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January 11, 2008

Outsourcing B2B Telemarketing Services

By TMCnet Special Guest
Mark Swanson, Director of Business Development, Tele Resources, Inc.,


There is no better source for telemarketing services than the B2B environment. According to recent statistics published by the DMA, B2B companies spend 27.9 billion in telemarketing services. In addition, the 2006 DMA Response Rate Study found that Telemarketing in the B2B environment has a response rate of 9.11 percent.
B2B telemarketing is more than just the process of having a room full of agents making calls. In fact many organizations have sales agents making calls during the daytime. This is commonly construed as something other than telemarketing services. However, nothing could be further from the truth. No matter what size the sales force, if they are making outbound calls to prospects then they are telemarketing. It is important to have the legal requirements for this process as well as the technology to support FCC (News - Alert) regulations. Most of the sales force process can be handled by telemarketing agents and the data can be better processed and follow-up calls better organized. In the face of data requirements and federal regulations, outsourcing B2B telemarketing services has become one of the most effective telesales options.
One of the major advantages when outsourcing your sales force is to consider the technology involved with a telemarketing operation. Telemarketing centers have dialer systems that can allow telemarketing agents to do in a day, what an agent with a manual dialing agent would take a week to do. More and more companies have utilized telemarketing services for their B2B calling because it is simply more effective and significantly more affordable.
In addition to direct sales, the DMA has found that 17.5 billion is spent generating sales leads and there is no indication that this spending will decrease. Despite new practices in lead generation telemarketing leads still convert faster and more effectively. In addition, any respected telemarketing center houses lead recordings and has a quality assurance department verifying each lead. Telemarketing agents generating leads can often ask questions and essentially warm up a lead for sales agents and keep them nurtured throughout the sales process. B2B lead generation provides the most highly qualified leads and ultimately the most cost effective sale available. With the majority of all ground work covered for internal sales agents, telemarketing services provide the most positive addition for the internal sales force.
 
Mark Swanson is Director of Business Development at Tele Resources, Inc.
 
 
 
 

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