Are your leads as good as they should be?

Thursday, July 21, 2016 Category: Whitepapers

The question of quantity versus quality manifests itself in all walks of life. When expressed in this binary way, there are very few people in any situation who select quantity; we all know quality is what really counts. And yet, when it comes to marketers and leads there is still a misunderstanding, often at very senior levels of organisations, that quantity of leads is a sound metric on which to measure marketing performance. But it is simply not the case that the more you put in the more you get out, especially when lead definitions are unclear.

Getting through to your customers

Tuesday, June 23, 2015 Category: Whitepapers

Welcome to the age of engagement. Throughout the B2B world, customers now expect to be heard and they demand to be involved. For companies that want to grow and succeed, the old metrics of customer loyalty and customer satisfaction are no longer enough: customers now need to be engaged at almost every level through acquisition, retention, operations, innovation and even strategy.

Tagged in: Telemarketing

Good Call: How to position telemarketing at the heart of your multichannel marketing to drive revenue

Wednesday, May 13, 2015 Category: Whitepapers

Telemarketing has been an effective and efficient marketing technique for decades. Even with massive shifts in customer behaviour thanks largely to the rise of the social media networks, telemarketing has continued to be a mainstay within the marketing armoury of all businesses in the B2B space. Indeed, telemarketing has proven its worth time and again as a channel where long and lucrative commercial relationships are forged and maintained.

Making Connections

Friday, March 20, 2015 Category: Whitepapers

The complex sale, or considered purchase, is where B2B marketing truly becomes distinct from B2C – so-called ‘big ticket’ products or services have long lead times and complex decision making units touching numerous individuals in various different roles and functions. No surprise, then, that conversation, dialogue and engagement are critical to turning awareness or interest into action – this is why the role of the salesman or woman remains critical in B2B.

The Funnel and the Phone

Thursday, February 19, 2015 Category: Whitepapers

New technology has radically transformed both business buyer behaviour, and consequently the dynamics of the sales and marketing funnel. But despite these changes and new channels, telemarketing remains one of the most potent and powerful tools available to B2B brands seeking to generate, nurture and convert prospects into customers. This whitepaper examines the role of telemarketing in the new business buyer ecosystem, and how marketers can maximise opportunities through this channel.

Tagged in: Telemarketing