by Chris Waszczak | Oct 5, 2015 | B2B Sales, B2B Telemarketing, Telemarketing Services
Congratulations. 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 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.
Many 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…
by admin | Jul 31, 2013 | B2B Sales, B2B Telemarketing, Telemarketing Services
Finding legitimate telemarketing companies and telemarketing services is like looking for a needle in a haystack. We at SalesFish are constantly hearing from prospects about how they’ve been burnt or taken advantage of before they even come to us.
Unfortunately, the problem starts with companies not really doing their due diligence and thinking it through before they decide to embark on an outsourced telemarketing services relationship, entertain various telemarketing companies, etc.
In selecting a B2B telemarketing services partner, you’re looking to outsource your B2B sales and B2B lead generation, right? So why would you EVER consider a $10 an hour smile and dial operation? Do you buy from people you don’t like? Chances are you don’t! Yet we expect to hire people or organizations that have zero acumen pertaining to connecting with prospects, understanding how to create credibility, conveying benefits, and earning the right to close.
When looking to outsource your inside sales or B2B lead generation activities, it’s imperative to do the math as if you were setting up your own inside sales force internally or extending an existing one.
Let’s assume most professionals want to be great. Why would we ever want to “create” or “partner” with another organization on one of the most import facets of our business, SALES? And then decide to do it on the cheap. Every day we receive calls from companies that have tried once or twice to outsource their B2B Telemarketing and sales activities on the cheap. And it NEVER works out!
How much would you be willing to pay for a superstar sales professional? This is the rhetorical question to ask yourself.
If you choose to outsource your lead generation and B2B sales activities, you say, “I’m only going to hire the very best and it’s going to cost me equal to what it might cost me to do it in-house.” Yet you won’t have the headache or burden of trying to execute an acumen that might not be your core competency. We have a saying at SalesFish: It’s either great or gone!
Most services offered on the market are transactionally driven. This means the people on the phone or even in management have very little knowledge about branding and creating a relationship with prospects and your brand, not just dialing the phone and reading a script.
Here are a few things to consider when searching for telemarketing companies and a telemarketing services organization:
- Do you have clearly defined goals, objectives and expectations?
- Do you have the budget to engage a competent B2B sales and marketing partner?
- When you pick up the phone or e-mail your potential sales partner, don’t just ask them for a proposal. Set-up a conference call so both parties can do their due diligence to see if there is a fit.
- Is the person you’re meeting with an “A” gamer? Do they “get it” and understand high level sales and marketing acumen?
- Is your prospective partner saying “yes” to everything you ask them? If so, this is a sure sign they will rip you off. A worthy sales and marketing partner will give you some push back and try and find holes in your thinking, just to make sure you’re set up to win.
- Check your future partner’s references and please do not fall for the 100 hour intro deal, just the credit card pitch. Do you really want to work with a partner that’s not in it for the long term?
- Remember you’re outsourcing, it’s not just telemarketing services, so you need to think, can I be married to this partner for my success? Can I build with them? Are they the real deal?
- Throw your prospective sales partner some curve balls. See if they’re thin skinned. Create some scenarios for them to figure out so you can see how they think, or if they are just another one trick pony.
- Have fun with your search. Take your time so nothing bad happens. If you make rushed emotional decisions you will have to take two steps back.
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 Lead Generation
- B2B Direct Sales, Channel Sales and Marketing Strategies
- On-Site B2B Presentation, Negotiation and Sales
- B2B Telemarketing and B2B Telemarketing 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
by admin | Feb 16, 2012 | B2B Sales
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.
- Identify Problems You Can Solve – Social 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.
- 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.
- Gauge Your Competition – Not 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
by admin | Jan 5, 2012 | B2B 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 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
by admin | Aug 10, 2011 | B2B 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.
Lauren Carlson of SoftwareAdvice.com shares her favorite apps on mobile devices for salespeople in any industry. Ms. Carlson lists the best apps that aid B2B sales and marketing people such as field agents staying in touch with the office, organizing business cards, collaborating documents and building presentations all with their mobile devices.
Not only do the apps help with sales, they also assist with tracking daily expenses, travel, checking sales performance data and general CRM.
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
