As you enter the New Year and evaluate last year’s demand generation performance, some will look at the past and be content with the results, whilst others may look back and ask themselves how they can improve on the lacklustre performance of their B2B lead generation programs.
Whatever your performance in 2011, good, mediocre or just not worth remembering, 2012 can be far better if you consider adding telemarketing services to your marketing campaign mix. If you have never deployed telemarketing services in the past, 2012 may be the year to grab the initiative and if you are used to b2b telemarketing but only getting less than satisfactory results then now should be the time you should look to an alternative vendor. Taking a quote from Bertrand Russell: “Nothing is so exhausting as indecision, and nothing so futile”. So procrastination will translate into missed opportunity.
Well qualified “sales ready” leads are fundamental to sales success in a business-to-business environment and telemarketing services from a reputable company should help you build a satisfactory quantity and quality of appropriate leads that become accepted by sales teams, of which a significant number convert into sales revenue.
Where leads are not yet ‘sales ready’ but qualified as in scope, yet with a longer sales cycle, this information is just as valuable – since these leads will become the opportunities and revenues of tomorrow and can be placed into opportunity management and lead nurturing cycles until such time as they are ready to pass to sales teams.
The best results from telemarketing come when they are integrated with the wider marketing campaign mix. Imagine for example that you are doing emails and direct mail campaign activities to recruit for an event. Combining telemarketing as part of an integrated event lifecycle will help to drive attendance, confirm attendees and conduct initial post event follow up
The key to success is of course to identify and work with a company that can help you drive results. IZEN Marketing has been working successfully for many large and medium well business-to-business brands to build their success in 2011 and we look forward to supporting our customers in 2012. So don’t procrastinate and make this the year that you settle for nothing less than superior telemarketing results.
