that save the prospects’ time when talking to you; and that single objective every time you call. Telemarketing is one step at a time and that is how prospects can appreciate calls from telemarketers, so plan your calls carefully.

Telemarketing is here to stay. It is not going to go away. Telemarketing is  not dead, it is STILL an unstoppable force in marketing.


However, this goes as far as how you plan out your strategy with your telemarketing team or your marketing agency. The key is to set solid policies for telemarketers to follow and that it centers on the welfare of your prospects or customers.


Get more leads through successful telemarketing campaign.


What to do with your Telemarketing Campaign before going on a Holiday

What to do with your Telemarketing Campaign before going on a Holiday

The last quarter of the year marks the homestretch of business to business marketing campaigns. The last three months of the year show monthly calendars of almost daily local and national holidays, observances, and state holidays. However, you may have to take out a to do list first of the things you need get a parking on before you take the leap to the airport and fly to your holiday get away. Take a look at the three-point list below of how to manage a B2B marketing project while catching up with the holiday rush.

Sync your working calendar with that of your prospects’

Start planning a perfect holiday spree by ticking the boxes of important dates of your business calendar for the year. The question, “Do your business prospects take holidays off” & “When”, will help you determine the perfect time on plotting the remaining working days of your campaign, and the start date of your official holiday leave. Have both your active and non-active days synced with that of your telemarketing team to get an organized schedule of pauses and start offs.

Related: Outbound Telemarketing: To Outsource or Not to Outsource?

Schedule a “Pause” on the calling activities

The pause should start on the first day of your scheduled holiday leave which should sync with that of your prospects’. Make sure that your working team’s calendar should be blocked from all appointment setting activities – this will ensure that no lead or appointment would be posted during these days off, and no chance for lost deals. The “Start” date to resume the telemarketing calls must fall on the day, you and your prospects, or most of them, come back to work.

Related: B2B Telemarketing Tip: How to leave Effective Voicemail Messages

Set an Email Auto Reply

Wouldn’t it be so relaxing to sip on a glass of vodka, while in a vacation island, without the hassle of getting bugged by email alerts – like lapsed appointments? Email is the most legit and formal medium for business to business communication. Though mobile calling and texting, and the social media come in handy for both personal and business connections, it is best that business talks are funneled into just one venue like email. This will help you avoid missed communications and even missed business transaction meetings.

Related: The 4 Worst Things You’ll Do in an Email Marketing Campaign

You may follow a very simple Out of Office (OOO) reply format like “I am currently out of the office for the holidays and will be back on (date). For urgent matters, you may reach me at (number)”. However, leaving contact information in your OOO email reply will be up to your discretion, as this should be dependent on the nature of your work or business.

Ideally, a lead generation campaign must follow a synchronized pattern workflow of tasks, reports and schedules in a streamlined process which involves you, your prospects, and your telemarketing team.

So keep everything in place in the office before you leave for a week or two, with no calls, all bustles.

Enjoy the holiday spree!

Make holidays productive, read more sales and marketing tips and tricks, visit Callbox blog.


Get your lead generation campaign ready for 2016! Revamp your strategy with multi channel marketing approach! Learn more how to get more customer.

Get you Lead Generation Campaign Ready for 2016!


Pages of Success for IT Telemarketing Part 2: The Naked Face

Pages of Success for IT Telemarketing Part 2: The Naked Face

Part 2 “The Naked Face”

Communicate. Speak. Ask questions. Answer queries.

 When ideas are conveyed clearly, actions will be performed correctly.  Any assigned task, like running an IT campaign, requires team work and collaboration of ideas. One cannot perform and deliver the best results without the help of others, may it be a shared effort or just plain feedback. For an IT telemarketing campaign to run productively, we must closely work our ideas and efforts together to be able to put up a fair and smooth project run.

Take a look at the 3 most commonly discussed, and should be well-communicated issues in an IT campaign.

The Target Numbers

We very well understand that your business has specific targets to achieve and we are engaged with the same goal. This goal should be 100% attainable, for you and us. If the target you set would seem impossible for us to clock up, we will truthfully tell you so. We would not want to promise something that we are not certain to deliver. Fair enough?

Related: Creating a B2B Multi-Channel Marketing Strategy that Surely Delivers

Beyond the Success Call Criteria

During the campaign run, there could be instance/s when we would uncover exceptional leads. These are leads that deviate the set criteria but have weight on quality of interest that is quite hard to defy. Although we see this scenario as an opportunity to nurture for future engagement, still, the decision whether to pursue the opportunity or not is on you – would you look at it the same way we do?

 Nurture unready prospects and get access of the latest lead nurturing technology

Appointment Details

Appointments are set based on either your calendar or the prospect’s preferred timing.  Moreover, sending calendar invites is best-practiced and less likely to incur lapses. In case of schedule change, whether forecasted or sudden, notify us at the soonest time possible either thru the team’s contact numbers or email. All stakeholders should be copied in all email communications. Loop in all stakeholders in the project. Each must be able to answer any question, and whose advice could be deemed final on the team’s behalf.

Open all lines of communication at all times as this will ensure that everyone is on the same page on campaign status updates, reports and action plans. Keep an open mind and put on the naked face.


Did you missed? SEE: Pages of Success for IT Telemarketing Part 1: The Best Laid Plans


 Generate new customers. Our skilled agents can help you  set your next appointments!


How Does Callbox Run a Successful Marketing Campaign?

Pages of Success for IT Telemarketing Part 1: The Best Laid Plans

 The Pages of Success for IT Telemarketing Part 1: The Best Laid Plans

Running an IT campaign requires thorough management. How each campaign requirement is handled could impact target results, and would be points of analysis for further actions. Challenges may come along, but those can be countered, and preventive steps can even be taken before these challenges range up to the worst.

Take a look at this two-part in-focus discussion on how to run an IT campaign.

Part 1 “The Best Laid Plans”

First, let’s talk about the Kick-Off meeting.

 Among any other verticals, Kick-off meetings for IT campaigns require more time and points to discuss. So make sure that everything is well laid out, understood and agreed by both parties.

The Campaign objective

Specify your appointment preference whether a phone or office, the number of appointments that you can take in for a day, the time interval between appointments, and the specific timing for each meeting.

Since IT projects require detailed and thorough discussions, for office meetings, it is best to consider proximity – the distance of travel from your office to the prospect’s place should be allotted ample time to avoid missed appointments or rushed proposal presentation which may result to a lost lead. You can’t afford to lose one customer for just being tardy, would you?

The Database Criteria

Know your exact target location. Identify ZIP codes, city, or state, as well as industry type, size, employee size or annual income. Note that the just filtered and approved database is still to be updated by the time the agent starts to use it for calling, where all contact information are profiled/verified during the actual call. This is exercised throughout the campaign period to keep the database clean and accurate for your further usage.

Put more emphasis on data quality. Have a regular data cleanup!

The Target decision maker

Commonly targeted decision makers for IT campaigns are IT Managers/Directors, Chief Financial Officers, Finance Managers or anyone who is in charge and makes decisions for their IT system set up in the company. These are individuals who are knowledgeable on the specifics of the company’s IT system like set up, status, challenges and planning on adding or replacement, as well as the budget allocation for such project.

Reach more potential IT and Tech Buyers!

Identify your Success Call criteria

Budget, Authority, Need and Timeframe or the “BANT” criteria, completes a success call qualification for IT campaigns in most cases. At some points, we may have to consider classifying leads into Hot, Warm or Cold, or A, B, C, or D, where 1 or 2 out of the 4 BANT criteria maybe absent, due to some factors like market trends and financial status of the business.

The Call Script

IT scripts should be comprehensive and convey a complete idea to the prospect of how your product or service could be beneficial to the prospect’s business need. Make it short and easy spiel for the agent to get hold of the prospect’s interest in just 1 sentence. Be certain of the jargons used in the script – terminologies which the prospect should be familiar with. People understand each other better when they speak the same language.

Related: Lights. Camera. Appointment! Developing an Award-Winning Call Script

The Resources

At Callbox, we provide you access on all available resources for you to be able to track statistical reports. The Pipeline CRM is your central resource for tracking data, aside from the email notifications and the automated tools that act as virtual workforces for your campaign.

We will get all these requirements prepared within a week or two before your target campaign start date. Once everything is ticked on your checklist, then we’re off to get the agent on board to start the calling.

Now what’s next? Pages of Success for IT Telemarketing Part 2: The Naked Face will be released next week. Stay tuned!


How Does Callbox Run a Successful Marketing Campaign?


Do you have better ideas for setting up your telemarketing campaign? Share it below the comment section.



There Are 4 Types Of Salespeople – Which One Are You?

Types of Sales People, Which one are you

Logan Strain underscored in his article on, that there are different types of salespeople. Based on his observation there are four; academics, empaths, closers and grinders.

For sales coaches, it pays to know which category each member falls and how to take advantage of their potentials. Each might have unique abilities to pin down sales and closes, so you might as well check and assess.

How you sell is deeply rooted in who you are. More than other professions, your preferences, your temperament, and your point of view shape how you approach the day-to-day business of selling. Your fingerprints are on every call. That’s why we can see salespeople with wildly different styles hit the same sales numbers. And that’s also why sales coaches and managers need to be sensitive to how each person on their team sells. Advice that might lift one person up to reach their potential might discourage another.

But as variable as they are, salespeople tend to fall into a handful of categories, based on my personal observations of them in the wild. Here are the four sales styles I’ve seen in action.



To the Academic salesperson, sales isn’t an art, it’s a science. They subscribe to dozens of blogs and trade publications. They’ve read books by every sales guru on the planet, and they have an opinion on all of them. In fact, Academics have their own theories about their trade that they’re hoping to turn into a book one day. They know the products they sell better than just about anyone — and that includes the peoplewho developed them.

Data driven and meticulous, they know how to zero in on processes that work and toss off methods that don’t. They’re a master of their CRM, making comprehensive notes and use some features you haven’t even heard of. They’re quick on the phones and can answer virtually every question the lead has without looking anything up. They see themselves primarily as an educator, and believe that a well-informed lead is a lead half closed. Academics believe that they are a work in progress, and strive to be a better salesperson today than they were last month.

Can Be Heard Saying

“Contrary to conventional wisdom, studies show that salespeople who exhibit both introverted and extroverted tendencies perform better than those who are purely extroverted.”

When Not Working, Academics Can Usually Be Seen

With a book in their hand.


Empaths have a knack for getting inside people’s heads. They can pick up on subtle social cues, and read the subtext underneath everything a prospect says. They don’t just view themselves as someone who is pushing a product, but also as someone who gives exceptional value on every sale. Their goal is to understand their prospects’ needs, so they can show how the product will make their lives easier.

The Empath’s main selling strength is getting on the same wavelength as their lead very quickly.They listen very closely to everything that their leads say. Then the Empath can select a few choice words that light them up inside. The Empath’sintuitive understanding of human psychologymakes them a gifted persuader. They know that every person has a slightly different motivation for buying a product. So they make it their mission to connect product benefits to their leads’ inner emotional lives.

Related: The Winning Sales Pitch: 5 Pillars of Telemarketing Calls

 Can Be Heard Saying

Empaths prefer listening to talking. But when Empaths do speak, they like to ask questions that help them better understand other people’s desires and passions.

When Not Working, Empaths Can Usually Be Seen

Charming everybody at a low key dinner party.



The Closer lives for one thing: speaking directly to the lead. Every word that comes out of their mouth has one goal in mind: getting the lead to say “yes.” They have Zig Ziglar’s Secrets Of Closing The Sale memorized back to front. They know every single objection to buying the product that has ever been said, and they’ve even thought of a few new ones (which they of course have a ready counter to). They’re masters at keeping a lead on the phone for as long as necessary, and they never take “no” for an answer.

While all salespeople get a rush from closing, the Closer gets particularly excited from winning. They have their sales numbers for the past year memorized, and make it their personal goal to break their sales record every month.

Check this out! Close the biggest sales by getting qualified leads!

 Can Be Heard Saying

Alec Baldwin’s entire speech from the movie Glengarry Glen Ross, if you ask them to.

When Not Working, Closers Can Usually Be Seen

Cheering on their favorite sports team. Closers are natural competitors, so they love seeing talented people do their best in a high stakes game.


Grinders crush their quota every month through the sheer force of their work ethic. They view the world as a sea of endless opportunity. It’s just a matter of hustling hard enough to grab it. They get in early, stay late, and make every single second count. They revel in every part of the sales process. They go on high energy, caffeine-fueled sales sessions where they sometimes even forget to eat.

Grinders can do fantastic work through numbers alone. And since they have boundless enthusiasm for their job, they’re impossible to discourage. If they hit a bad streak, they simply get back on the phones and get right back to it. Grinders are always are great to have on a team, because their energy in infectious.

 Can Be Heard Saying

“The harder I work, the luckier I get.”

When Not Working, Grinders Can Usually Be Seen

Building an additional room in their house, volunteering, or trying out a new hobby. Since grinders have boundless energy, they love finding productive ways to use it.


The Taxonomy Of Sellers

Wait a minute, you might be saying. All of those describe me at least a little bit.

And that’s a good thing. It’s healthy to invest in learning the trade, developing deep connections with people, closing vigorously, and working hard. But all salespeople have a preferred style that helps them close more deals.



Image: How to Follow the Greats: The Careers of Famous Salespeople



Logan Strain

Logan Strain is a writer for NextGenLeads, a lead provider and knowledge resource for sales professionals.




A Crash Course on Lead Nurturing… And Why it Matters

Marketing Menu for ITBiz: Why Telemarketing Should Be the Main Dish

Marketing Menu for ITBiz: Why Telemarketing Should Be the Main Dish

A colleague of mine said that pristine sushi is his choice when dinning out in restaurants, while soulful Italian cooking would be a nice option to consider.

Sounds interestingly tasty…

Sales and Marketing come in many different media forms and strategies, but all have a single objective which is to promote and sell a brand. As an avid marketing critic, only a few brands could steal my hesitant attention – those brands that convey a clear message, able to draw my interest and bring about a personalized approach that could tap on my sublime mind.

Broadcast, Print and the Web are highly recommended promotional media outlets and have gained reputation on effectiveness.

But what’s in Telemarketing that still, many businesses like IT & Software companies keep coming back to?

Let me give you 3 important reasons:


Time and Effort

Maximized Time and Effort

With telemarketing, dissemination of information about products or services is delivered to the target prospect or customer at a specific timing. The time of the day in your target location and the assumed availability of the prospect are considered before an agent make an outbound call. Prospected clients would not remember a word from a calling spiel, neither recall which company is represented, if they were called during their busiest hours. It is advised to speak with prospects at their most convenient schedule, for which a telemarketer will be able to clearly convey the message to them, and chances of gaining interest is at its peak.

Related Post: B2B Telemarketing Tip: How to leave Effective Voicemail Messages




Target driven

No spilled beans. The campaign data base tops the priority list of the required materials before a campaign run. The data base is carefully filtered with reference to the business targets like location, industry, company size and revenue. Unlike other media marketing channels where brand promotion maybe spread to a broad audience but untargeted, telemarketing will deliver the product or service to the right audience at the right time.




Custom your Approach

Custom-tailor Approach

“Need” is identified. The product or service being offered is exactly what the prospect needs for his business to grow. The brand’s value proposition will address every pain point of the business – a stimulus for gaining interest for the prospect to see and learn, or even experience the stated benefits. Although budget and time frame maybe factors that could setback target results, the Lead Nurturing Process would then be the best recourse to scale up sales impact. It’s a fact that customers would easily consider highly advertised and recommended brands but strongly-founded, reputable ones will never cease the market.

Related Post: Lights. Camera. Appointment! Developing an Award-Winning Call Script


 Maybe I’d try Sushi Nakazawa in New York soon, but I crave for Peking duck – crispy on the outside and tender in the middle, which comes with crab and scallop-laced fried rice, that I would enjoy during late night or early morning dinning, so I’m heading back to my all time favorite Chinese food hub – Decoy!

Looking for a Telemarketing Company? Look for these Qualities

Looking for a Telemarketing Company- Look for these Qualities

There’s no question about outsourcing your B2B telemarketing. Because of the supposed benefits it brings, contracting the services of a marketing company is an attractive and convenient course for improving your bottom line.

But we want to emphasize the word ‘supposed’ here because we have a strong case to do so: Not all telemarketing companies are capable of bringing out the best of outsourcing.

There are probably thousands of service providers out there, all saying they have “the experience” and “the proficiency.” But finding the right people to handle your campaign means downplaying these buzzwords and paying close attention to these important qualities:  

Strong Customer Service Skills

The best B2B telemarketing companies treat your customers as if they were their own. Strong customer service skills means handling questions about the finer details of your business on the fly. It means knowing how and when to vary the scripts. Not every call is identical, and not every situation can be resolved in the same way.

Inbound Lead Generation

The people who take the time to call your business are often your most qualified leads. These phone calls need to be serviced promptly and professionally, and these customers need to be left satisfied. The best B2B telemarketing companies understand and value these phone calls as an opportunity to truly make a difference for the client.

Attention to Customers

 Customers have options, and competition can be high, especially with the Internet. Customers have grown accustomed to immediacy. Immediate attention and a quick resolution can make all the difference in lead generation and sales.

A Commitment to Multiple Roles

The right B2B telemarketing company can help your business with more than just sales and lead generation. That’s an important part of it, but they can also help with important communications services such as market research through outbound surveys, database maintenance, voice broadcasting announcements, and live web chat.

You see even at this era, telemarketing is proving itself against the rising digital strategies. Indeed telemarketing is unstoppable.

Quality Training

When handling another business’s phone calls and leads, it is important to be ready in any type of situation. Remember, the call handlers are an extension of your business, so training is a crucial element to a successful relationship. Call handlers should be well-versed with the company and understand client interaction. They should understand the FAQs, for quality product knowledge. They need to understand the qualifiers to be a solid lead, appointment or sale.

How do you know if a company has what it takes? Simple: RESEARCH. Visit the company’s site and rummage through content such as blog articles and case studies. Also, search for online reviews about its services and solicit opinions from its previous clients.  

Speaking of reviews, Callbox Earns #1 Spot In Two Lead Generation Services Rankings For 2015.


Read now! Keep Calm and Cold Call: B2B Telemarketing is Still an Unstoppable Force

Keep Calm and Cold Call- B2B Telemarketing is Still an Unstoppable Force