it telemarketing

BANT and beyond – exploring the ways leads can be qualified

Qualification is arguably the most important part of the whole lead generation process. Sales teams need to make good and profitable use of every second of their time, and your company simply can’t afford them to waste it on bad leads. Qualification sorts the ‘likely to buy’ and ‘will never buy’ leads from each other, handing the former over to the sales team ready to close the deal. According to statistics from Gleanster Research 2015, only a quarter of all leads are strong enough to be worth passing on to the sales team. But how do you determine which leads […]

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Are you losing leads without even realising it?


If your sales team is like many others, you could be regularly losing leads without even realising it. There are many reasons why this happens, but it often stems from your marketing, sales, account reps and lead gen team failing to work together effectively. Here are just 4 of the most common reasons why leads are lost, and what you can do about it: Failure to act on poor web traffic conversion rates If the conversion rate on your website is very low, you should be asking yourself – why, and what can I do about it? If it’s down […]

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Resuscitation marketing – how to bring dead leads back to life

Lead Generation

If you keep up with your lead generation news, you may have spotted a startling statistic from recent research that suggested that a massive 98% of marketing-qualified leads (MQLs) will never actually result in closed business. This can be very hard to take in, as the majority of your lead gen efforts end up feeling like a waste of time. However, the reason that many MQLs don’t turn into sales is often because leads are forgotten about. The lead may not have been ready to sign on the dotted line there and then, but this isn’t to say that they […]

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Why Choose Outsourced Lead Generation?

While advances in technology have streamlined many of the processes we use on a day to day basis, marketing remains a challenging activity, one which requires a human touch to produce truly effective results. There is no fully-automated, one-size-fits all method of lead generation; working with a strong agency partner via outsourcing therefore has manifold benefits for just about any business, particularly those dealing with the already fast-paced world of IT. So why should you consider outsourcing your lead generation?   The Top Ten Benefits of Outsourcing Lead Generation According to Marketing Sherpa, seven out of ten businesses find generating […]

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