Telemarketing facts & figures: How are you REALLY doing? What example are you setting?

Tags: activity, legacy, recording, results
Posted in: Telesales, Author: admin (August 4, 2010)
 
Have you ever wondered why the memoirs and biographies of some of the most notable achievers in history always sell so well? The reasons have much to do with the desire of many readers to replicate the success of the author. 
 
Imagine for a moment that in 50 years from now, your life-story and achievements are being read by someone that is looking for inspiration and wants to achieve something meaningful in their lives through personal communication…
 
If you're dwelling upon whether or not this will be the case for you, you'd be missing the point here. The point is this: Are you recording the activity AND the results of every one of your telemarketing campaigns? If not, why not? How will you know whether or not you are improving your effectiveness?
 
On any given day, you can record the number of calls you made, the number of unanswered calls, wrong numbers, contacts out of office, call backs to be scheduled, voicemail messages you left and conversations you had with decision makers and non-decision makers. You can even record the calls you 'fluffed', you know, the ones where you could have said something more helpful than you did on a particular call so that you at least know you will have something new and more useful to share with your prospect the next time you contact them.
 
When we say recording calls, we mean using paper call logs, CRM software packages and spreadsheets. However, recording audio files of the calls you make can also prove very helpful and enlightening: You can hear again the mood of your prospect, the key things that he or she said and you can also appraise your vocal qualities and delivery such as your intonation and also your responses to your prospect as well as the content of your message. What you hear may surprise you but it will do you no harm in helping to raise your game and deliver greater value with every call you make.
 
Recording activity and results also serves another important purpose: It sets a benchmark for colleagues, now and in the near future. It's a great way to show what works well and what to avoid doing so that others can learn more quickly from your mistakes and increase the performance of the sales team in your organisation.
 
How do you want to be remembered for your telemarketing and telesales calls?
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We don’t outsource our sales because … #5

Tags: outsourcing, reasons, sales, telemarketing
Posted in: Appointment Setting, Business Development, Customer Acquisition, Telesales, telemarketing, Author: admin (June 23, 2010)

The last post in our series of blogs about the reasons people give for not wanting to outsource their telemarketing campaigns.

You can find the others here: #1 / #2 / #3 / #4

We don't outsource our sales because:

We don’t need someone full-time

One of the main advantages of Outsourced Selling is its flexibility. 

You might start off needing as little as one day a week – but then you might want to launch a new project, and suddenly want a lot more resource. 

This is a preview of We don’t outsource our sales because … #5. Read the full post (246 words, 1 image, estimated 59 secs reading time)

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We don’t outsource our sales because… #4

Tags: control, excuses, telemarketing, Telesales
Posted in: Appointment Setting, Business Development, Cold Calling, News & Views, Telesales, telemarketing, Author: admin (June 21, 2010)

#4 in our series of blogs about the excuses people make when it comes to outsourcing sales, increasing leads and freeing up their own time.

We don't outsource our sales because…

I don’t want to lose control over the sales function, and surely this is inevitable with Outsourcing.

Good communication lies at the heart of a good outsourcing service, and when you are in discussions, this should be one of the core issues that you should investigate.  

This is a preview of We don’t outsource our sales because… #4. Read the full post (233 words, estimated 56 secs reading time)

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We don’t outsource our sales because… #3

Tags: brand building, excuses, telemarketing, Telesales
Posted in: Appointment Setting, Business Development, Cold Calling, News & Views, Telesales, telemarketing, Author: admin (June 14, 2010)

Continuing our series of blogs about the reasons people say that they don't want to outsource their sales to a telemarketing compny, here's #3:

 I want to build my brand and not the brand of the Outsourcer.

A good outsourcer will help to build your brand. 

They will take time and trouble to get to know your company and the products and services that you need promoting. 

They will also assume your corporate identity, and introduce themselves as being part of the company – they will even have a company email address. 

This is a preview of We don’t outsource our sales because… #3. Read the full post (155 words, 1 image, estimated 37 secs reading time)

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We don’t outsource our sales because… #2

Tags: excuses, outsource, sales, telemarketing
Posted in: Business Development, Customer Acquisition, Telesales, telemarketing, Author: admin (June 10, 2010)

Continuing our series of reasons people give for not wanting to hire a telemarketing companyd, today we have:

I already have a sales team

It’s common for an SME to have a couple of sales people who are expected to do all the sales related work: they generate their own leads, have to go out of the office on calls and close the sales too.  This can be a moderately successful model, if you have found good people to work for you, but typically sales go through peaks and troughs. The sales person makes lots of calls and generates appointments and then as he/she is out on appointments they cannot be generating more leads!

This is a preview of We don’t outsource our sales because… #2. Read the full post (235 words, estimated 56 secs reading time)

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We don’t outsource our sales because…. #1

Tags: outsource, sales, telemarketing
Posted in: Business Development, Cold Calling, Customer Acquisition, Telesales, telemarketing, Author: admin (June 8, 2010)

It's amazing the misconceptions people have about outsourcing their telemarketing and sales – we've written about it before, but in this series of blog posts I'm going to address a few of the obstacle we come up against, and explain why I think they're wrong (feel free to disagree in the comments!)

Sales Summit IWe don't outsource our sales because…. #1

… We’re going to recruit our own in-house sales team

Really? 

Good sales people can earn large salaries and even larger commissions, simply because selling is very skilful, hard work and not many people have the aptitude for it. 

This is a preview of We don’t outsource our sales because…. #1. Read the full post (347 words, 2 images, estimated 1:23 mins reading time)

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