Telemarketing leads generate more sales than any other channel as it offers a two-way conversation with a potential client in real time.

In the last decade, marketers worldwide have called telemarketing “dead”. According to them, lead generation has moved online and companies should focus on inbound marketing and social media marketing. 

Despite the huge changes the industry has seen in recent years, telemarketing remains associated with pointless, pushy calls to uninterested prospects.

But we are here to tell you the truth.

Calling cold can be one of the best ways to generate brand new qualified leads for your sales team.

Due to GDPR laws, societal changes, and a better understanding of marketing practices, telemarketing leads are often better than sales leads from direct mail and SMS marketing. 

When done properly, telemarketing can be as cost-effective as email marketing. Over the phone introductions to companies often lead to some of the highest conversion rates.

B2B telemarketing has changed a lot in the last 20 years. As people become more mobile at work, it’s harder to generate sales from phone calls. All this has done is raise standards in telemarketing. 

Telemarketing lead generation companies and their staff have developed as target markets have become more difficult to reach.

In fact, cold calling generates £11 worth of turnover for every £1 spent on it, according to the UK Data and Marketing Association. This makes it one of the most consistently reliable channels for delivering high quality, affordable sales leads.

Four ways a telemarketing leads company can open doors for your business

1. Appointment making

By working with a telemarketing company, you can put your company’s in-person sales representatives in front of more hot leads. Currently, your reps may spend two or three days contacting any potential customer they intend to meet.

Since they spend so much time doing this, they have only a limited window of time left to meet with clients. The rep is capable of seeing 20 clients (4 each day) but only sees 10, as they generate their own leads.

This means that, every year, they miss nearly 500 sales opportunities.

2. Lead generation

During the last decade, telemarketing and telesales have increasingly used lead generators. These lead generators do not have the skills or authority to close deals on the phone – but they do a great job finding new prospects for your business.

They pass leads onto a deal closer to close the sale. Deal closers have trouble making more sales if they have to find prospects themselves.

The majority of their days are spent being blocked by secretaries and other gatekeepers.

3. Market research and telemarketing leads

You can use market research to gather deeper-level marketing and sales insights to help shape future promotion activities and product development.

Insights can be gained by asking questions like:

• How do existing customers rate your business?
• How could you improve?
• Are there complementary products or services clients would purchase from you if you made them available?
• Who are your clients’ current providers, whether they’ve purchased from you or stopped?
• What is it about your competitors that prevents your target customers from buying from you?
• What can your company do to stand out?

4. Data validation

Data about customers and prospects is a company’s most valuable asset. It directly affects both your company’s overall revenue and the lifetime value of each client. 

The quality of B2B customer and prospect databases deteriorates by 30% annually. Telemarketers can guarantee the accuracy of your databases, so you can focus on running your business.

More Than Words note – we offer data cleansing services to maximise the quality of your data. Click here to find out more.

The More Than Words telemarketing leads team

Front-line telemarketing team

Your calls will be handled by colleagues with at least five years’ experience in telemarketing and telesales. Each telemarketing campaign is fully tailored to the results you want.

Experienced telemarketing account manager

Each telesales professional, no matter how experienced, needs structure in the early days of a new client relationship.

They need to know:

• What points they need to make in order to stoke interest in a prospect,
• what a prospect’s likely questions are going to be (and how they should answer them), and
• how to engineer the close of the call.

Our telesales manager will write a call brief and structure for your campaign.

All appointments generated as a result of your campaign are filtered by your telesales manager for quality.

Three experienced telemarketing managers oversee, train, support, and encourage our telesales team members. They ensure that each sales lead is delivered to your standards.