Boosting telephonic lead generation campaigns
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Telemarketing is the preferred B2B option. But there are a few hurdles that have to be won to make your telephonic Lead Generation Campaign a success. Here's how.
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Boosting telephonic lead generation campaigns
- 1. Boosting Telephonic Lead Generation Campaigns The Role of High Quality Data in Successful B2B Telemarketing Campaigns 1 Confidential preliminary; not to be relied on by any 3rd party without Nex-sales’ prior written consent.
- 2. Telemarketing remains a powerful tool in the hand of B2B marketers B2B marketers find Inside Sales to be relevant and effective % of firms that say tactic is highly effective 80% 60 Exec seminars Inside sales 40 Webinars Trade Search shows Rich marketing 20 Direct PR TV media Online mail advertising Email ads Radio Emerging Sponsorship Print Outdoor 0 0 20 40 60 80 100% % of firms that use each tactic Source: Forrester Trends “B2B Marketing Needs A Makeover — Now” 2 Confidential preliminary; not to be relied on by any 3rd party without Nex-sales’ prior written consent.
- 3. Key challenges: reaching decision makers, lead quality & quantity and database quality “Hunting down decision makers is a time consuming task and 90% of sales reps hate making those calls. The rest 10% are lying”- Brian Carroll, B2B Lead Generation Guru "96 percent of a sales reps time when making outbound calls is spent dialling, leaving voice mails, navigating phone trees, and talking with gatekeepers.”- CSO Insights “Even the best CRM app is only as good as the data inside it.” - Clean Data, Salesforce Source: Forrester Trends “B2B Marketing Needs A Makeover — Now” 3 Confidential preliminary; not to be relied on by any 3rd party without Nex-sales’ prior written consent.
- 4. Experts agree that High Quality, Custom B2B Data significantly boosts outcomes GOOD DATA Title based records Role based records • “It is cost effective to hire an Voicemail of the Direct line of the outbound telemarketing firm prospect prospect to verify, correct and add One time use Multi-purpose use additional information. It is No ownership Owner of data cost justified and provides a Lower accuracy rates Higher accuracy rates vastly improved list.” OFF-THE-SHELF CUSTOM - John Coe, Data Decay 2009 DATA DATA • "Following best practices in Fewer qualified leads Fewer leads Data duplication Not verified data quality can lead up to a Lower ROI Lower ROI 66% increase in revenue.” - Sirius Decision. BAD DATA 4 Confidential preliminary; not to be relied on by any 3rd party without Nex-sales’ prior written consent.
- 5. Nex-sales Specializes in High Quality Databases HIGH ACCURACY PROCESS - COMBINES TELEPHONE, WEB RESEARCH & TECHNOLOGY Client Account Manager Web Research Team Tele-Verification Team QA-Team 5 Confidential preliminary; not to be relied on by any 3rd party without Nex-sales’ prior written consent.