5 Cardinal Rules for B2B Telemarketing Success

Sales | 5 minutes to read

21st Feb, 2022

There is intense pressure on telemarketers as the landscape has become increasingly noisy and competitive. Many enterprises are struggling to keep up. Traditional ways of telemarketing are not as effective as they used to be. Here are some proven strategies to help them grow the pipeline and drive sales.

Snapshot

    • Traditional telemarketing is time-consuming, stressful, and unpredictable.

    • Successful telemarketers are entering the market with smarter and expanded capabilities.

    • They are able to maintain a healthy pipeline, identify the right prospects, and streamline processes with personalization.

    B2B telemarketing services is one of the most efficient and cost-effective demand generation tools for b2b businesses worldwide. Marketers leverage this traditional form of marketing because it offers higher response rates compared to other direct marketing alternatives. Telemarketing can be either inbound or outbound, depending on the business’s goals, objectives, and products/services.

    While b2b telemarketing can be a lucrative sales method, it all depends on how marketers execute their campaign objectives. The difference between successful b2b telemarketing services and a failed effort rests in the entire campaign’s planning, goal setting, and execution. There is intense pressure on b2b telemarketers as the landscape evolves quickly and becomes increasingly competitive. Many enterprises are struggling to keep pace with changing market dynamics and customer response to direct marketing. Traditional b2b telemarketing services are no longer effective and need to be optimized for the digital age to achieve maximum success. Here are some future-forward strategies that will help b2b enterprises augment their telemarketing processes for future success.

    Difference between B2B telemarketing & telesales services

    The terms b2b telemarketing services and b2b telesales services are often used interchangeably, which is not entirely correct. While they may sound identical, the nature of what they seek to accomplish distinguishes them.

     B2B Telemarketing: Business-to-business telemarketing is the process by which companies reach out to prospective business customers to communicate the value of a product or service and to establish an open dialogue. B2B telemarketing has a tangible and quantifiable influence on business revenue and overall profitability. Supported by digital marketing campaigns, they can have amplifying reach and results.

    B2B Telesales: Telemarketing produces leads, but telesales translates them into sales. B2B Telesales is the sale of goods and services directly over the phone. It is about encouraging potential customers to make a complete purchase, just as telemarketing is about facilitating offers. The responsibilities of telesales are to sift through leads generated through various marketing campaigns, get a better understanding of how to convert leads to paid customers, and promote upcoming offers to customers.

    B2B Telemarketing- Determining Factors

    Businesses continue to grow on the basis of both inbound and outbound b2b telemarketing. It has a measurable impact on business revenue and net profit. Before launching a campaign, it is important to remember that b2b telemarketing strategies complement marketing initiatives. The sales team needs to know which sales channels are most productive, but the marketing team also must know what the product or service goals are. Keeping an open communication channel with the marketing team will allow the two teams to integrate their strategies.

    Another determining factor is Customer segmentation and the development of a well-segmented Persona. A well-structured persona can help the enterprise determine how to allocate their time, how their products or services should be designed, and whether they are generating leads for the right people. Once all the parameters are taken care of, the telemarketing team can establish realistic campaign objectives and decide what they want to achieve through the campaign.

    5 cardinal rules for b2b telemarketing

    Let’s explore some NexGen tactics to improve the productivity and ROI of the B2b telemarketing campaigns:

    Research and Robust database

    The potential usefulness of research is in acquiring a better understanding of the customer base and building and refining the database through extensive consumer profiling. These insights based on current market trends, competitive intelligence, and consumer sentiments aid in defining the sales communication and determining the call’s objective. Usage of AI and data standardisation tools helps avoid major data gaps, high rejection rates, and lost marketing spending. A reliable database guarantees effective lead generation, higher conversion rates, and deeper market penetration.

    Flexible Script

    Before conducting a telemarketing call, it is crucial to have a personalised script ready. The tone of the script should be empathetic while conveying key information about a brand and its products. The script’s flexibility allows the caller to engage in conversation and reply to relevant questions posed by the customer. The goal is not to deliver a monologue over the phone; rather, it is to establish a rapport with the customer for a potential sale.

    Time is of the essence

    Choosing a time slot for a telemarketing call is pivotal and should be based on geographical location, industry, customer preference, and profile. Most business leaders do not want to be caught unawares in the middle of a crucial and hectic day and end up rejecting the calls.

    As a result, it is essential to pick an appropriate time to contact prospects.

    Read our latest blog “5 Best Strategies to Build a Winning B2B Telesales Campaign“ to unlock the best-fit strategies and techniques to optimize B2B telesales services for maximum ROI.

    Training and Development

    Telemarketing, like any other job, requires special skills. Often companies overlook the importance of training their biggest asset, the telemarketer. However, these skills can be fostered through practice, resulting in very well-informed individuals who can accurately address the prospects’ information needs. They can create an impactful first impression, can listen and persuade, and engage in a conversation with the customer.

    Analytics

    The ultimate goal of a telemarketing campaign should exceed the results. To see how effective your campaign is, go beyond the number of calls and the revenue generated. Determine the number of conversions, the ratio of good to bad calls, and how leads are converted to sales. Depending on the type of business, you may need to set a specific time frame for each of these metrics. This helps determine the return on investment for the entire campaign.

    The Final Word

    Given the unusual constraints and limited access to customers in the post-pandemic context, B2B telemarketing is increasingly being superseded by digital alternatives to boost business growth. In today’s digital environment, a sensible marketing strategy cross balances traditional b2b telemarketing and sales approaches and myriad digital alternatives accessible to businesses.

    Engagement by telemarketers can help one understand the buyer’s objectives and priorities and offer the prospect a seamless experience. Skilled telemarketers engage buyers on an emotional level, enabling them to glean critical information that might affect future dialogue and build deeper relationships.

    Contact us to learn more about tech-enabled B2B telesales services and schedule a free consultation with our telemarketing experts.

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