Blog

Infographic - Preparing for a Call

Whilst one of the more expensive marketing channels, telemarketing can provide a higher return on investment than other media, particularly when targeting high value outcomes or hard to reach decision makers. The sales funnel has evolved since the arrival of social and digital channels, but the human engagement, which the phone offers not only complements but enhances digital channels, and offers many additional benefits.

In the B2B sector in particular, human engagement helps build the trust and depth of relationship often needed when dealing with longer sales cycles, extended decision making units and complex propositions. Unlike email, a phone call is difficult to ignore, and enables you to reach and engage high value contacts, that you may not be able to reach through other channels. The human contact and two-way nature of communication also allows you to present a complex or technical proposition in a compelling way, adapting your message or offer as you build an understanding of your prospect’s interests during the call. With this level of engagement and quality of interaction, a single phone conversation has the potential to take cold data right through to a well-qualified, sales-ready lead. 

Equally, if your database isn’t up-to-date or you don’t have emails for your target audience, even the most sophisticated email or marketing automation campaign won’t get off the ground. Telemarketing is labour intense but, as you engage with decision-makers on the phone, you can not only present your proposition, but also cleanse and enhance contact data, capture email addresses and gain insight into your prospects needs to inform your overall sales and marketing strategy.

Telemarketing isn’t easy; even the most hardened sales person may shy away from cold calls. It takes patience and time and that all has a cost. Here are our top tips for getting the best return on your activity.

preparing-for-a-call.jpg

Related articles

Telemarketing, Telesales, Inside Sales: what's the difference?

Telemarketing, Telesales, Inside Sales: what's the difference?

Wednesday, September 18, 2019
Find out more
‘All change’ – How can financial services organisations grow their customer base?

‘All change’ – How can financial services organisations grow their customer base?

Wednesday, September 11, 2019
Find out more
Pre-sales research: is it worth it?  (the short answer is yes.)

Pre-sales research: is it worth it? (the short answer is yes.)

Wednesday, August 28, 2019
Find out more
Complement your lead generation strategy with social media

Complement your lead generation strategy with social media

Tuesday, August 6, 2019
Find out more

Our full range of telephone services

Data Services

Do you want to improve data quality, increase marketing ROI, and ensure GDPR compliance?

Data Cleansing
Data Cleansing
Expert data cleansing creates clean, accurate and compliant data that matches your target audience
Read more
Data Enrichment
Data Enrichment
Data enrichment delivers the insight needed to connect better with your target audience
Read more
Email Opt-ins: GDPR
Email Opt-ins: GDPR
Boost engagement and ROI with consent based communications
Read more

Pre Sales Research

Do you need actionable insight to inform your sales and marketing strategy?

Pre Sales Research
Pre Sales Research
Arm your sales and marketing teams with clear customer intelligence and accurate data.
Read more

Telemarketing

Want more opportunities to drive revenue?

Lead Generation
Lead Generation
High-quality lead generation at every stage of the customer journey
Read more
Call Handling
Call Handling
Professional outsourced customer service. We can provide your customers with an expert, personalised service – making every interaction count
Read more
Appointment Setting
Appointment Setting
Successful appointment setting requires meaningful human interaction with senior decision makers
Read more
Lead Management
Lead Management
Drive value by improving lead flow, quality and conversion
Read more
Event Marketing
Event Marketing
Strategic event marketing can generate higher demand and deliver greater value.
Read more
Lead Qualification / Nurture
Lead Qualification / Nurture
Move leads through the funnel more strategically with our expert lead qualification and lead nurturing services
Read more

Sales

Is your sales strategy driving the results you need?

Telesales / Inside Sales
Telesales / Inside Sales
The quality of your Inside Sales skills can be a key differentiator in a competitive market.
Read more
Account Based Marketing
Account Based Marketing
Smart account based marketing helps to increase profitability, reverse churn and increase customer lifetime value.
Read more

Post Sales Research

Is your customer intelligence keeping pace with your business goals?

Welcome Calls
Welcome Calls
An effective welcome call helps to create a foundation for a lasting relationship. Retaining customers costs less than acquiring them, so it makes sense to have a robust retention strategy in place – starting as soon as a prospect is converted.
Read more
Customer Satisfaction
Customer Satisfaction
Measure customer satisfaction and gain a more nuanced view of your customers’ experiences through phone-based surveys.
Read more
Treating Customers Fairly / Compliance
Treating Customers Fairly / Compliance
An FCA authorised and regulated business, our expert team can help you meet your TCF compliance needs with greater confidence and increased customer insight.
Read more