Technology

Lead Generation - Opening the Right Doors

Posted Tue, 2009-06-16 13:05 by chris

When you start your work day and open up your schedule to view the list of appointments in store for you, there will likely be several on the list who will be considered difficult sales. Even the most efficient and knowledgeable salesperson will run across those potential clients who simply take more time and extra finesse to win over, and there will be some who will not be sold despite many valiant attempts. The good news is, if the person was scheduled through dynamic lead generation techniques, then he or she was at least willing to hear you out, giving you the opportunity to plead your case and possible make the sale.

Lead Generation: Quality vs. Quantity

Posted Fri, 2009-06-05 17:36 by chris

It is the age-old question that has haunted sales VPs since the dawn of time: should I focus on quality or quantity in obtaining leads? Of course, ask ten sales VPs this question and all ten will tell you that they want both. But, given the cost trade off, what is the best course of action when it comes to lead generation?

Leads come in varying degrees of quality, also known as the level of qualification. Highly qualified leads include up to date contact information, access to the decision maker, and an established level of interest or need. Poorly qualified leads may be little more than a company phone number.

Outsourcing lead generation at the highest level is appointment setting. With appointment setting, the lead provider takes on the responsibility not only for obtaining the lead, but also for qualifying the prospect and actually setting a time for your sales force to meet with the prospect to close the sale. Outsourcing your appointment setting relieves your sales staff of a great deal of unproductive prospecting, but is expensive to come by. Only the best lead generation companies can offer value as appointment setters because of the high level of training and extensive manpower required to provide this service.

Online Lead Generation Connects With Customers

Posted Fri, 2009-06-05 17:02 by chris

In today’s struggling economy, it is harder than ever for sales-driven businesses to generate promising leads and to book a solid calendar of appointments. The last few months have proven that no company, no matter their reputation and size, is safe from the consequences of the global recession. As the axe closes in, some companies are panicking and resorting to more pushy sales pitches, while others look for more intelligent ways to spend their time and money in generating sales.

The nature of lead generation depends entirely on the decision process of the buyer. For more complex products and services, a complex decision process is required. An increasing amount of buyers are now tuning out sales pitches while they cut all the unnecessary costs of their business. There are still buyers out there, but they are getting more difficult to find and close successfully.

External Resources

The following are useful resources and links to other business process outsourcing, sales and marketing sites. All of these sites are external to TeleArk.com.

TheRaveBlog - A Sales Perspective -  A unique and often comical approach to sales.  Provides a unique perspective to sales and relating todays topics to the evolving markets.

Sandler Training - "Sandler Training is a world leader in innovative sales and sales management training. For more than 40 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped salespeople and sales managers take charge of the process." - http://www.sandler.com

Perl.org - TeleArk is a proud supporter of open source and Perl.org by providing a dedicated IRC (Internet Relay Chat) node for irc.perl.org called irc.teleark.com.  Perl is a stable, cross platform programming language. It is used for mission critical projects in the public and private sectors and is widely used to program web applications of all needs.

Telework Research Network - Are you looking for a work-at-home job or business? Are you tired of torturous commutes, endless meetings, and countless interruptions? Do you want a better balance between work and life?  For thousands of people just like you, a work-at-home job, freelance career, or home business is their road to freedom, control, and happiness.

Call Center Directory - Call Center Directory is the number one online resource for information regarding call center industry

Call Centers Directory - is one of the worlds biggest and the most regularly updated index of call center service providing companies including inbound and outbound call centers, helpdesk customer service, live telephone answering, order taking, data processing, telesales, telemarketing and much more.

 

 

 

 

 

 

A new age of selling

Posted Wed, 2009-04-29 16:18 by brian

It’s really hard to differentiate one marketing firm from the other nowadays. Reason being that many marketing firms offer the same kind of services without really offering something unique and competitive. When you hire a marketing company to find sales prospects for you, all that they do is give you some companies/leads to work on claiming that these are real opportunities. Sure, sometimes you get some real hot leads but the rest can be complete “garbage”. As a result, you end up looking like a dog chasing its tail. The problem with these companies is that their way of thinking is very antiquated. They use outdated techniques and often use "sweatshop labor" to get the job done.
Most traditional selling/marketing systems use the following steps in generating their leads and appointments: