Friday, December 30, 2011

BI Software Leads: Getting Hard-To-Get Information

There's a good case for saying that gaining leads for Business Intelligence software can be far more difficult venture compared to getting leads for other enterprise management softwares. First off, a quick review on the process of getting leads for such B2B-oriented products.

As you're well aware, information is critical in a lead generation campaign. Specifically, information that can help determine whether or not a target company will make for an interested prospect. However, when it comes to business intelligence, it can be really hard to get. After all, there are not a lot of companies out there who would want to give out information on upcoming projects or if they're deploying a new marketing strategy of their own. Making contact with them and getting the information on something so sensitive needs an expert touch. That might not be good if you're in a tight budget (and such is the case for a lot of small BI software businesses).

Software telemarketing can be a good way to bring down the guards of gatekeepers. If you really know the kind of people who would benefit from the streamlining capabilities of your software, then all you need is a good talker to represent you. Experienced telemarketing knows all the tips of and tricks of the trade so rest assured that when they qualify someone, you're acting on certified information to try and make the sale.

Outsourced telemarketing services can get you all that minus the expensive costs of training in-house personnel. So don't delay and contact them as soon as you can. You'll be needing all the time you can save when gathering such hard-to-get information.

Tuesday, December 27, 2011

Medical Software Appointment Setting: The Doctor's Other Appointment

Patients and those in need of a check up aren't the only people a doctor can make appointments with. Sometimes there are professionals or even entire medical institutions who wish to discuss other things besides the other party's health but also something not entirely unrelated to their practice.

Medical softwares can be one of those things. In our age where computer-assisted technologies are becoming more prevalent and proving far more effective, anyone in the field of sustaining (or even improving) the standards of health should do all they can get only the best.

That's where you, as a supplier of such softwares, come in. However, these are busy people. Unlike other business executives who are usually just busy trying to make the most out of what they're trying to sell, good medical practitioners value people's live more than their money. The situations they're often placed in every day are always urgent and, as a result, very, very busy.

Contacting these people might require all modes of communication: internet, email, even telemarketing. You also need some good data on them beforehand so you can help check if they might have qualified interest on your products.

Fortunately, many software telemarketers out there have begun establishing contact with these people and know enough about the seriousness of their work to know when is the proper time that they're open to have appointments with medical software suppliers. This results in them having an up-to-date database on professionals and institutions who are never without a need for improved medical technologies like EMR and computer-assisted diagnosis. Use outsourced telemarketing today to get your own appointment with the good doctor!

Monday, December 26, 2011

Data: Good For Both BI Software and BI Software Leads

BI software has always had a critical role that branches out all the way up to the executive level. It helps transmit information of current company goals and helps organize the employees in every department. Announcements, notifications, and even progress reports are all conducted by company leaders with the use of this particular software technology.

Why this is so is simple. Data is everything when it comes to organizing a business.

However, are you aware that the B2B companies supplying this type of software also have a need for data?

This is because sparking interest in their product requires a lengthy background check on each individual company. If your company is one such supplier (or even if it's just another B2B company), you will know that this is called lead generation.

Gathering data to help both interest and qualify a prospect can take an excruciating sum of resources. This goes from covering all means of communicating with them and doing follow-ups, to maintaining the gathered information and ensure the success of said follow ups. The communications technology and personnel training might put a significant strain on the budgets of smaller companies.

Outsourcing is often suggested to deal with this. For BI software firms, they use outsourced telemarketing.

In fact, sometimes telemarketing firms actually go even beyond just the telephone by making use of other new methods like website creation, SEO, and email marketing to supplement their communication with a prospect.

So there you have it. Data doesn't just benefit the users of BI software. They also benefit those who provide that software themselves in the form B2B leads. So in case you ever wonder why sales are slow, perhaps it's because you're not generating them well enough. Outsource a software telemarketing company today and enjoy the benefits of data yourself!

Thursday, December 22, 2011

Honesty Among Professional Telemarketers

These days, it's natural for B2B software firms to initially balk at the suggestion of using telemarketing for business lead generation. And, frankly, you can't really blame them (not too much anyways). This hesitation can be due to a number of reasons. Telemarketing comes off as imposing. It can come off as excessively up front. It also bears a social stigma because of its use in business scams, harassment, or just simply bad telephone conduct. The lack of honesty in shady telemarketers is enough to make even those legally open for telemarketing calls (e.g. other businesses) wary and skeptical of them.

However, it pays to be fair when these same companies might not exercise the same scrutiny towards forms of online lead generation (e.g. email marketing, website creation etc, banner ads). People seem to forget that while telemarketing has been abused by scammers and awful agents, internet dangers such as spam, spyware, viruses, and even hackers do their dirty work using the same methods as online-based lead generators. Ask yourself honestly. Do you just click any internet banner on the page you're currently on? Is that encouraged?

No.

Make no mistake. This is isn't to slander internet marketers. In fact, there are just as many (if not more) honest online advertising companies out there compared to those who use their means to evil ends. Still, the same applies to telemarketers. Those in the business of honest, professional software telemarketing always uphold themselves to a common set of ethical standards. When you ask for their name, they'll tell you. When you ask who they represent, they'll tell you. When you ask what they want, they will tell you.

Don't let bad examples justify hesitation. There are still a lot of good people who work with telemarketing. Just look for them.

Tuesday, December 20, 2011

Use Professional Telemarketers To Contact Professional Business Leaders

Most people are uneasy about putting the words “professional” and “telemarketer” together in light of popular criticisms towards telemarketing. And perhaps, they have a point. What exactly is so professional about a desperate phone salesman bothering people in their homes just to sell some infomercial-style product? If anything, it just makes the usage of “professional” seem like a joke.

However, there's a significant exception when you look at telemarketing in business lead generation.

In contrast to the image of telemarketing 'victims', those being called by B2B telemarketers are nothing like those hapless suburbanites getting commercial calls about some new-fangled vacuum cleaner. These are professional business leaders who actually make it part of their job to receive many business-related calls each day.

This is why there is such a thing as a professional telemarketer for only a professional can get through the gatekeepers that would sooner reject anyone who sounds like a traveling salesman. Remember, a professional is someone who is very objective about his or her line of work. This applies to telemarketers and business leaders alike.

Every telemarketing company that deals in B2B products (such as ERP software, accounting services, and payroll systems) knows very well that they run things far differently from their B2C counterparts. In fact, a lot don't even try to sell the products their clients have. They simply check if they qualify and gather information to determine if they make a good lead. It's still up to the clients themselves to try and make the sale.

In fact, if you run a B2B company of your own, you should give them a call. You'd be surprised at the benefits of having their information.

Monday, December 19, 2011

The Role of Data In Qualifying B2B Leads

Here's a brief review on the importance of data in B2B lead generation services. As an example, let's use telemarketing since it's one of the more popular methods. After all, executives and decision makers seem to respond more directly to successful phone inquiries compared to email and advertising.

Now one good use of quality data is that it helps your agents get their foot in the figurative door. Cold calling is often frowned upon so it's always best to make any call sound less unexpected by learning a lot about the prospect beforehand. If your agents are sure about the problems a prospect company has, then they can confidently answer the skeptical questions of gatekeepers (and the executives themselves).

Good info must also be kept up to date. This helps keep leads fresh for pursuit and also makes for easier follow-up strategies. It also helps make sure your competitors aren't on to them.

Finally however, they help in a critical process of qualifying these leads. You might say this is related to data helping follow-up strategies. The truth is you need to know everything about your prospect to determine if they're open to buying. These go from the size of the prospect company to that particular company's problems.

If your telemarketing agents don't have good info to go by, you could end up making horrible mistakes like making wrong assumptions about the company when trying to make a sale. This is why professional telemarketers always guarantee the vast coverage and quality information of their business contact databases. In fact, why not outsource to them and try it out for yourself?

Thursday, December 15, 2011

Inbound Outsourced Telemarketing – One Bit Of Info At A Time

One of the most commonly cited benefits of inbound telemarketing for B2B businesses is that the leads who are making the calls already have an idea of what is being sold (even if it's just a small idea). Usually their interest was piqued via e-mail, website, even media advertising.

However, there are those who try to benefit from this form of B2B lead generation yet end up stuck in creating those things. Sometimes they struggle with how much information to put on the website. If it's too much, the prospect might quickly lose interest but the same thing can happen if the information also too inadequate. There's also security to worry about with all the hackers lurking about the internet. Other people might not even like the prospect of reading at all and would rather hear it from the horse's mouth as it were.

In short, you need to give your prospect the freedom to know more at their own pace and more on their own terms.

If that's the case, you should know that's the very reason why experienced telemarketers are praised for flexible communication. All you need to do is invite them to give your company a call if they really wish to know more! That way, you won't have to trouble yourself with churning out lengthy and boring online content. So long as you have competent agents (or have simply outsourced to lead generation companies that do), your business can give only the right amount of information that the prospect is asking for. Contact a professional telemarketing firm today and try this out with our inbound lead generation campaign.

Wednesday, December 14, 2011

Appointment Setting VS Making A Sale

Every expert telemarketer will tell you that the pushy phone salesman is the biggest misconception people have towards what they actually do. Now most of the time, they would cite the following reasons to show you why it's wrong.

First off, most professionals know how to take no for an answer. They don't press the prospect any further, politely hang up, and then dial the next number. Secondly, do a lot of research beforehand so that they can be sure the person they're calling has an established need. And finally, the sales leads generated by telemarketing are more sought out by B2B businesses, meaning a business executive is more likely to receive a call from them than the old lady next door.

While that's actually all well and true (surprisingly), did you know that the term 'salesmen' itself is misleading? Here is how dictionary.com defines the word:

salesman [seylz-muhn] - amanwhosellsgoods,services,etc.”

You will find in several blogs by professional telemarketers that trying to sell the product itself is actually not what their agent is supposed to do (not all the time anyways). You can probably see this more clearly when a B2B firm outsources to a telemarketer for appointment setting. The telemarketer calls on behalf of the company and tries to get them to set a meeting appointment with their client. It is still up to the client company to close the sale.

However, do take note that getting appointments by themselves are already a necessity. Business can tend to go a little more slowly in the B2B market compared to B2C. It always helps to let people know your product exists. If your business is on this side as well, why not outsource to a telemarketer and see what they can do for you?

Tuesday, December 13, 2011

Use Fast Telemarketing For Fast B2B Lead Generation

Now it's becoming quite common for B2B businesses to outsource telemarketing. It's only reasonable given that the telephone is the more direct and personal way to contact important business executives and decision makers. On the other hand, training and equipping your own in-house team can be quite expensive so it's no surprise that outsourcing lead generation services is considered the more cost-efficient alternative.

However, do remember that out of all the qualities of the right telemarketing firm, few take precedence over speed. Why is speed so important in telemarketing? Well, why is speed so important in lead generation? Obviously, you know the answer to the second question: competitors.

There's no point denying it. If you don't hurry and follow up on fresh leads, your competitors will. That's why it's not only important to find a telemarketer with a database that has a large coverage but also one that knows how to break the data they've got to your specifications. Speaking of which, this is why it's also important for your telemarketer to be familiar with your trade. It ensures that they have some background information already on what you sell and who you're more likely to sell to.

On the subject of breaking down the information, even if you claim that you have already obtained a list of your own and just need your outsourced telemarketing to qualify it, speed still counts. In fact, this might be where it counts the most! You must have competent and highly-trained agents who know how to speedily but effectively meet a high daily quota of calls to those on that list in order identify the interested ones that qualify for leads (before your competitors get wind of them). So don't wait any longer. You better hurry yourself or else your competitors might end up beating you to a good telemarketer too!

Monday, December 12, 2011

Professional Telemarketers And Do-Not-Call Lists

Plenty people think telemarketing is dead. And if they want to give proof, they just point you to their country's local Do-Not-Call register. For them, things like that are like the magical shield and sword used to vanquish the dark days where people were bothered at home by pushy salesmen on the telephone.

However, do these people really know the more technical details surrounding these registers? Better yet, do these people really know how the telemarketing actually operates nowadays?

Take the U.S. for example. Now it's true that their National Do-Not-Call List contains a list of numbers that telemarketers are never allowed to call. However, these numbers are all personal and home-based numbers. In other words, these are the numbers belonging to households.

So why has there been not just one telemarketing company but many that are still standing in the world today? What use do people have for call center agents when there's this much restriction?

The misconception is that there really is that much of a restriction to begin with. Going back to the kind of numbers the U.S. Do-Not-Call List contains, the FCC actually states this on their website:

The national Do-Not-Call list protects home voice or personal wireless phone numbers only.

Putting two and two together, there's still apparently one business sector that still sees plenty of use for telemarketing services: the B2B market.

Now as much as you'll find a number of executives who complain about receiving phone calls, you'll have a hard time getting them to appreciate signing up for the Do-Not-Call List. Why? Well not only does the FCC state that they don't guarantee the same protection for businesses, even the most snide critics will admit there are times when they appreciate a call from someone who can help them with a problem.

If you're running a B2B outfit of your own, why not see for yourself? Outsource to one you might be surprised at how you'll suddenly find a lot less restriction than the fans of DNC lists imply.

Sunday, December 11, 2011

Medical Software Leads Are Those Who Need The Software Most

We live in a world where good health care is always in dire need. Poor countries such as Africa and Mexico suffer from a grave and constant lack of medical resources. Meanwhile in industrialized nations, ailments such as cancer and heart disease are common epidemics.

Developers of medical software can help alleviate the situation if they know where to find the right medical institutions/professionals. The effort and cost at compiling a list of such people however can be a great strain on their resources. This goes especially for medical software developers who really cannot afford expending their own resources in finding them. It's like when in a natural calamity, a high number of doctors or medical supplies is useless if there are no means to transport them to areas in most need of their aid.

Professional telemarketers are the answer to that problem. Specifically, groups that are expert in marketing software and finding those most in need of their use. Their vast database is constantly being updated which enables them to determine who and who not to call. Their research teams can diligently produce a grand number of accurate software leads. And in an area that is in constant urgency such as health care, practitioners would want all the help they can get. Telemarketing companies are a sure way to let them quickly know who can give that to them.

As stated before, our world is often in a state of medical emergency. With the use of telemarketing companies, medical software developers can help spread awareness of what they can give and play a major role in saving lives.

Thursday, December 8, 2011

B2B Software Telemarketing Navigates Through Prospect Company's Hierarchy

Whether you dismiss it just another fact of life or see it as a bitter reality of human nature, power struggles in a company don't just exist in soap operas. They exist in real life too. Not a lot of companies might admit to this of course (perhaps not even yours), however the real question is what does this pose for those in a B2B market like ERP software?

In a word, the answer is: tricky.

In particular, these struggles to climb the corporate ladder and control company politics can make for a lot of obstacles in getting ERP leads for your software. Half the time at least, it won't be just one person you'd want to contact to get the right information. Even if you went as far as considering to make your own in-house telemarketing team, your agents might not get the necessary information to qualify a prospect for leads. Why? Well it's because the thing with power struggles is that everyone wants to hold something over the other. It's like you're a merchant in a fantasy realm, trying to sell your wares across nations that are all hostile with one another and would try use you to their individual advantages.

Frankly, it can get quite messy. Fortunately however, there are a lot of independent lead generation services out there, like telemarketing. In fact, the agents of an experienced telemarketing group not only know how to get information, they already have compiled a good deal of their own. It's easy for you then to bet that they know how to not get involved too much and ask only the most objective questions.

Why not outsource your lead generation to them? That way, you can save yourself the trouble of navigating the corporate hierarchy.

Wednesday, December 7, 2011

Professional Telemarketers Call The Right Person In The Right Company

Qualifying candidates for B2B leads can be a lot more complicated when in you're an ERP software company. You don't have to just worry yourself about about which type of company to market to, you need to find out which person to contact in the targeted company. Heck, you might even have to contact multiple persons in a single firm.

You see if you don't, you might end up wasting precious resources regardless of what method you used. Those same resources could have been spent on perfecting your software product.

Let's say for instance, you contact someone in a company that you're trying to qualify. You ask who is in charge. However, the person you're talking to immediately claims that he or she is the one in charge (as far as B2B business people like you are concerned).

What you may not (or perhaps already) know is that this person is most likely a company gatekeeper, designed to keep you from bothering the person you need to talk to for the information you need. If you're contacting a company via e-mail, you might not even get a response at all because your inquiry has either hit the spam filter or got lost among masses of other e-mail letters in the inbox.

People tell you to try telemarketing. Granted it's more direct and at the very least, speaking with a gatekeeper is relatively better because you're sure you're talking to a real person. However, getting to talk to the actual person(s) required to get the information needed for lead qualification requires the skill of a professional.

Why not outsource then to a veteran telemarketing company? You can't get more professional than that.

Refine Your B2B Software Leads With Outsourced Appointment Setting

Even if you claim that your research has produced a long list of B2B contacts for your ERP software solution, there's still no telling how qualified those contacts are going to be. For all you know, they could have already been pursued by your competitors. Furthermore, if that were not the case, are you sure that your own team still has what it takes to contact these people and get them to set appointments with you? It might be one thing to create a high-quality brand of ERP software and another thing to use the right slogans, pitches, and brand labels to make it appeal to your target market.

Sure you can let the quality speak for itself. There's nothing wrong with that. However, how is that quality going to show itself when people don't even know your product exist? It's doubtful that many have the time to browse and do test runs with all the available (and competing) ERP softwares out there.

This is why if you're looking for a cost-efficient means of qualifying your lists into certified leads and appointments, then outsource to a software telemarketing firm. These people have agents well-trained in speeding through your lists, cleaning up dried up contacts and qualifying the ones in greatest need of your software tools.

In addition to that, they have a business database of their own that might even be more up-to-date and expansive than yours. So if you're worried that not a single entry in your hard-earned list turned up good, you can always ask them to help you out. Outsource to a telemarketer now and start refining those ERP leads!

Monday, December 5, 2011

Outsourced Telemarketing Excels In Inbound Calls Too

Gaining a constant flow of leads is good for any business but what's also profitable is to keep past clients faithful to your brand. This way, the old leads that you have profited from have a good chance of being new leads for whatever new product you have in store. This not just applies to the typical customer loyalty programs of B2C businesses. B2B businesses can also benefit from something similar, if not exactly the same.

Take ERP software as a good example. Now software has always this habit of needing an update and this kind is of no exception. In fact, since ERP software is so vital to the way a corporation runs things, updates can be vital in keeping bugs in check.

However, what if someone has an inquiry requiring these updates? Furthermore, what if you've decided to market a new, upgraded version of your previous product and you want encourage the owners of the old version to enjoy the benefits of the upgrade too? That is why you have to keep them loyal. Not only would you be doing them a great form of customer service, that customer service can become a lead generation in its own right.

So how does one address the communication requirements for this type of service? Well, you can always make use of inbound telemarketing. In fact, telemarketing companies probably use the most classic way because inquiries into something as complex as ERP software might be better if you had a real person answering the client's concerns.

Telemarketers don't always focus on outbound. A call center can be just as much a base of operations for customer services as it is for marketing. Why don't you contact one now? That way, you can see just how many ways customer service can be turned into a lead generation tool too!

Sunday, December 4, 2011

Software Telemarketing Can Augment Offline Marketing

For software-savvy companies, even those in the B2B side of the market like ERP software, internet marketing is the first idea to cross their minds when it comes to lead generation. Hence, the lead generation services they first seek out (or develop in-house) are those skilled in e-mail marketing, website design, and search engine optimization.

Granted the digital nature of any software product, that much is expected. However, it's still not flawless and there are times when you find it quite arduous competing for things such as traffic, hits, and site references. It's during these moments that you start google searching for more effective means that amplify your online marketing stratagem.

Surprisingly, common piece of advice involves getting off the internet and use so-called 'offline' means of directing people to your website. Things such as putting your site on business cards, putting the name of your website on the paper, and even passing out fliers.

Now of course that might be effective in getting people to look up your website and browsing it for info on your ERP software tools. However, what happens when it's not enough for the ones you've attracted and they'd rather contact you more directly? E-mail doesn't always work well due to both issues of text and at the same time, the risk of each other's messages getting caught in your respective spam filters.

This is why it's best to have inbound telemarketers at the ready to take their calls. Telephone calls still boast the most direct and believable means of communication compared to just simply internet ones. Outsource to an experienced telemarketer now and you can have all those inquirers become promising, qualified ERP leads.

Thursday, December 1, 2011

Scammers Are Telemarketing Amateurs

Last November 7th, 2011 StarNews Online uploaded a report on a recent telemarketing scam involving callers posing as software technicians for Microsoft and targeting senior citizens. Now before you start thinking that this has become yet another piece of evidence in the case against the practice, read this portion right near the end of the article:

“The scammers often call from an area with lots of background noise. Most consumers have reported hanging up on them before completing the steps, but the scammers often call back.”

If you actually looked up on blogs from professional telemarketers, you will realize that these scammers not only pose as telemarketers, they pose as really, really bad ones. The quotation above not only cites one but two violations that cause telemarketers to fail in their endevaors.

The first is obviously background noise. If you had even just worked closely in the same call center as these agents, you will find that they really chastise those who create too much noise. This call to silence is even more strictly imposed when the agents are in the process of calling (and receiving calls) during their lead qualification phase. You see in B2B lead generation, they would be communicating with many important business people and the last thing they want is to ruin their professional image with unexplained noise.

The second violation is impolite persistence. Real, experienced call center agents actually reject the pushy salesmen attitude. If the receiver clearly shows no interest. They must stop and move on to the next number on the list. They do not call again.

Don't let scandals like this discourage you from outsourced telemarketing if you really wish try it for your B2B business. Scammers who try to pose as telemarketing agents are in fact the worst of amateurs.

Related Posts Plugin for WordPress, Blogger...