Clickingmad News

Business to Business Marketing thoughts – Part 2 – Telemarketing

Comments on the use of Out-bound Telemarketing

This operation is generally used to create leads from “cold calling”. It is often considered to be the poor relation to inbound enquiries and therefore is often completely overlooked or under resourced.

The reputation of “cold calling” has suffered through using unknowledgeable agencies to make direct contact and then not to be able to follow through on conversations as they have no training or extremely limited knowledge of the subject matter they are expected to talk about. This is particularly evident in technical industries.

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Clickingmad News

Business to Business Marketing thoughts – Part 1 – Mailing Lists and CRM

These are potential clients to a business and are gained from a variety of sources; meetings, networking, website enquiries, referrals etc. They represent “warm” leads and should be treated as such.

CRM systems are only as good as the data they hold within them and then how you use that data in a proactive way.

Extract from the Sales and Marketing Institute website;

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