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The history

Is telemarketing part of my marketing mix? How do I achieve quality lead generation and what are the 5 key success factors in telemarketing?. The history. 1970’s. 1980’s. 1990’s. 2000’s. ‘Marketing’ is an immature management practice within most SMB organisations.

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The history

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  1. Is telemarketing part of my marketing mix?How do I achieve quality lead generation and what are the 5 key success factors in telemarketing?

  2. The history 1970’s 1980’s 1990’s 2000’s • ‘Marketing’ is an immature management practice within most SMB organisations. • The management science of telemarketing has evolved considerably over a number of decades. • HOWEVER telemarketing is (at best) advanced common sense!

  3. So why does Telemarketing need to be part of your marketing mix: • It is a key initiative for recessionary times • It puts you in control of proactively managing the client relationship • It enables you to cost effectively deepen existing relationships and find new business opportunities. • It helps you to manage, forecast and prioritise all sales activity. • It provides you with deep insight into your marketplace through effective CRM practices.

  4. How to achieve quality lead generation? Macro Perspective

  5. How to achieve quality lead generation? Micro Perspective

  6. People and Data

  7. Yes, but where do I start? • Which Microsoft services offer me the best revenue potential and fit with my customers and prospects needs? • Do I have the necessary track record and competencies to win business in this area? • Who is my target market? • What are my key selling messages? • What is the required ROI?

  8. ROI Ready-Reckoner

  9. How do I get it right? • Make your sales strategy direct your telemarketing campaigns. • Put the appropriate effort and intelligence into the campaign design. • Get the right resource. • Manage the process proactively. • Data quality has the single biggest impact on success. Data is always imperfect, however, proactive data management and quality control pays significant long term dividend.

  10. Q&AJohn DruryINTERACTIONe j.drury@interaction.iem 087 8288652

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