Category Archives: Telemarketing

Holding A Lead Generation Pipeline in the Face of Disaster

Last week, images of the exploding Antares rocket made the news as officials are now looking into any possible cause for the catastrophe.

Oh but wait, unlike other space-mission malfunctions, this one didn’t come at the cost of human lives. What a relief eh? But you know, as much you should always be glad nobody was killed, the rocket’s development still cost hundreds of millions of dollars.

Much like a lead generation campaign, the negative long-term effects of a major accident can still pose a very eminent threat to the people involved.

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Inbound Prospects and Desperate Princes

The movie Dracula Untold is yet another story where desperation drives a decision maker to make the hardest decisions. You might not know a decision maker faced with defending a against an advancing Turkish army, but there are many similar problems that drive them to make desperate deals.

But you know, maybe the biggest challenge is the fact that they see you as their Master Vampire.

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Lead Generation Campaigns Shouldn’t Be an Excuse for Core Issues

The core of your business could very well be your only competitive advantage. Yet while this little epiphany is making rounds among the guru blogs and thought leader circles, it’s another one of those that’s not easy in practice.

The problem can be especially serious when you use your lead generation strategy to cover up core issues. Forget obscure marketing and hype. That’s just one way a lead generation campaign can distract you from what matters.

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Modern Appointment Setting – The Old Art of Leaving Your Number

Despite the trappings of the internet, big data analytics, and sophisticated targeting, much of today’s appointment setting M.O. remains the same. One particular aspect of it is giving prospects the idea (and the freedom) to contact you whenever they want. Whether it’s on a brochure or on your website, the tactic of leaving your contact details lying around has been used even before professionals started to use the first calling card. To understand this is to understand a core element to successful appointment setting.

And make no mistake, this isn’t just used in inbound marketing. Active, outbound marketing also makes a point to make sure your leave a lot of doors open for which your prospects can walk through. In fact, when you see the essence of this strategy, it doesn’t really matter what you’d call it. So long as you’re hoping for a follow-up, you’ll need to leave some contact details behind.

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Clear Your IT Leads of Village Idiots

Normally, it’s always advisable to think the best of your customers. On the other hand, this shouldn’t be a reason to include the so-called ‘village idiots’ in your prospect organization.

Yes, it sounds rather obnoxious to suspect any potential client of being that stupid. But remember, sending the wrong prospect to a sales rep is more likely going to frustrate them. You don’t honestly think the village idiot is going to those qualifications now do you?

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