What to Expect From a B2B Telemarketing Company
June 10, 2016 by Intelemark
Choosing a B2B telemarketing company can be a daunting task. Many make the same claims about their services and it’s often difficult to tell which one is best for your business.
When it comes down to it, you need to identify a company with long-held experience in three critical areas: lead generation, lead qualification, and appointment setting.
Lead generation is equal parts strategic and tactical. The telemarketing company you select should collaborate with you to:
- Understand your goals with respect to a given campaign
- Establish the critical business issues your audience has and how your solutions can solve them
- Train agents on how to deliver your unique value proposition in a way that resonates with your prospects
Those activities account for the strategic element, but don’t forget about the tactical element. You will need to determine how a vendor executes on your strategy. Do their agents call off a list and read from a script? Will agents consistently update your database or CRM application? Tactics matter, so be sure you’re connecting with a company that provides all the services that will get you closer to your goals.
Next to consider is lead qualification – the process by which a vendor determines whether a given target is ready to connect with a salesperson. Be sure the vendor will collaborate with you and understand your qualification criteria. Otherwise, your salespeople might receive “leads” that aren’t really ready to make a purchase any time soon!
And when those leads are qualified, the telemarketing company should have a specific appointment setting protocol. You want to partner with an organization that can identify likely buyers, qualify them, and set the appointment for your sales team.
At Intelemark, we help B2B healthcare, technology, financial services, and many other companies improve their telemarketing results through sophisticated lead generation and appointment setting campaigns. Contact us today to learn more!