Telesales vs Telemarketing
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While the infographic above may take a rather humorous angle, it is true that telemarketing and telesales are two completely different beasts (and some might argue that telemarketers and telesales executives are quite different, too!)
Telesales is used, as the name suggests for taking a sales order over the telephone, for a product or service. For many organisations, telesales is critical component of their growth strategy, creating a high volume of relatively low value orders. Equally, telesales executives are trained to contact customers at the right time in order to upsell, for example mobile phone packages (if you haven't had one recently, lucky you).
Telemarketing is less about volume, and more about quality, and is specifically used for setting appointments at which a sales person will attempt to make the sale. Therefore, telemarketing requires a more complex process, often taking a script and veering off as the conversation requires it.
The difference between Telemarketing and Telesales
The difference between telesales and telemarketing is not strictly limited to B2C vs B2B, but you will most commonly find B2B organisations seeking to commission telemarketing, as their buying cycle is much longer and their sale order value is quite high. What organisations are commonly looking for is a telemarketing company that:
- understands their business, their industry and their customers
- employs telemarketers who have a business background
Telesales is about speed and volume, and its strategy has its place especially within a B2C context, but telemarketing is a more strategic, long-term solution to generating high-value appointments with decision makers. It's not about speed, it's about nurturing your prospects so that when they're ready to buy, you're the first person to make contact.