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The Seven Steps To Effective Telemarketing For CRM Companies

 

Despite what B2B lead generation pundits are saying, telemarketing still plays an important role in the prospecting, generation, nurturing, and conversion of potential sales leads. This is because such a direct marketing tool can provide positive results in the shortest possible time.

The only issue, so far, that makes CRM companies doubt its effectiveness deals mostly with the methodology used by B2B telemarketers. With the multitude of sales strategies being used, it can be a confusing process. Still, they need not become befuddled over this. You see, there are only seven steps in telemarketing. Follow these, and there would be no problem at all. These are:

    1. Dial – obviously, this is the first step. But this is also the one step that must be done correctly if you want to generate B2B leads properly. Calling the wrong person in the wrong company will not only waste your time, but will also create a bad impression in terms of your professionalism.

 

    1. Connect – after making the call, you will be connected to someone. While the person answering the phone may not be the intended, it is still a connection with your prospects. In case you never get connected, no matter how many times you dial, you might want to check your sales list.

 

    1. Converse – once you are able to connect with someone, you should make sure that a conversation takes place. Communication plays a crucial role in your B2B appointment setting efforts. It may be a long or short one, but what matters is that you are talking to someone.

 

    1. Reach – reaching your intended targets is also an important part of the marketing process. For you to make a sale, you need to get someone who actually holds the purse to make a purchase from you.  It will also help you decide whether to pursue this prospect or not.

 

    1. Qualify – once you see potentials in getting sales leads out of these prospects, you should see if the prospect is really capable of making a deal with you. In that case, you can have a sales representative work on it and nurture this connection.

 

    1. Understand – in marketing, you need to understand the problems that your business prospects face. If they do, then it is time to ask them if they have a solution in place. If not, then you can offer your own solution. This is a good way to turn them into B2B leads.

 

  1. Readying – at this point, it is expected that you have spent time and effort in nurturing a relationship with your prospects. Once you have done that, it would be easier for you to ask for their business. There is really no need to be hesitant about this. If you have done the sales leads nurturing process right, then you would be able to make a sale.

CRM companies, with the use of effective telemarketing strategies, can find new customers. As long as they follow these seven steps, then they will be in the right path.

How to be Awesome in Telemarketing Using the Sacred “code” of Barney Stinson

How to be Awesome in Telemarketing Using the Sacred “code” of Barney Stinson

Many people enjoy watching How I Met Your Mother mainly because of the nostalgic theme that it brings to its viewers, mostly from the “Generation X” era.  It’s not as phenomenal as F.R.I.E.N.D.S. But it’s close. One huge reason why this show continues to generate raves and ratings is its characters, notable one fellow named Barney Stinson.

Being the suit-donning, metrosexual, serial playboy of the cast, Barney has gained fame by virtue of a “code” that he religiously follows, whether in dealing with women, friends, and everyday life. He’s written two books about them, affectionately named The Bro Code and The Playbook (both of which have been published – for real – and even made into audiobooks and iPhone apps).

Want to be the “Yoda of awesomeness”? Here’s how you can emulate Barney’s philosophies and use them in your telemarketing efforts:

Ooze with confidence. Barney never hesitates to approach any woman he likes, as he is always self-secured about his skills and qualities. Such confidence is needed to engage with prospects in a telemarketing call, and should be done the way he does it, too. He doesn’t just do all the talking; he also listens – sincerely. He then uses his skills to get all the right signals and position his motives (although, Barney’s agenda are usually a different kind of “business”).

Use your own salvo of pick-up lines. Barney once said to a girl: “You’re the mini-cherry on top of the regular cherry on top of the sundae of awesomeness that is my life”. While that is totally inappropriate to say to your prospects over the phone, it’s a perfect example of how Barney uses words to capture the attention (or in his case, affection) of other people. Can you imagine how Barney would start a call?

Wear a suit…of professionalism. Barney wears suits practically wherever he goes (except for funerals, because suits make him “feel happy”). He does this to exude a “civilized” image and also he believes it helps him get the attention of women.  Wearing suits won’t help a telemarketer do good on a call, but it can serve as a metaphor for phone etiquette and professionalism.

Walk the talk. Barney is not just about self-praise and narcissism; he is a well-equipped machine. He speaks Japanese, Mandarin, Russian and Korean. He’s also an accomplished magician and piano player. He studied at MIT and now works as an executive at a New York bank. He’s the most financially successful character in the series. Okay, you get the point. Needless to say, telemarketing entails persuasion through words, but it also requires evidence through actions.

The Six Cold Calling Mistakes Telemarketing People Make

I know we have all talked about it for the last couple of times already. But this is still a topic that many of us still talk about. Why? Because we still end up with these problems in our telemarketing campaigns, day in, day out. This is also the reason why, even until now, our appointment setting representatives still end up with that kind of problem.

And mind you, these cold calling mistakes are so common that we have to keep reminding our people not to commit them. And still they do. Most of the time, it is because your people forget about these.

Here is to remembering these gaffes all over again:

    1. Faking friendly – if you want a sure-fire way to turn off your sales leads prospects, then nothing beats you faking friendliness or cheerfulness. People these days can smell a liar from a mile away, so if you want to use friendliness as a mask for business, please, drop it. It will be much better, if not tolerable, to your prospects if simply come clean as to why you called and proceed to your purpose. That will save everyone time.

 

    1. Shooting off the list – this is especially common in business calls that offer a whole slew of products and services to your prospects. You want to rattle off your entire range to your prospects, hoping that at least one of those in your list would hit the jackpot. Trouble is, it rarely happens. A better option would be to just tell your prospects what you are offering in general, and then ask them what they want. Listen to what they are saying, and use the information to come up with the solution.

 

    1. Talk about yourself – remember, you are in business to help others, not yourself. Yes, you want to make a profit, but you have to show to the prospects that you are there to help them. Focus your discussion on them. When you talk, put the focus of your discussion about them, not about you, that will get their positive reaction.

 

    1. Giving up too soon – some marketers make the mistake of giving up on the first objection they hear. Do not be like that. Rather, make that objection an opportunity to open up opportunities into making a deal with them. It may not be now, but at least you have something done for the future.

 

    1. Failing to create differentiation – on problem that marketers make when talking to B2B leads is that they fail to differentiate their business from the others. This is a common error in marketing, but one that can cost your business big time. Remember, when you start talking to your prospects, tell them how your business can do a better job for them compared to the rest.

 

  1. Ask the wrong questions – asking questions is important, but what is even more important is that you ask the right questions in lead generation. Go straight to the point and make your prospects talk. And if do not go straight to the sales. That might wait for a later time.

Avoid these mistakes, and you will be in a better spot in your telemarketing campaign.

Telemarketing is iPhone 5, Teleprospecting is Sony Xperia Z

 

Say what now?

It’s an analogy, in case you were too shocked to notice, but it’s the kind of likening that‘s easily relatable, since everyone seems to go gaga over the latest trends in mobile technology.

So why is the title of this post written that way? Here’s the thing: iPhones are popular, and yet technically, Sony Xperia Z is the more logical choice.

Yes. Xperia Z outclasses the iPhone5 in all the important categories:

                                Xperia Z                      iPhone5

Camera:               13.1 MP                                8 MP

CPU:                      Quadcore 1.5 GHz            Dual core 1.3 GHz

Screen:                  5.0 inches                           4.0 inches

Battery life:        550 hours                            225 hours

Get the picture? So why do people choose iPhones over Xperia phones? It’s because iPhones have become the standard, but not all people know that they can do better. Just like in marketing; people already know what telemarketing is and how it works, without knowing that teleprospecting is the better, more comprehensive approach out there.

Telemarketing versus Teleprospecting

Teleprospecting is the evolution of what has been a traditional definition of telemarketing. It’s like an upgrade – a more feature-packed approach to dealing with prospects with more emphasis on focus and results.

Just like how the iPhone5 and Xperia Z were compared, let’s break down the differences between telemarketing and teleprospecting:

One size fits all vs. case-to-case. Telemarketers have the luxury of using general scripts and call flows for all their cold calls. Teleprospectors base their methods on whoever they’re talking to and whatever they’ve found out about that person. They thrive on real conversations and personal relationships.

Cold vs. lukewarm. Telemarketers call numbers off a list of prospects in an industry and doesn’t really put much effort on delving deeper into company profiles prior to the call. On the other hand, a teleprospector gets information from an extensive pipeline and does research to know more about the prospect beforehand.

Appointments vs. conversion. After cold-calling, telemarketers would then submit their appointments to inside sales for them to close the deal. But when prospectors pass on appointments, the deal is halfway done. It’s like the hardest part of the process – the part where rapport is established and trust is earned – has already been overcome.

As you can see, teleprospecting is essentially the same basic concepts as of telemarketing, and MORE. But the concept of teleprospecting is just beginning to attract attention, while iPhones are already an established brand in the market. Be that as it may be, it goes to show that the majority isn’t always right.

How to Lose a Prospect in 5 Minutes: The Ultimate Disaster Guide for Telemarketers

“It’s the small things that are usually taken for granted, and in most cases they create the biggest impact.”

Funny, the way people view telemarketing as an intricate process that involves the deepest understanding of human behavior – they’re right, perhaps, up to a certain degree, but for all intents and purposes, telemarketing still boils down to human interaction. And just like your average chat with your office buddy, it entails a harmonious exchange system, and that’s where most telemarketers fail.

Here are some of those surprisingly common mistakes:

Needless rebuttals.  When telemarketers prepare for a campaign, their training materials usually include responses to typical objections. That’s great, but perhaps what some of them missed to understand is that they have to wait until the prospect raises those objections before they are addressed. To preempt them with rebuttals is a hideous thing to do and it only makes you defensive and insecure. Why trouble yourself by bringing up a concern that probably didn’t exist in the first place?

Poor transitions. It happens all the time. After discussing all the remarkable features of the product/service, the telemarketer pauses as if waiting for applause from the prospect, and then becomes unsure what to do next because the prospect wasn’t saying anything. What’s worse is when the prospect finally does his job for him by saying, “Okay, why don’t you schedule a meeting next week?” This humiliation stems from the lack of a flawless transition from the product discussion to the sales offer.

Faking a relationship and pretending you’re listening. Being a telemarketer is already an uphill battle by default, so earning someone’s trust should be as genuine as is gets. Face it: friendships are not developed in a matter of minutes, let alone through a phone call. Telemarketers tend to get preoccupied with acting like they’re friendly when they should just be sincerely listening and responding like a real person would.

Resurrecting a dead-end issue. Perhaps because of some misplaced sense of determination, most telemarketers try to force life out of something that’s dead right from the start. Instead of wasting precious time, why not draft a method that helps you determine if a prospect is qualified within the first few minutes of the call?

Not projecting results. Sales pitches usually focus on product features so much that it fails to highlight what it could do for the prospect’s business. So what if it’s a state-of-the-art email solution? Would that mean better business or a pointless luxury? They tend to fall short of painting a picture of success; hence they likely become unconvinced that they need helps.

Inappropriate requests for referrals. Put yourself in your prospect’s shoes: What would you feel if a telemarketer immediately asks for a referral right after the very first call? You’d reckon it’s too soon. Even after a successful sale,prospects don’t usually refer a provider that’s still relatively unknown to them. That’s something to be earned first later on before you get to be recommended to other companies for a job well done.

Weed Out Unhealthy Practices: A Way to improve your Telemarketing Success Rates

One silver lining that you can see amidst the failure of a recent telemarketing campaign is the opportunity to improve when the next project arrives. There’s no point in maintaining a team if past mistakes will not be taken into account, let alone embarking a new challenge without making sure all the lessons are learned.

There are a lot of unhealthy standard procedures in the business of B2B lead generation and appointment setting that need to be minimized if not eradicated completely. Most of these bad habits are rooted from carelessness, and some are just things that for years have been taken for granted:

  • Setting unrealistic goals. If your team thinks right off the bat that the numbers required of them are a bit of a long shot, then their motivation becomes slightly off-track. Everyone on the team must see themselves basking in their triumph to at least push them to work harder.
  • Over- dependence on scripts. If prospect clients don’t seem to respond well to you telemarketers, perhaps one of the things you could do is to cut back on “recommended spiels”. Gone are the days when people are easily swayed by “radio ad” scripts – they are now more magnetized towards personalized, human-sounding conversations.
  • Misreading the target market. Although this may sometimes result out of an honest mistake, it’s still a mistake. You don’t want to end up calling one of your competitors, or a company that’s not in any way a qualified target. Not really knowing who you’re talking to can create permanent cracks on the foundations of relationships with clients. Not to mention it’s a waste of time and energy.
  • Poor training. There are those who were born telemarketers, but some telemarketers can also be made. A considerable investment in quality training can bear significant benefits for the entire operation. It’s more than just teaching phone etiquette and effective rebuttals – it’s also about instilling perseverance, work ethics, and a thirst for excellence.
  • Lack of team-coordination. A lot has been said about teamwork but never enough to emphasize how grave its role on success is.  Internal marketing teams should exhibit oneness and cooperation, not only in triumph but also (and especially) in failure. This also applies when such operations are outsourced; there must be adequate communication between the employing-company and the outsourced firm to make sure they’re riding the same boat.
  • Ambiguous system of qualifying leadsHow do you define a quality lead? If the team itself is unclear about the criteria to evaluate leads, then the manner in which they are generated will also be unclear. Provide your telemarketers with a definite target to aim for, and give your clients clean evidence that what you’re generating for them is of precise quality.
  • Ambiguous system of evaluating back-end results. Now that you’ve created a clear system of how to achieve your goals, make sure you also create a system of assessing in the end whether or not your team has succeeded, not just in numbers, but in the core values and other intangible aspects of the entire campaign. Go back to the goals you have set and check how your team fared.

Reasons Why Outsourced Telemarketing is a Clever Idea: Reason # 3: Communication and Control

 

Okay, so a company that outsources its telemarketing efforts saves a great deal of time, energy and money. Apparently, it also allows for a significant boost in terms of job flexibility and competence. Now here’s another advantage: communication and control.

First of all, business-to-business (B2B) lead generation and appointment setting are usually more inclined to quality; it isn’t so much about the number of contacts or meetings being established with the prospective market but rather on the potential that they would bring to the business. It’s an intricate objective, and if a company had dared to depend on an outsourced firm to carry out the task, naturally both parties would need to maintain an adequate and concrete coordination so that everyone is on the same page.

Luckily, paying an outside firm to do the job does not entirely mean that the employer-company would forego its roles and responsibilities. The relationship between the employer-company and the outsourced firm is somewhat analogous to that of a restaurant owner and a chef. Now the restaurant owner doesn’t necessarily dictate the chef on how to cook, but he can definitely decide on which food he wants to put on the menu, how he wants it served, what time to serve it, and of course, how much it will cost. He could make suggestions now and then, but beyond that, he just leaves it to the chef to do his expertise.

Communication is as imperative as the relationship itself. It’s the employer-company’s way to make sure its desires and goals are being addressed, and it’s also how the outsourced firm would determine how to attack the project. In a typical contract, it is, by and large, the employer-company that lays down the general idea of the campaign and the target market, which will be assessed by the outsourced firm based on realities, possibilities and resources.  And together they can create spiels, strategies and approaches, and they can also agree on what sales leads are noteworthy and which are to be less-prioritized. The most important value of communication is the opportunity to deal with, in real time, the flaws of the campaign. This allows necessary adjustments be made during the course of the project and it would also highlight the errors that are to be avoided in the future.

Meanwhile, control is more on the technical side. This is where the employer-company sets the actual figures that the outsourced firm must meet to satisfaction. This also includes the parameters of the telemarketing process, such as the time and day of calling the prospects, the method of follow-ups and recycling of leads, the exact duration of the campaign, quality assurance, and, in some cases, incentive agreements. These are the aspects of the contract that could either be beneficial or deal-breaking.

In the end, there’s a liberating sense of authority that binds the contract between the outsourced firm and the employer-company. The former is given enough space to craft its own expert approach to the job at hand, while the latter is endowed with the power to set the tone of the partnership and ultimately draw the line between success and failure.

Know some other reasons why outsourced telemarketing is a clever idea below:
Reason # 1: Major Cutback on Resources
Reason # 2: Flexibility and Competence

Reasons Why Outsourced Telemarketing is a Clever Idea: Reason # 2: Flexibility and Competence

 

When a company allocates part of its resources to fund an internal telemarketing campaign for its goods or services, the basic concerns are, of course, how much it will cost and how soon the deadlines would be. But there are more pressing questions involved, such as: Will there be enough people to carry out the task? Will these people be fit in representing the company? How will the leads and appointments be qualified?

In short, the question is: Can the team do the job?

These issues of flexibility and competence are two of the forces that push a company to outsource its telemarketing agenda.It was previously discussed how outsourcing can save energy, time and money and this time it will also prove to be a wise move towards input and output quality. This can help in weighing the factors that benefit the company in terms of deciding whether or not outsourcing is the best way to go.

In the lead generation and appointment setting industry, to be flexible means being able to adapt to the demands of the campaign, and being able to resolve setbacks during the actual run of the tasks. Outsourced firms have dedicated teams that would work on a particular project, and this includes team leaders, coaches and quality specialists. Usually, there are pre-established systems in monitoring the progress of the campaign, as well as contingency action plans for unforeseen circumstances, such as being understaffed – a regular issue that a company’s internal staff cannot easily address unless they contract out. Outsourced teams are more efficient because of their wide familiarity of the trade and also because they treat the campaign as if it was their own, for the results also tell how effective their run has become

Flexibility also means being acquainted with fresh ideas and approaches in telemarketing. While a company may already be comfortable in terms of their common practices and methods, an outsourced firm boasts the possibility of better techniques that can uplift the operation at par with the best in the business.

Meanwhile, competence is a bit more of an abstract objective, but it is one strong reason why outsourcing beats in-sourcing, because of the fact that outsourced firms nurture a pool of telemarketing specialists. They exist for the sole purpose of telemarketing and they know the art by heart. They constantly with updated with the current trends and tools used in their jobs, and they know a lot of things that regular marketing people may not.

Think of them as well-oiled machines – all they need is to have the raw material be put inside them so they can process it and turn it into quality products.

The good part in working with outsourced firms is for the employer-company to have the ability to control the flow of the show, which will be discussed in another article. Through effective communication and cooperation, the firm’s superb talents combined with the employer’s virtues and goals can be a fruitful partnership to last.

Reasons Why Outsourced Telemarketing is a Clever Idea: Reason # 1: Major Cutback on Resources

 

It used to be a world where one does everything necessary to survive and does not depend on someone else. But now, one notion is becoming more apparent: that almost every undertaking in our lives can be done for us instead of doing it ourselves. Most people pay other people to clean their homes, to cook their food, and to wash their clothes. Even with important things like taking care of their children or managing their finances, some still depend on other people.

Why? Because it saves them a lot of resources. And when we say resources, we mean energy, time, and money.

It’s the basic concept of outsourced telemarketing, and contrary to popular belief, this is NOT just a recent fashion. The outset of firms specializing in lead generation and appointment setting had started following the birth of telemarketing itself. More particularly, the dawn of Business-to-Business (B2B) telemarketing has paved the way to a more methodical way of drawing trade, pushing companies to farm out their sales campaigns to the experts.

Saving energy. Back during the premature ages of telemarketing, a company would simply delegate several internal people from their marketing department to “cold-call” potential clients. Eventually, however, demands would escalate and companies would need to hire additional people to do their bidding. This also means getting more people to train new hires, supervise their work and monitor their performance. Not to mention the hassle of legally complying with several requirements and policies of the telemarketing industry. Whereas, the company can just hand the job over to an external telemarketing firm and sit pretty while waiting for sales leads and appointments.

Saving time. Although the initial process of scouting for a good telemarketing firm can be time-consuming, the investment pays off in the form of being able to dictate the duration of a campaign and as to how soon the results are to be delivered. Professional telemarketers are usually given sufficient time to learn about the product/services they are campaigning for, but it is definitely not as lengthy as training a fresh batch of internal new hires. The agents in these outside firms already know the fundamentals of telemarketing by heart and can efficiently become skilled at a shorter duration.

Saving money. Less cost means more profit – it can’t get any simpler than that. A company that takes its telemarketing campaigns rather close to the chest cannot do away with spending money: equipment, office space, electricity, phone lines, communication costs, and more damagingly, additional people on the payroll. However, this is not to say that outsourced telemarketing is cheap – getting a good provider actually necessitates a large chunk of dough. But investing in quick and reliable service rather than high-maintenance assets (computers, phones, offices require preservation; hardware/software can become obsolete, etc) would prove to have more benefits and is less risky, financially.

It’s not a mystery as to why most of the world’s successful companies are into outsourcing their telemarketing efforts. No matter how you look at it, it’s a win-win situation, and the most important thing is that it serves its purpose. After all, it’s all about bringing potential clients closer and it does just that – only more efficiently.

The Employer Company and the Outsourced Telemarketing Firm: Sharing a Vision

The Employer Company and the Outsourced Telemarketing Firm: Sharing a Vision

The moment a thriving business company decides to farm out its telemarketing functions to a firm that specializes on these operations, that company not only invests money and resources but also its trust and confidence. Nevertheless, each side must do their respective responsibilities in order to achieve their desired goals.

Outsourced telemarketing firms typically dedicate their skills into telemarketing in the nature of Business-to-Business (B2B) lead generation and appointment setting. This partnership is widespread especially in industries such as IT products and services and software development. Because of the intricate nature of these industries, the employer company and the outsourced telemarketing firm join hand-in-hand to make sure they’re on the same page.

Goal Setting

Just like any undertaking, goals must be set to provide a measure for success. In outsourced telemarketing, it is usually the employer company that lays down the target numbers and prospects, which will be assessed by the outsourced firm based on realistic possibilities and resources. For instance, companies such as IBM and Dell typically require a team composed of 15-20 people to market IT companies and generate leads in the form of invitations to free symposia and golf tournaments. Their arranged goal would be the headcount capacity of the venue and the timeframe would be 1 month to 1 week before the event. The contract would also include specific details such as the degree of quality and the guidelines to which leads are qualified.

Monitoring and Quality Assurance

As soon as the campaign officially begins, some employer companies closely supervise the progress of their outsourced telemarketing firms. They can get involved as much as redefining scripts, reorganizing call flows, and modifying call lists. Some would even act as their own QA to the leads being submitted to them. On the other hand, some employer companies would just wait for numbers to come in and then would try to understand the patterns. In that case, the outsourced telemarketing firm may rely on their own internal support system and would have been given liberty in terms of making adjustments to their operations in generating leads and setting appointments. When the campaign seems to be starting slower than expected, it is crucial for both parties to coordinate on possible alterations and reinforcements just for them to be able to gain some momentum.

Evaluation, Conclusion and Possible Renewals

Technical success can only be determined by the employer company. It’s an assessment of whether or not quantifiable goals were met, and could also include certain degrees of quality gauging. Practical success, on the other hand, is determined by the outsourced telemarketing firm. There would be times when preset numbers were not reached, but still, a sense of achievement is felt among the team who handled the campaign by virtue of being able to overcome their difficulties and taking pride in the level of teamwork they have manifested. When everything seemed to have worked out in the eyes of the employer company, there would always be an opportunity to embark on another campaign; hence new contracts would be drafted.

The constructive connection may be unique for each business partnership, but it all boils down to sharing a common aspiration. After all, both sides are trade industries in nature, and to survive in the world of commerce, one must learn to give and take, for the ultimate fair share of the business.

First Call Resolution In A Telemarketing Campaign

First Call Resolution In A Telemarketing Campaign

First-call resolution (FCR) is the immortal mantra of inbound marketing campaigns. If you cannot satisfy a customer’s questions on the first call, then your marketing campaign is not doing enough. While this is clearly applicable in the inbound marketing business, will it also apply to outbound lead generation processes? The answer is actually a ‘yes’. You can employ FCR strategies when looking for qualified sales leads.

The premise is actually simple: we want to resolve everything in just one call. This will save everyone the time, money, and effort involved in entertaining each call. The less repeat calls you make on a single person, the more people that can be contacted in a single day. In terms of marketing and appointment setting, qualifying leads with a single call can mean a big thing. But for this set-up to work in a lead generation campaign, you need to have initiative.

It is not bad to follow your sales script, especially if it comes from your client. In fact, you should follow it to the letter. But if you want to do better, then you have to take some initiatives and decide on your own if you should add more qualifying questions during the call. This will require some experience for you to do it right (not to mention a few experimentation), but in the end, this might be just what you need to generate more B2B leads. Such a judgment call may not be that bad to make, you just have to try

 

The Future Of Generating B2B Leads Online

We must admit, generating more B2B leads online has become an exercise of necessity. With automation and interactive voice recognition (IVR) being the norm, it does make one wonder if telemarketing is still needed in the lead generation business. Pundits are saying that the internet, with its wealth of information, will make salespeople obsolete. Customers have information right at their fingertips, so they no longer need anyone peddling directly to them anymore.

That could not be further from the truth.

Based on the recent research done by the Acquity Group, more than 95% of business owners looking for new businesses online still prefer having someone on the phone to discuss business with. In other words, a salesperson is still required in the appointment setting process. These potential sales leads still require talking to an actual person, in order to assess the value of a business they wish to work with. This is an important development in the B2B lead generation business.

The explanation is simple, direct consumers only need to read user reviews or company pages before they buy anything, leaving the salesperson out of the loop. Corporate buyers, however, are in a different field. They spend a lot in just one purchase, so they have to think their options carefully. Naturally, they would require someone to walk them through the buying process.

This is an opportunity for you. Just be sure that you remove the aggressive selling part on your lead generation campaign, since this is a turn-off for these prospects.