Marketing automation allows you to reach out to and nurture interested prospects on a mass scale without having to employee a large team to perform the outreach. However, converting inbound leads into sales qualified leads and customers requires a more personal touch. Sales teams rarely have the bandwidth to manage the number of leads generated from marketing automation and at times these leads will be very early in the buying process. What’s the solution when there are “too many leads” and not enough resources to properly nurture them? Surprisingly, it’s a marketing tool that predates marketing automation by decades: teleprospecting.
Technology has changed the world of marketing perhaps more than any other industry. Methods such as blogging, social media marketing and search engine marketing dominate the headlines and command the greatest percentage of marketing budgets. However, teleprospecting continues to hold value when used properly.
Most B2B organizations have either already adopted an inbound marketing strategy or are looking to do so. Traditional marketing tactics such as teleprospecting may seem like they’re on their way out, but that is not the case. Traditional outbound strategies are now being blended with inbound marketing to enhance campaigns and increase lead quality.
Whether you own, manage or dial at a call center, each person within this unique atmosphere contributes to employee morale and the overall company culture. Much like a family, call centers endure conflict, attrition and financial issues. Call centers also embody a microcosm of everyday society. Much like family, and of course society, improving employee moral and cultivating a healthy company culture takes work. So what are the steps to take to get there?
Automation platforms, social media, paid advertising, the cloud and countless other new technologies have driven marketers to rely heavily on large amounts of data. Finding quality data to purchase and keeping your own records up to date is a significant challenge. Employees change jobs, companies go under or rebrand. These are just a few reasons it’s important research those you’re purchasing lists from, audit the data and keep close track of your return on investment.