The last thing a sales associate wants to hear from his manager is “make these cold calls.” Truth is, if you’re selling B2B cold calling is NOT going to work. Why? Sales turn on calling to get leads and turn it off when no value is yielded. Cold calling is hit-or-miss because, more often than not, the approach is not aligned to your sales process. So consider this: what if your approach to calling is the problem, not a lack of interest? We know its marketing’s role to prequalify and warm up suspects, to build the sales pipeline and scrub databases. Truth is that, when integrated and timed with online/offline direct marketing tactics, teleservices can be a cost effective marketing tool to pre-qualify suspect lists, boost event registrations, and/or improve customer relations. When used strategically, teleservices can succeed in converting target audiences, heightening awareness, obtaining new contacts, scrubbing databases, and gaining business intelligence. How?

Ask yourself the following questions. If you answer “no” to any, you need to adjust your approach and refocus your marketing efforts to warm up your calls…and your prospects!

• Do you have a call-to-action/compelling event?
• If yes, is it strong enough to create demand?
• Have you properly, specifically identified your target audience?
• If yes, are you reaching them?
• Do you have something readily available that the caller can leverage real-time on the phone?
  i.e. 15 minute demo or free 30-day trial
• Have you evaluated how teleservices fits into your unique sales process?