Posts Tagged ‘sales infusion’

7 Valuable Misconceptions about Outsourcing Appointment Setting

Friday, April 17th, 2015
  1. annoying callsWhen you outsource appointment setting will get a robocaller making your calls. I don’t know what is worse a robocaller or waiting for the live person to come on the line. If you are selling robocalling systems – then you may want to use a firm that uses them – if not – why annoy them?  Ask what type of calling system the firm uses. It’s a bad idea to annoy the prospect.
  2. Appointment setters are not from the United States. That may be true – and this is something you should ask before you hire a firm. Ask to speak to the team members that are calling on your behalf. They should sound like they are calling from your company. If you’re selling Italian wine – you may want your callers to be from Italy. In general – companies in the US want someone that they can understand. It is a reflection of your business.
  3. Appointment setters make bogus appointments because they get paid on how many appointments they set. This can be true. Once again – ask the firm how the callers are compensated. Ask for references. The goal of a good appointment setting firm should be to give you the highest quality appointment. Why? Because they want you to continue doing business with them.
  4. I’m afraid I’m not going to get what I have paid for. A quality appointment setting company should offer you a pilot program. This is a way you can see what they can provide you without getting in too deep.
  5. Appointment setters are a bunch of people sitting in a room with headsets on. Ugh – don’t you hate when you receive a call and you hear the other conversations in the background. It makes you feel like just a number and they don’t care. A good appointment setting firm should have conversationalists that can make appointments with key decision makers. They should reflect your company. With that being said – when deciding on a firm, look at who your prospects are and what type of firm has a better shot at making an appointment with them.
  6. Outsourcing an appointment setting firm is a waste of time because I have a sales team. There was this lyric from an 80’s band that went like this: “What do the mailmen do? The mailmen do deliver.” Same thing goes for sales – sales people sell. Appointment setters make the appointments – getting the grunt work out of the way for the sales team.
  7. Appointment setters annoy prospects. That would not be a good thing. Appointment setters should be brand ambassadors for your company – they are an extension of your sales team. If you hire a firm that is pushy or stalking prospects – then it is time to find another firm.

 

Advertising that Costs $150,000 Per Second

Monday, January 19th, 2015

super bowl

Before the Super Bowl last year, NBC already started selling ads for Super Bowl XLIX.  NBC is charging about 4.5 million for  a 30 second spot. That is about $150,000 per second! And that is for just one spot!

At LeadGen we don’t charge nearly as much an eighth of a second of an ad running during the Super Bowl. And we target prospects – we’re not selling a meat lovers pizza to vegetarians. We hone lists and finesse messages to develop a rapport with prospects. One-on-one conversations with key decision makers who have the power to buy what you are selling.  We work seamlessly with your marketing efforts – and support those efforts. Are you emailing prospects, attending trade shows, planning an event, sending a direct mail piece? Meshing a calling program with any of these efforts will create the largest impact and put your company right in front of the prospects.

Thinking of your upcoming marketing efforts – does an ad during the Super Bowl or a direct calling campaign fit?

 

The Allocation of B2B Marketing Budgets

Wednesday, December 7th, 2011

It is very interesting that firms are allocating large amounts of their marketing budgets to trade shows. What are they doing about prospect follow up? A recent article that I read stated that most leads/contacts from trade shows are not followed up on. It makes me think that companies should invest more of their budget in telemarketing to make sure there is proper lead follow up.

Most Challenging Marketing-Sales Funnel Process

Thursday, October 20th, 2011

This chart, provided by www.marketingsherpa.com, shows the results of over 1,700 B2B marketers who were asked what is most challenging in the marketing-sales funnel process.

MarketingSherpa.com Chart of the Week

As you can see, Lead Generation comes in a close second.  Using a lead generation expert, such as EAS LeadGen, will remove your lead generation challenges in this process and will provide you with prequalified, face-to-face appointments.

What do you find most challenging in your sales funnel process?

 

Need a 4th Quarter Sales Infusion?

Tuesday, September 20th, 2011

The third quarter of 2011 is upon us. Are your sales on target? The better question is, are you surpassing your sales goals?

It’s time to look at getting a fourth quarter sales infusion. Contacting EAS LeadGen, a professional lead generation firm, can help you increase your sales pipeline by providing you with qualified leads.

It’s time to amp up your game. Trade shows may be coming, email blasts are being sent out; what are you doing to follow up? To optimize the leads, hire a pro at optimizing. It is a very simple process:

  1. Contact EAS LeadGen
  2. Agree to a trial
  3. Provide us with a list or we will create one for you
  4. Attend your appointments
(There is also some paperwork that needs to be completed.)