Telemarketing: How-to articles covering the latest marketing tactics, tips, and strategies.

• How to Properly Close the Loop... and the SalePeter Gracey
  First impressions matter a great deal. That's why you need to structure your sales calls to establish rapport and drive toward a sense of trust and camaraderie with your prospects. ...
  Customer Behavior, Customer Relationships, Lead Nurturing, Management, Sales, Sales and Advertising, Telemarketing
• How to Evaluate and Select a B2B Teleprospecting PartnerKathy Rizzo
  Many marketing organizations are now placing an emphasis on the role of teleprospecting as a component of their B2B lead generation strategy. Here are seven steps (and an RFP outline) ...
  B2B Marketing, Lead Generation, Management, Sales, Telemarketing
• Five Ways SMBs Can Track the ROI of Social Media AdsIrv Shapiro
  Before SMBs embrace new advertising opportunities offered by social networks, they need to seriously consider how to go about measuring the ROI impact of such ad investments.
  Advertising, Email, Landing Pages, Metrics, ROI, Small Business, SMBs, Social Media, Telemarketing, Twitter
• Science + Structure + Metrics = A Winning Formula for Positive Teleprospecting ResultsPeter Gracey
  "Science + structure + metrics = successful outcomes" might not be the formula that immediately comes to mind for improving your teleprospecting results, but following it step-by-step is a great ...
  Customer Acquisition, Lead Generation, Sales, Telemarketing
• Don't Just Script... Teleprospecting Done RightPeter Gracey
  The way teleprospectors phrase their questions and emphasize key messaging can be the difference between a fully qualified lead or a dial tone. But don't fall into the common trap ...
  Content, Customer Acquisition, Sales, Scenarios, Telemarketing, Writing
• Four Ways to Improve the Lead-to-Sales HandoffKathy Rizzo
  Improving the lead-to-sales handoff at your company—and setting lead follow-up guidelines—can significantly boost ROI and help close Sales. Learn four invaluable handoff techniques you should be implementing.
  B2B Marketing, Collaboration, Customer Acquisition, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Challenges, Sales, Telemarketing
• B2B Sales and Marketing Lack Tools for Effective Selling Conversations
  B2B salespeople spend roughly two-thirds of their time selling in virtual environments—via the Web and telephone—yet most companies haven't adapted their sales skills or content marketing tools to deal with ...
  B2B Marketing, Research Summaries, Sales, Telemarketing
• What Doesn't Work in Lead ManagementDan McDade
  Effectively managing sales leads today is tricky, but not if you understand the problems between Marketing and Sales. Learn which four lead-management strategies could be hindering your success.
  Collaboration, Lead Generation, Marketing Tips, Sales, Telemarketing
• 12 Small-Business Marketing Phone Tips for the 12 Days Till ChristmasKevin Baker
  During the holiday season, how do you reconcile the high-pressure needs of your small business with your family's desire to roast chestnuts on an open fire? Having a virtual phone ...
  Direct Marketing, Marketing Tips, Small Business, Technology, Telemarketing
• Case Study: How an Automotive Dealership Used Voice Marketing to Supplement Sales, Boost Customer RetentionKimberly Smith
  While automotive dealers struggle to survive, Mike Miller Hyundai has reached out to customers via voice marketing, at a fraction of the cost of direct mail. Now: service bays are ...

Telemarketing: Online seminar broadcasts from the best minds in marketing

• Dialing Isn't Dead: How B2B Marketers Can Pick Up the Phone and Pick Up BusinessBroadcast on 10/2/2008 with Michael A. Brown
  When e-marketing hit its stride, you didn’t toss out your telephones, did you? Neither did your business prospects and customers.
  B2B Marketing, Channel Marketing, Customer Acquisition, Lead Generation, Marketing Strategy, Measurement, Sales, Telemarketing
• Crash Course #7: Integrated Media Planning in B-to-B Direct MarketingBroadcast on 2/1/2007 with Ruth Stevens
  In this information-packed session, we will discuss the media opportunities available to B2B marketers for customer acquisition. We'll cover the standard workhorses, like mail, phone and trade shows, as well as the new options, like prospecting databases and insert media.
  B2B Marketing, Customer Acquisition, Direct Marketing, Email Lists, Marketing Tips, Telemarketing, Trade Shows/Events

Telemarketing: Marketing downloads for the busy professional

• Direct Marketing How-To Guide: Your Template for Optimal Media Selection for B2B Marketing
  Find out what's new, what's hot and what's not in B2B marketing trends.
  B2B Marketing, Direct Marketing, Search Engine Marketing, Telemarketing, Trade Shows/Events, Websites