This article was written by Tom Judge, Vice President Strategy, Direct Marketing Partners and Laurie B. Beasley, Co-Founder and President, Beasley Direct Marketing In the previous four installations of this topic, we discussed what it takes to deliver a qualified, sales-ready lead. In summary, we said: Marketing is being required to generate more of the … Continued
By Tom Judge, Vice President Strategy, Direct Marketing Partners and Laurie B. Beasley, Co-Founder and President, Beasley Direct Marketing. In Part 3 of this series, we examined the first four out of ten ways to shorten the qualified lead generation process: planning, clearly defining “sales-ready qualified lead”, quantifying the “sales-ready lead quota, and aligning Sales, … Continued
Raise your hand if you’ve ever joined a gym with all the right intentions of losing weight and getting in shape only to not be able to find the time to stick with it for as long as it takes to get the results you want. Inbound marketing is a bit like that. When you … Continued
Have email and social media replaced the phone as the primary business to business marketing communications channel? Surprisingly, the answer is no. Telemarketing may have changed, but it is still an important competent of an overall marketing campaign. This is especially true if your product requires a complex sale. An email or a tweet are … Continued
By Tom Judge, Vice President Strategy, Direct Marketing Partners, and Laurie Beasley, Co-Founder and President, Beasley Direct Marketing If you’ve followed our first two posts on this subject, you understand why it can easily take 13 or more “touches” to convert a prospect into a sales-ready qualified lead. But there are some ways to shorten … Continued
By Tom Judge, Vice President Strategy, Direct Marketing Partners and Laurie B. Beasley, Co-Founder and President, Beasley Direct Marketing In our first post on this topic, we examined why Marketing is generating too few sales-ready qualified leads and our solution to the problem; Marketing must take on the responsibility of pre-qualifying leads to a higher … Continued
There is little question that lead generation and eventual conversion forms the core of every company pitching a product or service, and that there are so many things to keep track of you can have trouble weeding out the most pertinent information to focus on. With that said, it’s more important to focus on what … Continued
“A script is a conversational combination of well-planned words that, when delivered naturally, elicit the listener response we desire” – Art Sobczak, Smart Calling. Cold calling is not for the faint of heart. Many factors outside the caller’s control can conspire to prevent him from accomplishing his goals. To mitigate these factors, preparation is the … Continued
This article was written by Laurie B. Beasley, Co-Founder and President, Beasley Direct Marketing, and Tom Judge, Vice President Strategy, Direct Marketing Partners You might think we’re exaggerating, but we’ll show you how easy it is to reach 13 or more touches just to get to the point where a lead has provided enough information … Continued
True believers in outbound marketing tout the high ratio of lead quantity to time costs, and adherents to inbound programs cite the higher net of first-quality leads and lower percent of throw-aways. Once you’ve determined that your company is one that should work both ends of an inbound-outbound call center, then assess some centers to … Continued
