Latest telemarketing news from B2B Contact Marketing | B2B Customer Management

Big data shouldn’t be a big headache

Posted on March 9, 2012 by Myles

The latest B2B Customer Management email explains why big data shouldn’t be a big headache. To receive the latest B2B CM updates please join our mailing list.

Businesses today have access to more data than ever before. It’s become much easier, faster, and less costly to create a prospect database that contains contact, and background, information on prospective customers, giving your company the ability to do much better targeting.

How do you know you have the right data?

The more data you hold, the greater the chance it contains errors.
It’s easy to mistake duplicate information.
Missing information in records can be hard to find.
Information overload can prevent you finding the really valuable data.

Let B2B CM solve your data issues

We know how databases tick and how to make prospect records achieve your business goals. Whether it’s auditing your existing information, enhancing your records, or creating a new prospect universe we can turn big data into the right data.

Call now on 01244 521 557

Posted in Accurate data, Analyse results, Competitive intelligence, Data analysis, Data audit, Data cleanse, Data Evolution, Direct Mail, Telemarketing | Tagged data, data audit, data cleansing, data evolution, how to, integrated marketing, telemarketing | Comments Off

3 Reasons why telemarketing is better than social media

Posted on March 8, 2012 by Oliver_Gibson

If you have been around the block a few times, you start to see a pattern, little indicators of what will happen next.

The current fashion for social media is starting to follow this trend.

Noticed a few very famous companies, valued higher than the GDP of smaller countries, but still not actually making a profit?
Noticed how it isn’t actually possible to measure how much better these companies make life, compared to the ‘old way’?
Noticed how the media still highlight every new piece of news in the sector?

When did this happen before?

Remember AOL and how it was able to buy Warner Brothers with shares?
Remember when you could publish a PR, announcing your new website, and you would get news coverage?
Remember when it was predicted that all businesses would get wiped out by ecommerce?

All this happened during the Dotcom boom of the late 90s.

While everything that was announced had an element of truth about it, most of the facts are always covered in hype. It is, however, also very true that every new business idea goes through a boom period, this happened to telecoms in the 1950-60s, and even tulips in the 1680s. However, the most famous indicator of any boom, is the phrase, “But it’s different this time!”

Why is telemarketing better that social media?

Telemarketing is where a phone call is made to an individual and a question asked about a service or a product. The ultimate goal is to create a list of people who would like to buy this service or product now. This list, and it may only have a few names on it, is the product of making hundreds if not thousands of calls.

Reason 1 why telemarketing is better than social media is that we can tell you how many phone calls we need to make to give you a list of appointments.

In telemarketing we have lists of phone numbers matching all sorts of profiles. We can create a campaign where we talk to every director of every big company in the country about your product, and you will have the answers within the week.

Reason 2 why telemarketing is better than social media is that we can target potential clients and get a formulated feedback within a fixed time frame.

The telemarketing process is so well formulated, that we are able to create a Return on Investment projection which can be clarified for new clients. If you spend X, you will get X no of sales.

Reason 3 why telemarketing is better than social marketing is because it works every time – within reason!

Social media has its place, but it is currently being pushed as the answer to everything. Social media is best used as an on-line equivalent of a networking forum. It’s great for discussing ideas, but it’s no good at closing a deal! If you are looking for a number of leads in a short period of time, get on the phone!

B2BCM is a telemarketing company who spend their time talking to real people about the products and services our clients want to talk about.

If you want to see more sales, we can help. Talk to us.

Posted in Appointment making, Blog, Call centre, Cold calling, Cold calling, Lead generation, List building, Outsourcing, Telemarketing | Tagged Appointment making, appointment setting, B2B, best practice, integrated marketing, lead generation, social media, telemarketing | Leave a comment

The greatest sales tool ever

Posted on February 27, 2012 by Myles

Our latest email newsletter is out, and you can read it below. If you’d like to receive our regular email missives then please use our email sign-up form.

The phone is one of the greatest sales tools ever.

With it you can create a stable base for your business plans, develop a rewarding relationship with existing customers, and deliver growth. In the right hands it delivers the results you need in a transparent, measurable way.

The best phone is the one you don’t own.

B2B Customer Management have the skills, experience and call centre technology to deliver your campaigns on budget and on time. You maintain all the benefits of telephone sales but without the stress, and cost, of maintaining a full time internal sales division.

Call now on 01244 521 557 to discuss your campaign requirements, or fill out the form below.

Posted in Accurate data, Appointment making, Blog, Cold calling, Create prospect database, Email, Filling sales pipeline, Lead generation, List building, Looking for new customers, News, Outsourcing, Telemarketing, Understand customers | Tagged email, newsletter, outsource, telemarketing | Leave a comment

DMA North elections

Posted on February 22, 2012 by Myles

We’re excited to announce that B2B CM Managing Director Stella Jones is standing for election to DMA North in the current DMA elections.

The role of DMA North is to maximise the use of direct marketing and establish itself as an authoritative source of information and comment on the use and benefits of direct marketing in the region.

Talking about her nomination Stella said,

“DMA North does fantastic work keeping businesses informed of the benefits of direct marketing, and establishing best practice as a goal we should all aim for.

“I understand the challenges businesses face and the impact direct marketing can make on their performance. As part of DMA North I would be committed to promoting best practice across the region and encouraging businesses to integrate direct marketing into their sales strategy.”

Yes we can

If you’re a DMA member and would like to vote for Stella then please visit the DMA elections site. If you’ve not registered for the DMA website previously then you can do so from the elections website.

Posted in Associations, Blog, News, Team | Tagged DMA | Leave a comment

Customer Evolution

Posted on February 21, 2012 by Myles

Turn old customers into new growth.

For any business, an existing customer should be an asset in your growth plans. Customer Evolution provides a 360-view of your current customer base, helping you develop your strategy and achieve more…

Ensure customer records are accurate.
Understand customer needs.
Establish future purchasing intentions.
Encourage customer loyalty.
Target new prospects based on existing customers.

B2B Customer Management helps you understand your customers in more detail. We uncover the hidden information your customer database holds and create a valuable stream of new business from dormant accounts that you have long since forgotten about.

To generate new sales from existing customers call 01244 521 557 or fill out an enquiry form.

Posted in Customer loyalty, Customer survey, Customer validation, Improve customer loyalty, Mystery shopping, Understand customers | Comments Off

If it walks like a duck

Posted on February 14, 2012 by Myles

When we’re talking to prospective customers, one of the first things we do is ask them if they currently do any telemarketing. Some respond to this question with a clear negative. They don’t use telemarketing, and, in some cases go further to say they would never consider it.

Being good telemarketers we don’t leave the conversation there. Instead we question more to find out if:

Field sales teams ever ring customers to book appointments?
Prospects and customers are phoned to confirm contact details prior to sending an email / something in the post?
There’s a phone number for existing customer to ring when they want to buy more?
Anyone contacts existing customers to see if they need any help?

The answer to at least one of these questions is generally ‘yes’. And if you answer yes then it means you do telemarketing without realising it.

A rose by any other name.

Let’s be honest, in some quarters there is a stigma attached to ‘telemarketing’. Despite its transparent ROI, and ability to connect businesses and customers together in a way no other platform can, telemarketing suffers from being the ‘poor relation’ to other marketing platforms. That’s why some companies do the same activities which we call telemarketing without ever using the name.

If you engage with customers using a telephone, you are telemarketing. If you call people to start off a sales conversation, you are telemarketing. If you make sure you have the right contact details for someone by asking them, you are telemarketing.

It doesn’t matter if you don’t use the word telemarketing. It doesn’t matter if your business mistakenly thinks telemarketing is ineffective. Telemarketing activity works, and the fact so many companies use it, but choose a different name, doesn’t change that.

Of course, if a business is conducting telemarketing under another name there’s a good chance they are not doing it as well as they could. That’s where B2B CM can provide the support you need to take your current telephone activity and build a fully productive telemarketing campaign.

Find out more by calling 01244 521 557.

The ‘If it walks like a duck’ article was written by Steven Winstone

Posted in Appointment making, Blog, Cold calling, Cold calling, Data, Data audit, Data cleanse, Filling sales pipeline, Lead generation, List building, Looking for new customers, Outsourcing, Telemarketing, Telemarketing Services, Understand customers | Tagged Appointment making, appointment setting, B2B, best practice, integrated marketing, telemarketing | Comments Off

Ready to outsource?

Posted on February 9, 2012 by Myles

The benefits of outsourcing are clear. You save time, money and complement existing skills, bringing serious, measurable ROI and delivering your business objectives on target and on budget.

We’re ready, are you?

Choosing the right sales outsource partner is important. The relationship you build together will have a lasting impact on your businesses success and you need to make sure they:

Understand your company ethos — Your business has a unique set of values with drive the business forward. An outsource agency needs to tacitly understand what makes you tick.
Converse intelligently and passionately about your products and services — An outsource telemarketer needs to know your products inside out and ‘live the brand’ if they are to maximise sales results.
Integrate seamlessly with existing systems and teams — Information passed between outsourcer and your internal operations needs to be in the right format for your own CMS platform and the people at both organisations need to work together to achieve the best results.
Represent your brand values — Your brand has been carefully cultivated to create your niche in the market. Your outsource partner needs to reflect your brand correctly.

B2B Customer Management provide sales outsourcing for clients of all sizes. We know we can help you achieve your goals within the timescale you need to achieve company growth.

To find out more call 01244 521 557 or use our contact form.

Posted in Appointment making, Blog, Cold calling, Lead generation, Outsourcing, Telemarketing | Tagged Appointment making, appointment setting, lead generation, outsource | Leave a comment

Cold calling

Posted on February 7, 2012 by Myles

Growing your business means attracting new customers. Attracting new customers means keeping your sales team busy fulfilling appointments. Keeping their diaries full doesn’t mean spending valuable time creating their own appointments through cold calls.

Reaching out to a database of prospects takes time, it involves building a swift rapport with gate-keepers and decision makers, and can mean multiple conversations before an appointment is finally made.

In short, cold calling, for making appointments, is a specialised skill, and your businesses needs to decide if your internal sales teams are best employed making cold calls or fulfilling appointments.

More customers, more sales, more of the time

Outsourcing has many advantages over in-house cold calling.

Free up internal resource — You want your sales team to be as productive as possible, that means having them focus on their core skill of closing sales, not spending time filling their diaries.
Improve conversion rates — We’re cold calling experts. We know how to take a prospect, assess its suitability and turn it into a sales appointment.
Fill a skills gap — Cold calling requires specific skills. If your business lacks those skills outsourcing to B2B CM improves your performance without the need to bring on new staff.

Using our telemarketing skills to outsource your appointment making means boosting sales and improving your ROI, delivering better business performance.

If you’re ready to find out more about how we can keep your salespeople’s diaries busy and generate full sales pipelines then call +44 (0) 1244 521 557 or fill out the enquiry form below.

‘Cold Calling’ written by Steven Winstone

Posted in Appointment making, Call centre, Cold calling, Cold calling, Looking for new customers, Telemarketing | Tagged Appointment making, appointment setting, B2B, cold call, integrated marketing, lead generation, telemarketing | Leave a comment