Categories

Archive

Telemarketing Continues to Provide Very Strong Returns Against Investment As Compared to eMail, or Social Media Approaches

Despite an enormous amount of material arguing to the contrary, in this writer’s opinion, telemarketing continues to provide the best return on investment of any sales lead development approach. Recent conversations with personnel from a number of prominent ISVs (active Read more ›

Teleprospecting Resources can Successfully Manage Public Relations Engagement for Enterprise IT ISVs

Where possible, enterprise IT ISVs should maintain teams of trained telemarketers. We have often alluded to these specially trained telemarketers as “teleprospectors.” The objective of teleprospecting is clearly to gather as much information as possible from opportunities to engage with Read more ›

Teleprospecting can be Successfully Used Within a Product Development Program to Identify High Probability Opportunities

One of our clients, Rehmani Consulting, Inc. has been awarded the bronze prize for SharePoint product of the year, 2012, by Windows IT Pro magazine. Our client’s product that won this award, VisualSP™ is a help system for Microsoft® SharePoint® Read more ›

High Quality Contact Lists are Essential to Telemarketing Efforts to Generate Leads for Enterprise IT Software

We have little tolerance for low quality contact lists. Our tolerance is especially low where list vendors prominent. We recommend corrective action whenever a client encounters excessive list errors. The higher the cost for list subscription, the greater our urgency Read more ›

Telemarketing Calls Placed to Generate Leads for Enterprise IT Software Should Conclude Promptly When Objectives have been Achieved

Once contacts express interest in a topic, telemarketers generating leads for enterprise IT ISVs ought to promptly conclude calls and move on. Therefore objectives should be clearly established before telemarketers begin to work on call campaigns. Generally, these objectives can Read more ›

It Makes Sense to Include Some Presentation in Direct Outreach Telemarketing Calls for Enterprise IT

It makes sense for enterprise IT ISVs to use direct marketing, and, specifically, telemarketing in their lead generation efforts. We have written extensively on the topic of telemarketing and a variant of telemarketing — teleprospecting — in this blog. Telemarketing Read more ›