High-end B2B Telemarketing Services
George Clay
High-end B2B Telemarketing Services
Sales prospecting and B2B telemarketing process to get your sales organization back on track.
I start the lead qualification process with introductory cold calls that qualify each prospect to determine if your business is a good fit for what they need.
It's here the weak prospects are weeded out...and the better qualified prospects  are engaged for careful and methodical follow-up calls.
This is where the all important relationship building  process begins.
With each call I capture key details...including: Your prospect's interest level in your goods or services.
Identify their needs…learn about existing suppliers… and how YOU can pre-empt the competition.
Ask the qualifying questions to make certain your offer matches their needs.
Learn their “hot buttons” --- what is it you can do for them that matters most.
What my high-end b2b telemarketing services bring to the table is a blend of skills for getting you in-front of the right people in a way that gives you more control over spending plus the agility to reduce costs by making your outreach more flexible.
Why Small is beautiful! Bigger sales organizations tend to be too structured and too stuck in their ways to make this work.

  • Pre-sales discovery calls --- finding the right people to talk to.
  • Hunting, prospecting, qualifying --- WITHOUT mass volume telemarketing.
  • Outreach qualifying calls --- organizing and set up.
  • Lead Management - Manage & nurture leads through handover to Sales, once there is an opportunity.
  • Identify specific contacts involved in buying process, such as the CIO...CFO..CEO
  • Identify Pain Points --- problems with existing suppliers...and how you can help.
  • Database management - work within existing database to clean and qualify leads so that accurate data is in place.
  • Track all work so each lead gets followed up. Simplify, organize and program this process.
  • Participate in early stages of the sales process, but will not close the sale.
Question: Does high-end b2b telemarketing require a background in the industry or markets you are calling?
Answer: Surprisingly, industry specific knowledge about the business segments you are calling is NOT essential.
Knowing key words and phrases to get your prospect talking is key.
But over-the-phone skills ---genuine friendliness...business savy...good etiquette --- are even more important.
Question: Your people do just fine on the phone. Why get George Clay involved?
Answer: Making calls at lunch or between sales meetings is how most sales reps do sales prospecting.
At best this hit-or-miss process reaches only a small fraction of your prospect base.
Question: What makes George Clay’s phone prospecting different?
Answer: My system of hunting, prospecting, qualifying and list-building with real-time follow-up calls gives you the full court press you need to make sales prospecting effective for your business.
Voice-mail, email and social media are all effective CRM…but over-used to where their messages are too often ignored.
Furthermore, real-time follow-up calls make you stand out because so few sales people use the phone to effectively interact with their prospect base.
Question: How do you track who to call?
Answer: Reaching out to your prospect base in a very personal way is accomplished with a CRM telemarketing platform that I have used for close to twenty three years.
Called TeleMagic, this cloud-based  crm platform simplifies, organizes, and programs even the largest prospecting list into bite-size segments for fast, accurate and highly personalized contact management.
Question: What about lists?
Answer: Keep it simple. Are there accounts your people aren’t getting to? Buyers you need meetings or demos scheduled to close a deal?
Whatever list you select, fifty or one hundred prospects is all I need to get started.
Question: Anything else?
Answer: Marketing Direct is an ongoing process of building relationships with select groups of well qualified prospects interested in what you do and wanting to learn more from you.
Yes, it’s a process!
But if you do it right, you’ll build a loyal client base that will likely result in more referrals and more money.

 

Introductory cold calls.  

Lead Nurturing follow-up calls.

Appointment Setting. 

List Building.  

Lead Management with full notes & clear records of each call at all stages.

Call Outcome Reports  and OPPORTUNITY MANAGEMENT so you can share information and adjust channel sales marketing tactics.

 

What I can do for you

  • Help you move ahead of bigger, better funded sales teams too busy for the "human touch" outreach buyers respond to.

  • Find buyers interested in what you do and get you involved with them early  --- BEFORE buying process begins.

  • Give you a better understanding of where they are in the buying process and when to interact with them so you can pre-empt the competition.

  • Enhance your brand by blending as a virtual member of your team and not as just another sales rep pushing appointments.

 

Part of this process and how it works.

What do you say?
Where to begin?
Use an introductory prospecting script.
It keeps you focused and in control of the call.
High-end B2B Telemarketing Services
Relax and be yourself for effective marketing direct outreach.
Make your introduction short, simple, to the point --- something you can deliver in twenty seconds...without being rushed.
The secret is to keep your call relaxed, almost informal tone.
Be Yourself and the rest is easy
A script you write yourself and are comfortable using will help you accomplish this by giving you confidence and the ability to control each call.
An opportunity to learn and collect customer data
Remember, each call provides you with an opportunity to learn.
Depending on what information is important to you, you can be filling in the gaps in your knowledge about prospects or getting a read on the state of their business.
So, it's important to let your prospect do most of the talking.
high end b2b telemarketing services
high end b2b telemarketing services
More High-end B2B Telemarketing Tips
How to win sales remotely
How to make a successful phone introduction
Trial Run Test Offer
Recommended reading:
Forbes: New Rules for Prospecting In The Age of The Customer
Also: Harvard Business Review reports on benefits of cold call lead development.

From Harvard Business School On-line:  This On-line learning course sounds interesting