Outside demand generation firms (sometimes called appointment scheduling) can be a critical component of your marketing strategy. They bring a level of data science and technology to cold calling that is difficult to replicate in-house. But the logistics of managing these outsourced sales processes are more complicated than you might think. Below are ten sticking points that often cause friction…
Tag: inside sales
Outsourced Demand Generation – 10 Questions to Answer Before Hiring an Agency
Looking to boost your lead generation results this year? Using an outside appointment scheduling (sometimes called outsourced demand generation) firm could be a key piece of the puzzle. I’d recommend anyone selling B2B experiment with these outside firms. They bring a level of data science and marketing technology that is difficult to replicate in-house. But they are not magicians or…
Interns, Assistants and Consultants – Do You Follow Up on the Leads?
Suppose you had 100 inquiries on your website today. In other words, 100 visitors registered to watch a webinar; download a white paper; or take a free trial of your product. Which ones do you call back? And which ones do you discard?
Inside Sales – Eight Habits of Highly Successful Organizations (Part Two)
Many people underestimate the level of effort required to build a Highly Successful Inside Sales Team. There is much more to Inside Sales than hiring some lower paid reps and connecting a phone system. To get the most out of your Inside Sales organization requires optimizing every aspect of the operation. In my last post I started a list of…
Inside Sales – Eight Habits of Highly Successful Organizations (Part One)
Inside Sales has become a critical component of the sales and marketing strategy for all high tech companies. Many companies are using Inside Sales to generate leads for their field organizations. Others use Inside Sales to not only find deals, but also close smaller sized deals. But there is more to Inside Sales than hiring some lower paid reps and…
What Swingers Can Teach Us About Web Leads
One of my favorite scenes from the movie Swingers is when the group is debating how long Mikey should wait before calling a girl he just met at the bar. The group argues amongst themselves about whether two, three, four or five days is the best duration before calling. While a delayed response to new leads in the dating scene…
Fall in Love with Outbound Marketing Again
Over the past five years, outbound marketing has become the red-headed stepchild of the marketing industry. It seems like every conference that you go to; every book that you read; every consultant that you talk to will give you the speech on how you should go inbound. There are good reasons for bashing outbound. Buyers are sick of being sold…
