Does your Sales Strategy have Emotional Intelligence?

Wednesday, April 26, 2017 Category: Blog

Understanding your customers, and their decision-making behaviour can make all the difference in guiding them through the purchase process. NLP, or neuro linguistic programming, goes a long way in helping sellers and marketers alike understand the ways that their customers organise their thinking, feeling, language and behaviour day to day. This is where a human approach to selling is valuable; it takes a human to understand a human, after all.

Tagged in: Team, Human Interaction

5 Tips for a Healthy Pipeline

Wednesday, April 26, 2017 Category: Blog

A pipeline full of opportunities certainly feels healthier, than a sparse or empty funnel that will clearly not generate revenue. However, as is the case in many scenarios, less is often more. The ultimate goal is a lean, healthy pipeline with a high % of opportunities matching your target profile, moving swiftly from stage to stage, through the funnel to close.

Getting Personal: how being human sets you apart from the digital crowd

Friday, March 24, 2017 Category: Blog

We live in an age where almost all stages of the sales and marketing process can be digitised and automated – and indeed many businesses are taking that approach. However, in a world where 76%* of people prefer dealing with human beings over digital channels, the personal touch can be a strong differentiator for your business.

Tagged in: Human Interaction

How Personal is Personal?

Friday, March 3, 2017 Category: Blog

In a marketing world where Big Data is at our fingertips and new technologies constantly emerging to support hyper-personalisation, your customers expect an increasingly tailored experience, across a range of channels. Whilst some businesses are struggling to manage volume and draw actionable insight from the mass of data available, others are drawing on predictive solutions and other technologies to ease the load and harness big data to support their sales and marketing efforts.

Ten Top Tips for Value-Based Selling

Wednesday, March 1, 2017 Category: Blog

Selling based on value is a well-established approach. Unless you sell a commoditised product, it is essential to communicate the value that your product or service offers, that differentiates you from your competitors. Without a clear understanding and justification for the value you provide, your margin is eroded and your pricing model undermined.

Looking for your perfect (Telemarketing) match?

Friday, February 10, 2017 Category: Blog

Telemarketers often get bad press, and, considering some of the unsolicited, unexpected and downright pushy calls we can all receive, that reputation may seem entirely justified. However, not all agencies work that way. You just need to find the right fit for you. In many ways, finding a good telemarketing agency is not dissimilar to finding the perfect partner. For any relationship to flourish, you need someone who matches your culture and values, is committed to the relationship, understands you and supports you in achieving your goals.

Tagged in: The Team, Telemarketing

Lead response management: turn inbound leads into sales

Thursday, February 9, 2017 Category: Insider Perspective

Some companies are highly capable of attracting a healthy volume of inbound leads, through website enquiries, content downloads, landing page visits and other digital channels. However, this potentially valuable business opportunity can quickly die on the vine if there is no infrastructure in place to handle these leads swiftly, thoroughly and effectively.

Tagged in: Lead qualification

So What? Three brutal rules to assess the effectiveness of your sales messages

Wednesday, February 8, 2017 Category: Blog

I used to work for a contact centre company owned by a major US advertising conglomerate and from time to time was invited to various training sessions in swanky offices in London. Nice day out, posh sarnies for lunch, normal glib platitudes from a trainer telling me a slightly different version of what I already knew, or so I thought...

How to bridge your Inside Sales skills gap

Monday, January 30, 2017 Category: Insider Perspective

Companies that are marketing complex B2B services and solutions need skilled and experienced sales agents who have the capacity to profile prospects, strategically communicate value propositions, and keep high-level decision-makers engaged at every stage of the account lifecycle. Nowadays, however, instead of these agents having to go on the road to generate demand – they can build a healthy business pipeline remotely.

Tagged in: Inside Sales

5 Sales & Marketing Priorities for 2017

Tuesday, January 17, 2017 Category: Blog

The New Year is a time for new beginnings, and with the rapid pace of change experienced by sales and marketing teams, it is an opportunity to take stock and identify where to direct your time and energy over the next twelve months. To help focus your mind, we’ve put together five key areas that you might want to think about in the year ahead.

10 Fundamental Rules for Creating Effective Customer Surveys

Thursday, January 12, 2017 Category: Blog

Strong competition and more power in the hands of the customer mean it is no longer possible to differentiate based on product or service alone - customer experience is now what sets brands apart. In-depth understanding of your customer’s viewpoint and a dialogue centred on your customer’s needs are both essential in creating a positive customer experience. It is important to seek customer feedback on a regular basis, at different stages of the customer journey, using a range of techniques - on and off-line, qualitative and quantitative.

The GDPR is good for your business (trust us!)

Friday, January 6, 2017 Category: Blog

The General Data Protection Regulations (GDPR) come into effect in May 2018, and it’s a hefty set of wide-reaching reforms. But don’t panic – the GDPR is a great opportunity to make data work harder and more effectively for your business.

Tagged in: Data, GDPR

The Best Emotional Marketing Campaigns of 2016

Tuesday, December 20, 2016 Category: Blog

Here at The Telemarketing Company, we are big believers in the power of emotional marketing. Emotional marketing campaigns build a personal connection with the audience and give your brand a human identity. These are the campaigns that stick with people – the feeling an emotional campaign gives your audience will stay with them long after the content has been forgotten, but very few of us retain the detail of general marketing communications for any length of time. Get under your potential customers’ skins and they will remember that feeling and continue to associate your brand with the emotions you inspired.

Tagged in: The Team, Insight