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Article : Lead Segmentation for Telemarketing Companies

It's a known fact that most organizations place incredible pressure on their teams to shorten sale cycles and to improve close rates. A key piece that contributes to the effectiveness of increased productivity is to ensure the entire sales process is optimized every step of the way. What I've found to be an essential component in the optimization of the sales process is the segmentation of leads.

Rather than dumping contacts into one large general category, successful sales organizations use a wide variety of categories and filters to assist in segmenting leads for their sales teams to aid in better-targeted discussions, leading to more closed-won opportunities. I will share with you what I've found to be the most successful segmentation categories and how to use those to benefit your teams.

Segmenting your leads for telemarketing companies

The main goal of separating customers into different segments inside the same campaign is to be able to differentiate marketing activities towards these segments. Customers expect a personalized approach and frankly, why shouldn't they? Lead segmentation provides that personalization from the very start, lending a positive interaction from the very first outreach.

Consider the following attributes when refining lists for telemarketing companies:

- Lead source

- Company size

- Industry

- Decision-maker job title

- Target product

- Opportunity size

What is the lead source?

It is imperative to identify where your leads are coming from. We know that the "one size fits all" approach just doesn't work for telemarketing programs. The case may be that prospects who sign up through email marketing initiatives respond better to certain sales pitches and offers than customers coming in from direct mail campaigns and from cold calling efforts. Other lead sources to consider are whitepaper and eBook downloads, cold call lists, customer referrals, partner referrals, trade conference attendance, social media, and webinar attendees. When you take the time to segment prospects and customers this way, you may also discover that the majority of your sales come from one or two distinct lead sources. This insight can help influence budget allocation for future lead generation and prospecting efforts.

Company Size

Understand the number of employees a prospect's organization has. The approach is much different for Enterprise organizations compared to SMB. It's likely that contacts at larger companies may have to get buy-in and approval from multiple people in different departments before they can finalize the contract and a purchase. On the other hand, it may be possible that a smaller organization may empower the prospect to make purchasing decisions and be ready to commit to a contract much sooner. Once you notice these and other patterns emerge, you can develop a more effective strategy for selling to small businesses and large enterprises. In addition, for telemarketing companies, the dialing strategy can be further refined once you know the size of the company that you're targeting in different segments of the list.

Industry type

Create targeted campaigns according to the industries in which they operate. It's likely that buyers from large healthcare organizations make purchasing decisions differently than buyers in the automotive industry. The same can be said about prospects from marketing agencies and financial service firms. Consider who your customer's customer is. A business to business company potentially has different needs compared to a business to consumer brand. Telemarketing companies must also understand the industry to ensure proper training is conducted, maximizing the opportunity to create a return on investment for their client.

Product lines

Companies can often sell multiple solutions to the same customer, though that customer may only be interested in one or two of your main offerings. With each product comes a distinct conversation and unique sales pitch. Some leads are best segmented according to the products or services they seek to purchase.

Job title

Garner an understanding of who your primary contact is. A junior financial analyst may be more open to a sales conversation, but likely does not have the authority to make or even influence a purchase or present your proposal to the rest of the team. However, the vice president of finance probably has enough clout to not just influence, but to introduce you to other decision makers within the firm who would hear your sales pitch. Again, let me point out that understanding and segmenting job titles allows for a more targeted discussion and can help eliminate wasted time in getting to the right person to speak with.

Potential contract size

Customers follow different purchasing paths when they are considering licensing a $5,000 consulting service versus a $200,000 hardware spend. The salespeople who are more effective at closing bigger contracts can be provided with opportunities according to estimated deal size. Alternatively, sales reps who are better at securing smaller contracts can instead focus their efforts primarily on engaging and nurturing leads who may only commit to $500 engagements at a time.

Geographic location

It's wise to group businesses in a specific country or time zone together that way you can contact or follow up with them during their normal business hours when they may be most responsive. When you strategically schedule your outreach, it can help avoid your email from getting buried overnight in a prospect's inbox. Segmenting geographically also allows you to use a different communication style, depending on which area of the country or world you're speaking with. For instance, I always find that I communicate differently with people in New York compared to folks in Iowa. Having lists segmented by time zone or region allows for a more targeted communication style.

Bonus tip: Be Nimble

While every good sales organization should use aspects of the traditional sales funnel, including segmentation to organize their sales process, they should also be mindful that it is fluid. To improve close rates and reduce cycle times, sales leaders and their teams should constantly update their sales approach to complement the ever-changing and evolving sales process. Being nimble and open to new ideas is key.

#contactcenterworld


About Quality Contact Solutions:
Company LogoQuality Contact Solutions (QCS) is a 100% U.S.-based B2B and B2C telemarketing and call center solutions provider. QCS is PCI Level 1 certified, experienced in many different industry verticals, and has 15 different locations in the U.S.
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Today's Tip of the Day - Make Self Service A Breeze

Read today's tip or listen to it on podcast.

Published: Monday, January 7, 2019

Printer Friendly Version Printer friendly version

2021 Buyers Guide Telecoms

 
1.) 
Cloud IT Services GmbH

Dialfire
Dialfire offers you a complete call center solution that is simple and intuitive to use and adapts to your needs. It's completely cloud-based, saving you the hassle of setting up a phone system and installing software. In addition to predictive dialing and call blending of inbound calls, you can create personalized campaigns through an intuitive and easy-to-use interface. Features include automated workflows and full control over the agent screen.

You can see the full list of features here:

2.) 
Cloudonix

Cloudonix’s smart voice calls enable frictionless experiences that drive better customer care and faster sales by merging voice and data into a complete service context. Cloudonix add Cloud capabilities to your existing on premise Call Center enabling your agents to work from anywhere in the world. Security, Privacy and more – rapidly deployed and cost effective without replacing your existing systems or retraining your team.

3.) 
Connectica Solutions, LLC

PBX On The Cloud
We provide complete Cloud-based PBX/Phone Systems, including predictive and progressive dialers, phone lines in more than 75 countries and low cost international rates.
We specialize in the US and Latin American market.

4.) 
DiRAD Technologies

AI Powered Contact Center Provider, AI Chat & Voicebot, Enterprise Telephony
Take advantage of the latest customer service innovations with Contact Center, Virtual Assistant, and Interactive Voice solutions for accessible, 24×7 services across multiple channels.

5.) 
Layer One Technologies

Layer One Technologies provides information and communication technology (ICT) services to businesses in the greater Charlotte area. Whatever your cabling needs, we have you covered.

6.) 
Megacall

VOIP services
Stay in contact quickly and easily with your international offices through Megacall.

Megacall will fulfill all your telecommunication requirements and on top of that go the extra mile and surprise you with new possibilities for your business, speed to action your requests and keeping within your budget.

📞 Virtual Switchboard
🔌 SIP trunk
🔢 Virtual number
📠 Call Center Solutions

7.) 
NetSapiens

SNAPsolution
Our SNAPsolution – UC and Collaboration tools – can be quickly deployed so you can realize your ROI just as quick. netsapiens offers a comprehensive suite of unified communications (UC) & Contact Center (CC) feature-sets to service providers. Custom-built to provide our partners with unprecedented levels of flexibility, customization, and ease of use.

netsapiens allows you to control your margins in order to improve your ROI. As a provider of a facilities-based solution, you are able to personally choose your origination, termination, hardware costs, etc. to fit your budget. We also allow you to strategically price your product for a maximum return on your investment by charging on a conc...
(read more)

8.) 
Nuxiba Technologies

CenterWare
Build a strong business presence and improve customer relationships!

Offer custom-tailored solutions throughout your sales cycles and customer interactions and assess service levels and control corporate goal achievement through reports and statistics.

Obtain detailed reports based on relevant activity in your contact center, access our quality module to assess calls and performance, apply surveys, develop scripts, record conversations, and more!

Schedule a live demo or request a quote today!

9.) 
Televergence

Long Distance and Toll Free Specialists for Contact Centers
Televergence is a facilities based US Nationwide High volume/High Capacity Inbound and Outbound VoIP Carrier for Contact Centers. We specialize in termination (outbound) and origination (toll free and local DID) for the contact center. We have a technical staff that is up to date on the majority of platforms in use today, including asterisk and Vicci dial, as well as many of the currently in use software platforms.
Contact Centers generally see cost reduction and containment when using Televergence as their contact center telecom carrier. Televergence is the only active US VoIP carrier certified by the Women's Business Enterprise National Council (WBENC), which enables our services to qualify for meeting corporations Supplier Diversity Needs.

10.) 
The Phone Number Testing Company

Phone Number Testing and Validation
Bulk testing and validation of UK Landline and mobile numbers, with a growing list of other coutries where we can test.

If you own a large customer or business prospect sales database, our service helps you to quickly and accurately cleanse all the dead records, by identifying all the dead phone numbers.

We offer a free no obligation test trial
 

About us - in 60 seconds!

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