Insights
The Intelemark blog, page 99.
Straight talk on appointment setting, lead generation and building a B2B pipeline, one call at a time. 1,306 articles.
Articles.
· 3 min readSetting Expectations: B2B Telemarketing Campaign ResultsWould You Rather Be Delighted or Disappointed with Your Calling Campaign? Investments are not without expectations, and B2B telemarketing campaigns are no exception. Unfortunately, setting realistic expectations is not something that many companies in this industry do very well. We think lead generation companies can do better, because we think lead generation customers deserve better.Read article · 4 min readHow to Prepare for a B2B Sales CallA boxing match isn’t really decided in the ring; it’s decided in the days, weeks and even months leading up to the first round. The fight is most often won through preparation. Sales is no different. With so many salespeople vying for the same slice of the pie, the ones who are ultimately the mostRead article 
· 3 min readPolish Your Pitch: Tips to Improve Your B2B Sales CallsAccording to a 2017 survey, 51% of B2B buyers say marketing and sales communications have improved over the past few years. Has yours? Your messaging is probably based on what you consider your B2B buyers want to hear, but do you really know what your B2B buyers consider important? If research from McKinsey & CompanyRead article 
· 6 min readMaturity Matters: The Benefit of Using Experienced Appointment SettersMaturity Matters: The Benefit of Using Experienced Appointment Setters If you have ever outsourced your outbound calls, you may well have experienced disappointing results. Young, inexperienced agents may be one of the reasons why. B2B appointment setters are the “face” of your organization (or the voice) and the first ones to communicate with prospects aboutRead article 
· 3 min readLeave a Message: Tips for Better Sales VoicemailsShould you leave a voicemail every time you reach out to a prospect? That depends, but data tells us that reps who only leave a single voicemail may be missing out on vital sales opportunities: a first-time call yields an 11 percent call-back rate, while 33 percent of prospects call back after a third message.Read article 
· 4 min readSales Compensation Plans 101Grow Your Sales Team with the Right Sales Compensation Plan One of the biggest challenges for a growing business is attracting (and retaining) qualified salespeople. This often comes down to having a formal compensation plan that spells out exactly how much reps can expect (and hope) to make selling your solution. It’s no surprise, then,Read article 
· 4 min readSales Team Structures: Organizing Your Sales DepartmentYour product launch was well received, you’ve got traction in your market, and now you’re looking to go even further. Naturally, you start by expanding your sales team. You hire amazing sales talent and let them hit the ground running, but your business doesn’t seem to be growing any faster than it did before youRead article 
· 4 min readAsk Murray: Is a B2B Lead Generation Campaign Worth It?Q&A with Murray Goodman on the ROI of Outsourced B2B Lead Generation According to one survey, 42% of reps say that prospecting is the most difficult part of the sales process, more than closing deals (36%) and qualifying leads (22%). Fortunately, there’s an easy way to fill your pipeline with quality leads, so your repsRead article 
· 4 min readLead Qualification ChecklistIdentify the Best Leads, Close More Deals Leads are leads, right? Not exactly. If you want your sales team to spend their time pursuing the best prospects, you need to know which leads are worth the focus. That’s the theory behind lead qualification, a process through which you segment prospects and identify the ones worthRead article 
· 4 min readConversational Sales Calls: How to Build Relationships with Prospects That Pay OffThe New ABCs of Selling: Always Be Conversing What do children and salespeople have in common? They learn their ABCs during their “formative” years. For salespeople, ABC has long stood for “Always Be Closing,” a mantra commonly used to teach new reps that everything they say and do in the course of a sales pitchRead article 
· 6 min readB2B Cold Emailing Tips and Best PracticesOutside of direct calling, email is still one of the most effective ways to reach prospects. In some cases, email allows you or your salespeople the opportunity to reach a buyer before anyone else. And being the first to reach a buyer dramatically increases your odds of landing new business: the first viable vendor toRead article 
· 4 min readHow to Follow-Up with B2B Leads from a Trade ShowGo After B2B Trade Show Leads While They’re Still Hot So, you read our post about how to generate B2B trade show leads and now you have a ton of contacts from the big event you just attended. Now what? If you want to convert those contacts into revenue, you need to follow-up ASAP. AndRead article
· 3 min readPolish Your Pitch: Tips to Improve Your B2B Sales CallsAccording to a 2017 survey, 51% of B2B buyers say marketing and sales communications have improved over the past few years. Has yours? Your messaging is probably based on what you consider your B2B buyers want to hear, but do you really know what your B2B buyers consider important? If research from McKinsey & CompanyRead article · 6 min readMaturity Matters: The Benefit of Using Experienced Appointment SettersMaturity Matters: The Benefit of Using Experienced Appointment Setters If you have ever outsourced your outbound calls, you may well have experienced disappointing results. Young, inexperienced agents may be one of the reasons why. B2B appointment setters are the “face” of your organization (or the voice) and the first ones to communicate with prospects aboutRead article · 3 min readLeave a Message: Tips for Better Sales VoicemailsShould you leave a voicemail every time you reach out to a prospect? That depends, but data tells us that reps who only leave a single voicemail may be missing out on vital sales opportunities: a first-time call yields an 11 percent call-back rate, while 33 percent of prospects call back after a third message.Read article · 4 min readSales Compensation Plans 101Grow Your Sales Team with the Right Sales Compensation Plan One of the biggest challenges for a growing business is attracting (and retaining) qualified salespeople. This often comes down to having a formal compensation plan that spells out exactly how much reps can expect (and hope) to make selling your solution. It’s no surprise, then,Read article · 4 min readSales Team Structures: Organizing Your Sales DepartmentYour product launch was well received, you’ve got traction in your market, and now you’re looking to go even further. Naturally, you start by expanding your sales team. You hire amazing sales talent and let them hit the ground running, but your business doesn’t seem to be growing any faster than it did before youRead article · 4 min readAsk Murray: Is a B2B Lead Generation Campaign Worth It?Q&A with Murray Goodman on the ROI of Outsourced B2B Lead Generation According to one survey, 42% of reps say that prospecting is the most difficult part of the sales process, more than closing deals (36%) and qualifying leads (22%). Fortunately, there’s an easy way to fill your pipeline with quality leads, so your repsRead article · 4 min readLead Qualification ChecklistIdentify the Best Leads, Close More Deals Leads are leads, right? Not exactly. If you want your sales team to spend their time pursuing the best prospects, you need to know which leads are worth the focus. That’s the theory behind lead qualification, a process through which you segment prospects and identify the ones worthRead article · 4 min readConversational Sales Calls: How to Build Relationships with Prospects That Pay OffThe New ABCs of Selling: Always Be Conversing What do children and salespeople have in common? They learn their ABCs during their “formative” years. For salespeople, ABC has long stood for “Always Be Closing,” a mantra commonly used to teach new reps that everything they say and do in the course of a sales pitchRead article · 6 min readB2B Cold Emailing Tips and Best PracticesOutside of direct calling, email is still one of the most effective ways to reach prospects. In some cases, email allows you or your salespeople the opportunity to reach a buyer before anyone else. And being the first to reach a buyer dramatically increases your odds of landing new business: the first viable vendor toRead article · 4 min readHow to Follow-Up with B2B Leads from a Trade ShowGo After B2B Trade Show Leads While They’re Still Hot So, you read our post about how to generate B2B trade show leads and now you have a ton of contacts from the big event you just attended. Now what? If you want to convert those contacts into revenue, you need to follow-up ASAP. AndRead article Start
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