Monday, December 23, 2013

The Rise of B2B Telemarketing

Telemarketing, in simple words is the process of using a telephone and calling prospective customers. Telemarketing techniques, if used effectively can be a very strong business tool for expansion. Telemarketing is not so popular among a section of masses because such people do not like disturbing them when they are doing something important. In the same concern, the United States developed a “National Do Not Call Registry” which consists of a number of people who do not like to be called. 




B2B telemarketing is one of the business development techniques used to sell a product effectively. Some companies provide such services to target their prospective business clients. B2B telemarketing not only helps a particular company in increasing their sales but also helps them in getting a lead. A different department which handles the sales lead is also seen in many companies which only work to generate sales lead generation. Telemarketing techniques can be improved using a few techniques like Effective Communication, Planning and Preparation, avoiding unnecessary conversation and offering Quality product.



This B2B telemarketing began long back with making cold calls to people individually and asking people if they are interested in any particular product. This technique was successful and so it was decided that the B2B telemarketing services can be used to bring and develop business. Hand in hand, sales lead generation and business development started.  When individuals used to call people, there was a certain research work done in order to make that call a success.  Even today, the calls are done in the same fashion. The research work of the company you are targeting is done before calling. Not only the numbers but the lead generation executive should also have information on the decision makers of the company. 


Today companies are hiring B2B telemarketing companies to generate business, to stay in the competition and gain the edge over the rest of the competitors in the market. Lead generations help to increase the sales and reduce the overall cost per sale. Getting Quality leads from the prospective businesses are possible by using skill sets. To ask the right questions, speaking with the right people, taking appointments from them generate interest in them and offer them your product.  These companies target different industries and offer their expertise to generate leads. 

Nowadays different outsourcing companies like Knowledge Process Outsourcing, Legal Process Outsourcing and IT companies hire these telemarketing companies. These companies have expert features and offer Technical support, Customer Service, Transcription, Direct Response Services and Transaction Processing. These companies work in diverse sectors like Airline, Banking, Travel, Healthcare, Real Estate and IT. They offer specialization in services like:-


  • Lead Generation
  • Appointment setting
  • Email follow up
  • Follow up on calls
  • Sales Outsourcing

Definitely the rise of B2B telemarketing has given a new direction to the business world. However, it is necessary to keep in mind that there are many inexperienced companies in the market that claim to provide the best services. Before you hire any provider, make sure that the provider has B2B experienced agents working for them and they understand the pattern and goal of a telemarketing campaign. They should be expert at making cold calls and generating leads. Experienced agents and a good support system together, can make any company achieve bull’s-eye. For more information visit us on www.inventive-smi.com 

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