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

    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

     

    Business Etiquette to Remember in Sales

    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 Susan A. Enns, B2B Sales Coach from B2B Sales Connections.  Ms. Enns writes about the new business etiquette that salespeople must remember among the flurry of technology in today’s times:

    Technology has changed our lives forever.  We can now communicate with virtually anyone, anywhere at any time.  However, technology has also created a new set of rules for what I consider acceptable and unacceptable behavior.

    Some believe this new business etiquette to be generational in nature; that since those who are younger grew up with technology, it is only them who make these faux pas. Since I have personally experienced people of all ages make these mistakes, I say age has nothing to do with it.

    Let me give you some examples.  I am in the process of making a major purchase.  The product I will be buying is irrelevant, just suffice it to say it is a large ticket item and I will be comparing many competitive products and talking to many sales people before I finally make my purchase.

    In one instance, the sales representative’s cell phone rang during our conversation.  He took the call, and to my surprise, he chatted for several minutes while I waited.  Not too long after that call was done and we started talking again, his cell phone rang again.  When he answered a second call, I literally walked out of his office.  Remember, one prospect face to face is worth two on the smart phone.

    This was not a young rookie either.  Although he told me on several occasions he had 30 years of experience, I kept thinking he had 1 year’s bad experience repeated 30 times!

    Another sales representative kept saying he answers his cell phone 24/7, 365 days a year.  Seriously?  You will really take my call at 8:00 am Christmas morning?  Not only did I not believe this, but I also started to question all the other claims he made about customer service during his sales presentation.

    Just like your cell phone, texting during meetings is also inappropriate.  It doesn’t work to hide your phone under the boardroom table either.  Everyone in the meeting sees you looking down and it is very obvious that you have lost focus.

    Web surfing while dining, be it with business associates or friends is also not acceptable.  Besides, isn’t the whole point of social networking to connect with people?  It’s more effective to connect with the person sitting across from you rather than tweeting about who you are with.

    Some other business etiquette tips to remember are:

    1. When you are using a speaker phone or hosting a conference call, you should announce who else is in the room.
    2. When you meet someone, make eye contact, smile, and give them a firm hand shake.  Gentlemen, don’t dislocated the person’s shoulder by shaking too hard.  Ladies, the palm of your hand should be perpendicular to the ground, and your hand should not bend at the knuckles.
    3. When you are introduced to someone, always call them by the name you are given.  Don’t assume that you can shorten Susan to Sue or Thomas to Tom.

    Yes, technology has opened up a whole new world of possibilities for us.  However, just because you can doesn’t mean you should!

    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

     

     

    B2B Telemarketing, B2B Tele-Sales and Strategic Telemarketing Services

    Welcome to SalesFish Brand Marketing & Sales for California’s most strategically biased B2B Tele-Sales, 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.

    In today’s virtual Sales 2.0 world does it make sense to outsource your B2B telemarketing, B2B Tele-Sales or B2B Inside Sales activities?  The answer is YES though you still must commit yourself to the process of integrated marketing with your B2B Telemarketing, B2B Tele-Sales and B2B Inside Sales activities.

    Outsourcing your B2B Telemarketing, B2B Tele-Sales and Inside Sales activities requires an organization to have strong internal marketing leadership and strong sales acumen.

    Given that your organization has such strong leadership, then it’s prudent to outsource your B2B Telemarketing, B2B Tele-Sales and B2B Inside Sales activities to a trusted B2B marketing agency with an elite Telemarketing Services team.

    The decision to outsource must be carefully considered and the vetting of a qualified partner must include someone who is strategic in their sales approach as well as have a fundamental understanding of integrated 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
    • 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