• B2B Lead Generation

B2B Lead Generation

Why Your Company Needs B2B Telemarketing

Telemarketing is one of the most successful methods of creating business to business (b2b) lead generation. This marketing approach differs greatly from telesales, as it is more concerned with creating b2b appointments and sales opportunities. Many companies attempt to run their own b2b appointment generation campaigns, but telemarketing is an art form that's often difficult to master. The pitfalls of 'burn out', recruitment and retention issues and maintaining performance and morale are all too often encountered.

One of the fundamental parts of b2b lead generation is the script. This is an essential tool that will allow your organisation an 'in' with the business you're approaching. Scripts are specially created for each individual business and campaign, to ensure the best results possible. These scripts are thoroughly tested, and these methods are used to ensure that the caller is able to access all key and senior personnel. These specially designed scripts help telemarketers bypass the gatekeepers such as receptionists and PA's, and speak to the real decisions makers in the businesses. Those who don't have the proper business to business telemarketing training, will often fall at the first hurdle, and fail to access the full potential of the lead.

Although the script plays an important role in b2b lead generation, deviation is nearly always required. The ability of an agent to go 'off pieste' is essential. Telemarketers are well versed in dealing with all kinds of phone based situations, and are able to adapt their approaches if necessary. With B2b lead generation it is essential that the telemarketer is able to be flexible in conversation, whilst using sophisticated persuasive techniques.

Telemarketing companies help businesses to avoid the most commonly made mistakes, and allow them to gain access to the real decision makers. B2b telemarketing often involves far more than a phone call. The initial call is the starting point in a long tailor-made marketing strategy. The initial call is used to influence the decision makers, without being too pushy. Next will come a variety of follow up calls, emails, and carefully selected information. The b2b telemarketing team will then manage and nurture the business relationship, which will eventually lead to a b2b appointment. These campaigns will often be strategically placed and timed to work alongside a broader marketing sales plan, which helps the company brand become better recognised.

A lot more goes into b2b telemarketing than most people think, and campaigns will often last a number of weeks until the appointment is secured. The flexible and practical b2b telemarketing approach can open up many new opportunities and is one of the most effective methods for generating appointments, sales and vital new business.

Want to know more about Lead Generation...

For a general discussion about how to make telemarketing work for your business please call Geoff Thomas on 0117 302 0000

Further Reading around Lead Generation

Our Clients
  • Anderson Anderson BrownHealixJardine Lloyd ThompsonChantrey Vellacott DFK
  • Ayming UK LtdHampshire Chamber of CommerceMonahans Financial Services LtdBarnes Roffe
  • UK Energy PartnersMichelmores LLPMaguire TrainingMcBains Cooper
  • Bartlett GroupIKENMoore Stephens
  • Quotation Mark Quotation Mark I would like to take this opportunity to thank Integrity Business Connections Limited for demonstrating great success and value whilst working with Hampshire Chamber Of Commerce. I highly recommend them as a preferred Telemarketing Company to any business. They went above and beyond and delivered on target. Stewart Dunn
    Chief Executive
    Hampshire Chamber of Commerce
  • Quotation Mark Quotation Mark We have used Integrity BC for a number of years to conduct our specialist B2B financial services campaigns. The work IBC has conducted on our behalf has resulted in a promising pipeline and valuable meetings for our sales team, allowing us to meet with senior finance personnel in many of our target organisations. Patrick Totty
    UK Sales Manager
    Ayming UK Ltd
  • Quotation Mark Quotation Mark We have been working closely with IBC for many years and greatly value their professional and flexible approach. They are very skilled in building rapport on the telephone with people at all levels, including senior executives and are very efficient in following-up leads in a timely and effective manner. They also provide us with valuable and comprehensive campaign MI and have become a valued extension of our Marketing Dept. Janice Buffett
    Group Marketing Director
  • Quotation Mark Quotation Mark We have worked with Integrity BC on a number of campaigns over the last 3 years. They have always been professional in approach, well-organised, and user-friendly. The campaigns that they have helped us to run have resulted in a number of new client wins, and have shown a clear return on marketing investment. Louise Edwards
    Marketing Director
    Michelmores LLP
  • Quotation Mark Quotation Mark We were impressed with Integrity from the moment we heard their first presentation on why we should work with them. Their enthusiasm and genuine interest in helping us connect with some of our target clients was apparent from the outset and shines through in their approach to each of our campaigns.

    They really took time to understand company and our market to partner with us and we feel we have an extended part of the firm undertaking our campaigns. We would have no hesitation in recommending their service and we look forward to continuing to work with Integrity.
    Graeme Ross
    Business Development Manager
    Anderson Anderson & Brown LLP
  • Quotation Mark Quotation Mark I have always been impressed with how easy it is to commission campaigns, and the help and support that is always available to assist us in getting our message right and maximising our return on investment. I have no hesitation in recommending Integrity as an excellent telemarketing partner who will not hesitate to tell us if they think we could design our campaign more effectively. David Rickersey
    Commercial Director
    Maguire Training
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