Why is B2B telemarketing the fastest way to grow an organization? It’s because it accelerates personal, direct communication. There’s something about a phone call that emails and advertisements just can’t capture. Part of it is how the agent and the prospect can hear the tone of each other’s voice. The free flow of the conversation helps, too. One thing’s for sure: B2B telemarketing is here to stay. At least, that is, until someone figures out how to scale tele-business lunches!
Let’s take a look at five of the most important reasons why so many companies can benefit from B2B telemarketing.
1: Dedicated B2B Telemarketing Agents Specialize in their Roles, Letting In-House Teams Close Deals
It’s great to be able to do lots of different things. A person who knows a little bit about a lot of things will often be seen as quite smart. But there’s a risk that comes with spreading one’s talents thin like that. While that person might have a wide-angle view of the world, their real understanding of any given subject can be shallow. That shallowness means they won’t have as much insight into processes that generate the most benefit for a company, or even for their own lives.
Acquiring deep experience in a specialized field is where the money’s at, so to speak. You don’t dig a mine with a garden spade; you do it with a giant bucket loader. B2B telemarketing by Boomsourcing works in much the same way. Rather than having individual sales agents cold-call a hundred leads for every deal they close, you can rely on a team of sales development representatives to do the constant outreach. The SDRs refer all qualified prospects to the in-house sales team, who focus on relationship building, and on closing. The end result is a far more efficient way to earn more business from more customers! It’s a well-oiled machine.
2: Constant Prospecting Keeps Sales Funnels Full
Not only is the process efficient; it’s also beneficially continuous. Deal closers love getting a prospect to sign up. It’s the process of finding the prospects that’s such a chore. When salespersons used to have to divide their time between prospecting activities and relationship building ones, there was a considerable ebb and flow. First they fill up a pipeline, then they work their way through it until they start to run out of leads.
Experienced agents learned to do a little bit of prospecting every day. That would avoid the problem of running out of leads. Another problem remained, though. That little bit of prospecting every day was time lost from working on existing leads! Once the SDR role came into the picture, though, it solved both problems at the same time. Now, one side of the sales team keeps the funnel full at all times. The other side has all the time they need to guide every prospect towards a great deal.
3: Telemarketing Provides Instant Market Feedback
Telemarketing involves a lot of rejection. Every agent knows what it’s like to be hung up on, refused, and occasionally cussed at, all day long. It’s one of the reasons the industry has a high employee turnover rate. But those who can handle it can also spot the silver lining, and profit from it.
Every rejection contains a reason, and every reason is an opportunity. Not every opportunity is worth pursuing, but many are. The best sales agents, who handle rejections with grace, can also extract that information. Every call becomes a data point. Note enough instances of a particular reason for rejecting the sales pitch, and you’ve got yourself an idea of where your company can turn next. Perhaps it’s just the pitch itself that needs adjusting. But also, perhaps, there’s a way to improve the product to make it more appealing to more customers. There may even be an entire new market segment that your company can pivot to serve!
4: Telemarketing Pivots and Scales Faster than Other Marketing Strategies
This is one of the greatest things about B2B telemarketing. It takes almost no effort to make significant changes to the process or strategy when you need to. Sure, you have to write a new script, but what’s that compared to changing hundreds of billboards or producing a whole new 30-second TV spot?
With a few quick edits, a telemarketing team can switch to promoting a completely different industry from what they were working on the day before. That means that the clients of telemarketing firms like ours enjoy immense flexibility. You can scale operations up and down, on demand, as fast as you need to, and in any direction. It’s an incredibly versatile way to work.
5: Modern B2B Telemarketing Leverages the Power of Social Networks
Take everything we’ve already mentioned here, and multiply it by the whole Internet. That’s a staggering potential for growth. The last few decades of economic advancement all over the world have reflected this potential and magnified it. The connectivity provided by the Internet created more business opportunities than any other technology that came before it.
That’s why telemarketing is not just about the phones anymore. Not only do contact centers like ours use the Internet to make calls more efficient, but we also use it to find your customers where they want to be found. By working actively via social media networks, it’s now possible to start a business relationship with a prospect before they ever hear a voice! Not only that, but the ability to publish and share content means reaching the right leads exponentially faster. And we haven’t even seen the Internet’s full potential yet!
The world of B2B telemarketing and sales development is exciting and full of possibility for your organization. When you’re ready for your company to scale, reach out to us here at Boomsourcing!
