Thursday, November 28, 2013

Work Essentials Of Effective B2B Telemarketing Employees

Your employees are your biggest assets in B2B telemarketing. Let no one say contrary to that. This is the reality that many marketers and companies tend to forget these days. With the advent of modern marketing tools and automated sales leads generation systems, most make the mistake that the human factor is no longer needed in B2B lead generation. How far from the truth! When you plan or promote your business, you need the input of the human factor (your telemarketing team) in order to come up with winning business strategies. Now, for your people to be at the top of your game, you should provide them with what they need in order to succeed, basically the essentials. And what are these?
Freedom – you want creativity to flow in the workplace, right? For that to happen, you need to give your people freedom to experiment. They need to be free to try new things, to learn new skills, to test their ideas, etc. Creativity gets stifled by a strict environment.

Targets – when given a goal, employees tend to work effectively towards reaching it. They have something tangible to reach, something that can give meaning to what they are doing. Having a goal can do that.

Mission – employees who feel part of the bigger goals of the company tend to have a sense of ownership in it. They see that the success of the company will also be their success, so they will make an effort to ensure that your company will be successful as well.

Expectations – yes, while you should give them freedom, you should also be clear on what you expect from their forays into experimental B2B lead generation strategies. It does not have to be something elaborate. You just want to give them a guide.

Input – while you alone make the big appointment setting decisions, you should also take into consideration the viewpoints of your own people. Sometimes, the insights they provide can give you a better perspective on what you should be doing in your marketing campaign.

Connections – not just with you, but with each other. Establishing open communication between them and yourself can help establish a better working relationship with them. Being open helps in getting them to speak up about anything that could help your business.

Consistency – be it for praising their success or reprimanding them for failure, you need to be consistent with everyone in the company. It will not look well for your leadership if your employees sense that you are playing favorites.

Wednesday, November 20, 2013

Creativity Tips For Successful B2B Appointment Setting Campaigns

Creativitythe one asset that your business will need for continuous success in the future. This is a necessity for everything you do, including your B2B appointment setting campaigns. Remember, there is no set formula in dealing with potential sales leads. It is either you get their deal or not. And with the kind of competition that you have to deal with, this could be a very challenging activity. In any case, this calls for a creative approach to your problems, a creative means to get a solution to all your b2b lead generation concerns. To do that, you have to nurture creativity. That may sound like a tall order for some, but it does not have to be that way. You just have to do the following:
1.    Work with those you feel comfortable with – to tell you the truth, having someone with the degree and experience sounds like a boost to productivity, but if all you do is butt heads and disagree, then you are just wasting your time and efforts.

2.    Keep improving, not just yourself but also your peopleyou want to generate more B2B leads? You have to be constantly on the lookout for ways to improve your methods and tools. This is a good way to stay competitive in this business.

3.    Share your vision with others – let others know what you have in mind, what direction you want to take your business to. Who knows, you might meet a kindred spirit who can help you in your lead generation efforts.

4.    Hire those who are better than you – if you want your business to grow, hire people who have the capacity to help make it bigger. Working only with those inferior to will not only stagnate your production, it will also cause you to lose to the competition.

5.    Test the new hire – it helps if you can check the newly-hired person’s capacity to integrate with your business team seamlessly, regardless of their academic backgrounds. Prima donnas and other characters are your first-class ticket to business failure.

6.    Trust your appointment setting team – if you show confidence in your team, they will also feel the need to prove your trust. They would want to succeed, if only to prove your faith in their capacity to deliver what you need.

7.  Identify the weak points in your operations – be it through poor management of your B2B telemarketing efforts, or in the poor use of your resources, once you have identified these weaknesses, it becomes easier for you to get your business moving better.

8.    Create balance between creativity and reality – it is good to have people who have the creative chops to plan your business well, but you should also invest in people who can bring those plans to life. They are the other side of the coin, so to speak.

Well, if you do not feel up to the task, there is always the option to outsource your B2B appointment setting operations. You just need to choose the right company for the job you require.

Wednesday, November 13, 2013

Why your Cold Calls are getting ditched

To say the least, cold-calling is one of those tasks that telemarketers either love or hate; it can sometimes get frustrating, yet the difficulties are easily snuffed out because there wasn’t any established relationship to begin with.
But if it does get into your nerves, what you need to do is to open your mind to other reasons why it’s not working out. In B2B telemarketing, it’s not always about how good you are as a telemarketer of how enticing your product or service is. 

Sometimes, it’s a pre-determined factor that you could only accept and solve:

You may be “bothering” your prospects 
Take a look at you calling schedule – is it at a reasonable time of the day? Also, refine you gatekeeper strategy. What is the degree of persistence once you are told that the prospect is busy? It could be that while your telemarketing skills are okay, but your timing is wrong.

Your prospect doesn’t take sales calls
Now this is something that you should not push. Business people are quite serious when it comes to sales call policies, and putting up a fight might end up unpleasant. Instead, focus on alternatives: go for email, content and mobile.

You lack information 
Cold calls should not be 100% cold. You should at least have an idea what kind of company you’re calling and who you need to speak to. Going in completely blind can reduce the likeability of you going anywhere.

Your prospect has no use for the product or service being pitched 
From the moment you let them know what you’re calling about, the entire conversation could be dead on arrival if they don’t have any real interest with anything your company represents. Re-energize you opening spiel, and just maybe, you can still change the atmosphere.

The gatekeeper is a pro 
Gatekeepers are usually people who are “chosen” to filter callers. That means they have what it takes to effectively do their job. The bad news is that they specialize in cold-callers, and they can smell them from miles away. The good news is that cold-calling is not the only lead generation method out there.

They know your company, and they don’t like it 
In this age of digital information, news can spread like wildfire. Prospects would always have prejudices when it comes to business choices, but don’t let this be a reason to quit before you even get started. Think of it as an opportunity for redemption.

Tuesday, November 5, 2013

Where do first-rate B2B Content Marketers get their ideas from?

Business bloggers who are relative amateurs in the field can’t help but take inspiration from seasoned content marketers who are relentless in producing fresh, engaging and entertaining pieces that never fail to capture the interest of the blogosphere. And sometimes they wonder how in the world these veterans are able to come up with ideas each and every time.
Of course, there could be different sources of inspiration forevery writer, and one would always find ways to sustain the flow of ideas to avoid drought. But sometimes, blogging can use up a writer’s reservoir of brain juice up to last drop, and writing just becomes too hard.
If you’re in that state, what you need to do is go back to the basics. You may not know it, but perhaps because of your desperation to conjure an idea from every source you bump into, you tend to forget where all the ideas are abundantly coming from – right in front of you.
News, news, and a lot of news. This is a infallible defense against writer’s block. If there’s something that doesn’t stop producing itself, it’s the news. There’s always a news piece that is relevant to your marketing concept, and you will always have something to say about it. That’s your safety net.
Social media. In the world of social media, sharing uninteresting stuff is a sin. So if you stroll into the likes of Facebook, Twitter, Pinterest and Google+ at least once in a day, you are likely to stumble upon something worth writing about. Or better yet, share it directly on your blog!
Events. Seminars, trade shows, or speaking engagements – any social shindig that holds an opportunity to become a goldmine of industry information. There’s a lot you can write off an event: what you learned, what struck you the most, things you disagree with, or even things you could say about the speaker(s).
Research-based publications. Prestigious blogs always include graphs and research statistics in their article pieces, and there’s a reason for that. Facts lay the groundwork for content, and it establishes both the blogger and the blog as credible sources of information.
Your customers. Do you have a mechanism that allows customer feedback? Do you read some of their comments on your content posts? Do you listen to sales calls and see what their usual rants are about? The best source of ideas is the people you’re writing for.
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