Ceri Ruenheck
Sales and Marketing Contributor
B2B Outbound Telemarketing
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EXPERIENCE:
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Ceri Ruenheck is the president of It’s Your Call, a business to business telemarketing firm that was established in 1994. It’s Your Call helps small businesses make the necessary outbound calls that they might not have the resources to perform themselves. In 2009 she opened a second business with her husband, Two Cool Cats, a website development company. In addition to running those businesses, Ceri consults to small companies who need help with putting together a marketing process. She is also a noted speaker and author of the e-book “Cold Calling for the Clueless." She is the mother of two boys and two cats all living in Harvard, MA. |
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Out of Sorts or OutsourceProspecting leads is an essential part of growing your potential customer base and turning leads into sales in B2B marketing. Often, potential leads don’t respond to the first few B2B telemarketing or email marketing attempts. With a large list of prospective customers, it can be difficult to have the time to continue lead qualification on all of these contacts (making one feel a little out of sorts) though they are still valuable, marketing-ready leads.
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B2B Telemarketing: Awesome Sales Tool, If Handled Correctly
Here’s a great
article giving advice on making B2B telemarketing calls. It focuses on the
outbound telemarketing aspect of sales and creating a lead generation and a
lead qualification process for those inbound leads. Yes, digital marketing
maybe considered less expensive but the focus that one gets with telemarketing makes this more cost effective.
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The Show is Over But the Game is at Halftime: Aggressive Follow Up is Key to Trade Show Sales
Focused, aggressive follow up is how the sales are made. But follow up is where many trade show exhibitors fall short. By the time the show ends, you and your team have collected contact information from prospects, and have engaged
them in meaningful conversations. Now is the time to think smart and to make the most of all the work you’ve put in. |
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Use Cold Calling for Lead Generation
The advice in this article is spot on for b2b telemarketing. Utilizing the phone for cold calling, lead generation and lead qualification is a quick and cost effective way to find your prospects and begin the sales process with them.
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How to Make a Successful Cold Call
While there are plenty of ways to get sales leads, sometimes you end up having to call people you’ve never met. This process, known as “cold calling,” is actually easy–but only if you know how to do it.
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“If the plan does work, change the plan not the goal”
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References
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It’s Your Call was the perfect solution for our agency when we wanted to dive into an outbound sales program. They gave us not only the bandwidth, but also the cold-calling expertise needed to reach hundreds of decision makers—and represent our brand according to the high standards we’ve set. IYC ownership and the dedicated representative on our campaign were incredibly valuable assets. They provided feedback on our call scripts and overall sales process, in addition to timely and detailed reporting on call results. They also helped us grow our contact database. Over the course of our engagement, we received compliments from several prospects, acknowledging the professional, informative exchanges they had with our IYC rep, who essentially became an extension of our in-house sales team. I would recommend IYC to any organization looking for a polished, reliable sales partner.
Liz O’Neill, Director of Marketing - C&S Insurance
Liz O’Neill, Director of Marketing - C&S Insurance
Ceri consulted with me to develop a plan to identify and engage key target prospects. Her advice was based on years of experience, and the project was completed on time and within budget. I highly recommend her b2b telemarketing services.
Denise Boyd, Marketing Manager
Denise Boyd, Marketing Manager
