Cookie Preference Centre

Your Privacy
Strictly Necessary Cookies
Performance Cookies
Functional Cookies
Targeting Cookies

Your Privacy

When you visit any web site, it may store or retrieve information on your browser, mostly in the form of cookies. This information might be about you, your preferences, your device or used to make the site work as you expect it to. The information does not usually identify you directly, but it can give you a more personalized web experience. You can choose not to allow some types of cookies. Click on the different category headings to find out more and change our default settings. However, you should know that blocking some types of cookies may impact your experience on the site and the services we are able to offer.

Strictly Necessary Cookies

These cookies are necessary for the website to function and cannot be switched off in our systems. They are usually only set in response to actions made by you which amount to a request for services, such as setting your privacy preferences, logging in or filling in forms. You can set your browser to block or alert you about these cookies, but some parts of the site may not work then.

Cookies used

ContactCenterWorld.com

Performance Cookies

These cookies allow us to count visits and traffic sources, so we can measure and improve the performance of our site. They help us know which pages are the most and least popular and see how visitors move around the site. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies, we will not know when you have visited our site.

Cookies used

Google Analytics

Functional Cookies

These cookies allow the provision of enhance functionality and personalization, such as videos and live chats. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies, then some or all of these functionalities may not function properly.

Cookies used

Twitter

Facebook

LinkedIn

Targeting Cookies

These cookies are set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant ads on other sites. They work by uniquely identifying your browser and device. If you do not allow these cookies, you will not experience our targeted advertising across different websites.

Cookies used

LinkedIn

This site uses cookies and other tracking technologies to assist with navigation and your ability to provide feedback, analyse your use of our products and services, assist with our promotional and marketing efforts, and provide content from third parties

OK

Upcoming Events

TRAINING IN CONTACT CENTERS

How To Enter the 2020 Members' Choice Awards - For Vendors

HOW TO CELEBRATE INTERNATIONAL CONTACT CENTER WEEK

EMPLOYEE ENGAGEMENT

HOME AGENT TECH & ENVIRONMENTS

The Importance of Ongoing B2B Lead Generation Calling - Volkart May - ContactCenterWorld.com Blog

The Importance of Ongoing B2B Lead Generation Calling

One of the most important keys to B2B lead generation calling campaign success is calling the potential prospect on an ongoing basis. In fact, according to InsideSales.com, a sales process that mandates 8-12 contact attempts, and uses multiple modes of contact (phone, email, voice message, etc.) usually sees a 90% contact rate for all possible leads, almost double the industry average. Yet, the average rep’s performance is between 1.7 and 2.1 attempts before they give up. This leaves a lot of room for improvement in the industry.

Here are 3 of the top benefits of ongoing calling when generating B2B leads:

Keeps the sales funnel full

You want your sales team to be consistently busy throughout the whole year, not just for a few months here or there. If you only make one big push with your calling campaign it’s likely that the sales funnel will only be full for a few months and then dry out for the rest of the year. An ongoing calling campaign spreads the leads out, allowing salespeople to adequately work in a steady, consistent manner.

Access to data

When do you think potential leads are more likely to engage in a conversation: when you call and are speaking generally or when you are able to mention specific things that are relevant to their needs and company? Calling month over month allows you to learn about the prospect and the market and adjust the calling approach for a more successful effort. Over time, you’re able to access data that allows calling efforts to narrow in on particularly successful audiences, times of year, etc. Condensing a calling campaign into a short period of time doesn’t allow for this important process.

Reach prospects at the right time

Certain times of the year are better for some prospects. For example, they might not have the time to speak during their peak season but would be more open to a conversation while things are slow. If you only call once you could catch them at a bad time. Reaching out over the course of the year allows for callbacks when appropriate and nurturing in between the calls.

It’s important to never be too quick to disqualify a lead. Just because you aren’t able to connect with a prospect or generate a lead to pass on to the sales team on the first few tries doesn’t mean that the contact won’t be a great client or customer in the future when they are ready. Staying in touch over time keeps your company top of mind for when the timing is right.

Source: http://www.volkartmay.com/lead-generation/ongoing-b2b-calling/

Publish Date: December 23, 2015 5:00 AM


2020 Buyers Guide Automation

 
1.) 
Agara

Agara is an autonomous virtual voice agent powered by Real-time Voice AI. It is designed to have intelligent conversations with your customers, vendors, and partners without any assistance from human agents. It can handle a wide variety of calls including inbound customer care calls, outbound lead generation calls, appointment scheduling calls, and overdue payment recovery calls.

Agara is available for several industries including banking, insurance, retail, e-commerce, airlines, and telecom. Powered by advanced Real-time Voice AI that understands speech in real-time, automatically determines the right process to follow and guides the caller along in the process with natural conversation.
PH: +1 (512) 333 4634
 



View more from Volkart May

Recent Blog Posts:
5 Reasons to Execute an Outbound Calling CampaignAugust 16, 2017 5:00 AM
Warm Calling: Who Teleprospectors Should be ContactingAugust 8, 2017 5:00 AM
Set a B2B Calling Campaign Goal to Achieve a Desired OutcomeJuly 18, 2017 5:00 AM
Improve Marketing Efforts with an Outbound Calling CampaignMay 30, 2017 5:00 AM
Leave These Sales Functions to an Outsourced Calling PartnerMay 18, 2017 5:00 AM
Keep Prospects on the Line by Following These Sales Call TipsMay 2, 2017 5:00 AM
Key Points to Mention Upfront During an Inside Sales CallApril 10, 2017 5:00 AM
Want a Callback? Follow These Inside Sales Voicemail TipsMarch 27, 2017 5:00 AM
4 Ways to Build a Positive Call Center CultureMarch 16, 2017 5:00 AM
Keys to a Successful Relationship with an Outsourced Inside Sales CompanyFebruary 27, 2017 5:00 AM
Submit Event

Upcoming Events

15th annual Best Practice Conference - this is the contact center world's most highly rated event - a whopping 100% of delegates say they would recommend it!

100's of best practice tips and ideas from contact center professionals Read More...
 7
 10520 
Share

Latest Americas Newsletter
both ids empty
session userid =
session UserTempID =
session adminlevel =
session blnTempHelpChatShow =
CMS =
session cookie set = True
session page-view-total =
session page-view-total =
applicaiton blnAwardsClosed =
session blnCompletedAwardInterestPopup =
session blnCheckNewsletterInterestPopup =
session blnCompletedNewsletterInterestPopup =