B2B Telesales and B2B Telemarketing Services: The SalesFish Distinction

    B2B Telesales and B2B Telemarketing - The SalesFish DistinctionCongratulations. Your company is growing at a rate that demands additional sales support. When contracting out any or all of your sales needs, it’s important to clarify the differences between B2B telesales and B2B telemarketing services. The answer often relies on your current situation.

    The most important first step is to assess your immediate sales requirements. Do you simply need someone to create awareness? Or do you need an experienced fully dedicated sales agent who will represent your brand and solution to develop relationships and new clients?

    B2B Telesales Team and B2B Telemarketing - The SalesFish Distinction (2)B2B telesales and telemarketing services require more than a simple transaction. In this case, your customer may still have questions and a bit of heavy-lifting is required by your sales agent in order to close the sale. It’s essential to employ sales agents who connect with buyers, understand the market, have sales savvy, and are quick to find solutions for your customers.

    On the other hand, if you merely need script reading to introduce your product, then B2B telemarketing is probably your best bet. B2B telemarketing is typically a more transactional style of support. However, please use caution. When hiring a B2B telemarketing resource, check and ensure that they will appropriately represent your product or service. It would be a shame to have the sale perish before it can even begin.

    B2B Telesales Team and B2B Telemarketing Call Center - The SalesFish DistinctionMany telemarketing companies outsource their talent and sometimes this means that their employees are working overseas. While there is often a savings in terms of hourly rate, you don’t want language barriers or lack of training to cost you sales and revenue in the long run. Even if you only require what seems like a rudimentary transactional service, employing overseas resources should be carefully considered before making a commitment to that approach.

    Here at SalesFish, our sales agents are accustomed to making money so you will receive profitable results because of our high standards. Our agents are U.S.-based, highly-skilled, trained, and proven sales executives who can continue your upward trajectory (or turn it around, as the case may be). We often have companies solicit our skills after they have been disappointed by a less expensive and less effective prior attempt.

    We encourage you to “Improve Your Net” and call “The Pond” today…

    Business to Business Telemarketing

    Welcome to Salesfish Brand Marketing & Sales, the most strategically biased B2B Telesales, Business to Business Telemarketing Services, B2B Inside Sales Agency and B2B Marketing Agency serving Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego, Pacific Northwest (Bend, Portland, Seattle) and all 50 states.

    What is Business to Business Telemarketing?

    Simply put, it’s one company selling to another company.

    The dynamics and nuances in B2B telemarketing vs. Consumer Telemarketing are very different. It requires a more sophisticated approach, or what we call at SalesFish a “high touch” approach.

    Today’s business professionals are saturated with information, e-mails and vendors looking to sell their wares. This makes it even more critical for the sales professional to be prepared.

    Your company and whatever product or service you’re selling must have a strong “value proposition,” one you can pitch in seconds, not minutes.

    It also requires pre-call planning so that you understand who you’re calling on and why they might specifically need your product or service. No business professional has time to listen to an unprepared business to business telemarketing sales agent babble or “data dump” on them.

    We found that 90% of the time if you show respect for a target prospect’s time and are prepared to reflect the value proposition and benefits of your product or service in less than a minute, you earn the right to continue the dialogue with your prospect.

    Real professionals do not like sloppy business people who don’t come to the call prepared. People buy from people they like and respect.

    Stay tuned for more relevant content on creating world-class B2B Telesales, Business to Business Telemarketing and B2B Inside Sales strategies. We at Salesfish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution. Call today and our “high touch” dedicated team will assist you in assessing your strategic sales goals and how our B2B Telesales, B2B Telemarketing and Salesfish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

    How Social Media Can Engage B2B Professionals with Clients

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Telesales, B2B Telemarketing, B2B Inside Sales Agency, B2B Social Media Marketing and B2B Marketing Agency serving Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego, Pacific Northwest (Bend, Portland, Seattle) and all 50 United States. Fully integrated B2B Marketing Agency with vast strategic Telemarketing Services experience and track record.

    B2B Social Media Marketing with B2B Lead Generation

    This week’s entry on B2B social media marketing comes to us again from Lauren Carlson, a CRM analyst for the website Software Advice Ms. Carlson sheds light on how B2B marketers find their businesses on social media.

     

    Check out this infographic from Nowsourcing.com. It illustrates the growth of social media usage in the B2B space. Though the data is, well, dated, it’s less about the numbers and more about the overall trend.

    For a long time, social media was seen as B2C territory. However, more and more, we are seeing B2B buyers engage on social media networks. So, if social media is where B2B buyers are, then B2B sales professionals need to meet them there to start that engagement. But what does that B2B social media marketing engagement look like?

    I have identified five strategies that B2B sales professionals can use social media channels to not only enhance customer engagement, but ultimately close more deals.

    1. Identify Problems You Can SolveSocial media is a great outlet for discussing issues or problems that you are encountering. Sales professionals can use this to their advantage by searching for “signal phrases,” or phrases that mention specific pain points that your company or product can address.
    2. Buyer Education This one isn’t about educating your buyer about your company. Rather, it’s about educating you on the buyer. Smart B2B Sales professionals will go beyond the social media profile, looking at the entire gamut of the buyer’s online engagement. What are they interested in? What discussions are they contributing to? This helps paint a more clear picture of the buyer, which helps the sales person have more targeted conversations and, ultimately, win their business.
    3. Gauge Your CompetitionNot only can you find out how your potential buyers are engaging online, but you can also see how your competition is engaging with those opportunities. Because social networks are fairly open forums, it’s difficult for anyone to hide their cards. Therefore, B2B sales professionals can easily see what tactics their competition are using, who they are targeting, what’s working and, more importantly, what’s not.
    So far, we have discussed three of the five strategies for B2B sales professionals to effectively engage over social media. For the full list, head over to the Software Advice website and check out the original post. Click here to learn more about SalesFish’s strategic approach to B2B social media marketing.
    Stay tuned for more relevant content on creating world-class B2B Telesales, B2B telemarketing and B2B Inside Sales strategies.  We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our B2B Telesales, B2B Telemarketing and telemarketing services to your specific needs.

     

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • B2B Social Media Marketing
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales


    Social Media’s Rules of Engagement

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Telesales, B2B Telemarketing, B2B Inside Sales Agency and B2B Marketing Agency serving Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego, Pacific Northwest (Bend, Portland, Seattle) and all 50 United States. Partner with a client centric B2B Market Agency that puts skin in the game… from strategic Telemarketing Services to Experiential Event Marketing.

    This week’s entry comes to us again from Lauren Carlson, a CRM analyst for the website Software Advice. Recently she chatted with an author about the rules of engagement in social media marketing:

    Some people have gained so much notoriety in their respective fields that their names are almost synonymous with the field itself. When it comes to new media and social business, that person is Brian Solis. Principal of Altimeter Group, Solis has worked with many Fortune 500 companies and authored several books. I recently got a chance to sit down with him for the Software Advice website and talk social media and the evolving customer-vendor landscape.

    image via flickr

    We all know that social and mobile technologies have changed the way customers act and interact. This idea of customer centricity is not a new concept. However, Solis takes it a step further by calling this landscape or environment the “Egosystem.” The Egosystem is differentiated from traditional customer centricity in that the customer is at the center of, or owns, the experience. Yes, customers have always been the focus for companies, but it was the company that dictated the nature of the relationship and the rules of engagement, if you will. Thanks to social media and smartphones, the customer has immensely increased access to information outlets. They can ask product and service questions via multiple online and mobile channels without ever having to contact the actual vendor. They are in control. I think it is the shift of control that differentiates what Solis calls the “Egosystem” from tradional ideas of customer centricity.

    But how do companies survive in the “Egosystem?” Customers do not want traditional communication and relationships. Instead they want engagement. Solis defined engagement by using six elements:

    • Value
    • Efficiency
    • Trust
    • Consistency
    • Relevancy
    • Control

    I break down each of these individually in my original post.

    Lauren Carlson, CRM Analyst

    Stay tuned for more relevant content on creating world-class B2B Telesales, B2B telemarketing and B2B Inside Sales strategies.  We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution.Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our B2B Telesales, B2B Telemarketing and Telemarketing Services to your specific needs.

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales

     


    Sales Force Automation: Then and Now

    Welcome to SalesFish Brand Marketing & Sales, the most strategically biased B2B Telesales, B2B Telemarketing, B2B Inside Sales Agency and B2B Marketing Agency serving Sacramento, San Francisco, San Jose, Los Angeles, Orange County, San Diego, Pacific Northwest (Bend, Portland, Seattle) and all 50 United States. Partner with a client centric B2B Market Agency that puts skin in the game… from strategic Telemarketing Services to Experiential Event Marketing.

    This week’s entry comes to us from Lauren Carlson, a CRM  analyst of SoftwareAdvice.com.  We agree with Ms. Carlson’s talking points because any par or superstar embraced the tools of SFA. If you were subpar or not doing your job then maybe the case was you didn’t want to use anything.

    The rate of adoption of sales force automation (SFA) software by B2B sales professionals has been traditionally low.  Many reps viewed it as a way for management to play “Big Brother” and keep a close eye on the team’s activities.  Additionally, the original SFA systems were burdensome, with poor user interfaces and data entry prcesses.

    However, much of that has changed in the past 15-20 years. Many of today’s SFA solutions have a much sleeker look, can be deployed over the cloud and are flexible enough to match the individual’s needs instead of the other way around.  Now, instead of being a kludgy pain in the sales person’s neck, SFA has become one of their most powerful tools.  Lauren Carlson, a writer for the Software Advice website recently wrote an article about this.  Below are the four high-level trends she says have driven acceptance and adoption of SFA software.

    1.  SaaS technology improved implementation.  Traditional client/server systems required long implementation times, as well as a large investment in internal IT.  Today, most SFA systems are deployed over the web, removing the need for IT involvement and a drawn-out installation.

    2.  Cloud increases accessibility.  Many sales professionals are not operating from a single location.  They are out on the road, meeting with clients, closing deals and finding new ones.  Cloud technology has made it possible for these remote reps to take the power of the SFA system with them, no matter where they go.  This increased accessibility means no duplicate data entry and easy access to vital client information.

    3.  Advanced analytics increases SFA’s value.  In the past, SFA served primarily as a contact manager.  Today’s systems are equipped with sophisticated analytics and third-party integration capabilities, resulting in a much more powerful tool.  Now, users can access valuable information on the pipeline, quotas and opportunities that weren’t available before.

    4.  Improved processes compressed the sales cycle.  The key to sales force automation is that last word — automation. Newer systems have process mapping capabilities and built-in best practices to not only automate your existing processes, but enhance and improve upon them. This results in a reduced sales cycle and higher win rates.

    These are just a few high-level trends that have shaped adoption of SFA software.  You can read about them in more depth on the Software Advice blog, SFA 15 Years Later Now Every Rep’s Best Friend.

    by Lauren Carlson, CRM Analyst

    Stay tuned for more relevant content on creating world-class B2B Telesales, B2B telemarketing and B2B Inside Sales strategies.  We at SalesFish Brand Marketing & Sales thank you for joining us in our commitment to unwavering strategic planning, B2B brand marketing and B2B sales execution. Call today and our “high-touch” dedicated team will assist you in assessing your strategic sales goals to tailor our B2B Telesales, B2B Telemarketing and Telemarketing Services to your specific needs.

    SalesFish Net of Sales Services:

    • B2B Direct Sales, Channel Sales and Marketing Strategies
    • On-Site B2B Presentation, Negotiation and Sales
    • B2B Telemarketing and B2B Telesales Services
    • Cold Calls and Appointment Setting
    • Online Presentations and Webinars
    • Product Awareness and Announcement Calls
    • Primary Research: Quantitative and Qualitative Surveys
    • Experiential Event Marketing
    • Pre and Post-Event Calls
    • Audience Acquisition, Exhibit Sales and Sponsorship Sales