Top 5 Business to Business Telemarketing Ideas
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...
Why It Takes 7 To 13+ Touches To Deliver A Qualified Sales Lead (Part 3)
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...
Why It Takes 7 To 13+ Touches To Deliver A Qualified Sales Lead (Part 2)
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...
12 Business To Business Lead Generation Mistakes That Make You Look Dumb
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...
Cold Calling Scripting Best Practices
“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...
Why It Takes 7 To 13+ Touches To Deliver A Qualified Sales Lead (Part 1)
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...
How to Choose The Best Inbound-Outbound Call Center Service
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...
Can You Handle the Truth? What People Say About Marketers and Vice-Versa
With this title, you might be expecting me to blurt either Tom Cruise character Lieutenant Daniel Kaffee’s line “I want the truth!” or Jack Nicholson character Colonel Jessup’s “You Can’t Handle the Truth! …” from the movie A Few Good Men. Instead this is about...
Tom Judge Presenting at DMA 2013 In Chicago
Our very own VP of Strategy, Tom Judge, will deliver two presentations at the DMA’s worldwide annual conference “DMA13” in Chicago in October, 2013. The First: 11 Tips From the Front Lines To Optimize Your Multi-channel Marketing Campaigns This presentation brings Tom...
Inbound Sales Leads Require Increasing Qualification Before The Are Sales-Ready
Over the past six months, I’ve observed a big surge in client requests for inbound response qualification from their marketing automation activities. Marketing Automation (MA) is growing in momentum! The requests have come from our long-time, established clients, as...