Teleprospecting: When marketing lead response time is a priority (and when it’s not)

When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. That’s why, when one of […]

Lead Generation That Converts Leads into Sales Opportunities

Lead generation, especially for B2B companies, can be a stressful and time-consuming process. Read on to learn 11 strategies to help you generate Sales-ready leads right away.

Marketing Automation: Lessons from 4 case studies

Get four marketing automation case studies on how B2B marketers implementing martech and CRM increased leads by up to 200% and increase revenue quickly.

Introduction to Lead Management

Generating leads is an important B2B marketing goal, but what happens once those leads are in the pipeline? This blog post addresses the challenge of lead management. Brian Carroll defines lead management, explains why it is so important in the complex sale and outlines the various elements in lead management, including people, process and technology.

Building Your Strategic Lead Generation Portfolio

Get three ideas on utilizing the channel map, including conducting channel testing, building a lead gen calendar and optimizing your current lead gen channels.

31 ways to improve marketing sales alignment quickly

31 tips to get marketing and sales alignment and working as a team includes resources to help you get you collaborating quickly

Inside Sales: Why good call guides are built on storytelling

In teleprospecting, it’s not just about what you “ask” prospects; it’s about when. Read this B2B Lead Roundtable Blog post to see a recent MarketingExperiments Web clinic that examined a call script experiment that drove a 31% response increase.

Lead Generation: Does your teleprospecting deliver value to prospects?

Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. But when it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety those potential leads may have are key to a campaign’s success.

Read on to learn more about how you can use testing and optimization principles to aid your teleprospecting efforts.

B2B Sales and Marketing: How a staffing company gained 242 qualified leads in just three months in a new market

Opening a new division in a new city for any company can be a challenge, especially with lead generation. TERRA Staffing Group, having a strong reputation in Seattle, found itself in new territory when it opened offices in Portland, Ore. By hiring a lead generation company, more prospects were interested due to their teleprospecting efforts.

B2B Marketing: 6 essentials for testing your teleprospecting

For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. But what about teleprospecting? Chances are, some of your call centers are already testing informally to figure out how to resonate with customers. Read on for six essentials for testing your teleprospecting that you can use aid your marketing efforts.