Telemarketing is increasingly being frowned upon with lesser and lesser budgets being allocated to it. This is in spite of the fact that it is telemarketing is one of the most effective tools with higher conversion rates (about 27%). The problem – Telemarketing is Expensive! 62% of B2B marketers complained that lack of resources, staffing and budgets is top barrier to marketing success.
Why is telemarketing expensive?
Accuracy & Quality of Data:
According to a recent study by Brian Carroll and Nicolette Dease, it can take up to 240 dials to a sales ready lead using web generated leads because of low accuracy and lack of lead qualification. Only 9% of Telesales reported that they were supported by accurate data. The situation is worse in cases where marketers pass leads directly to Sales, which is detrimental to Sales success and lead to lower conversions because of the following reasons–
(a) too early in decision-making cycle to talk with Sales,
(b) not a decision maker or influencer – just gathering data or
(c) not sufficient budget
The Elusive prospect:
According to our research, on an average 84% of B2B telemarketing calls reach the voice mail. Only about 8% of the calls actually directly reach the prospect (assuming a highly accurate prospect database). If voice mails aren’t enough the inside sales representative constantly faces hurdles such as IVRs, Phone Trees and Executive Assistants. On a regular day, if the inside sales rep made 100 calls, he/she would get in touch with only 8 prospects, i.e. only one conversation every hour.
Hence, our telemarketers are spending a lot of time on the phone but are not able to achieve the required ROI because (a) they are being supported by bad data and end up reaching out to prospects who have left the company, not the appropriate role or not interested and (b) when they finally have the correct contact information, they find it extremely hard to get the prospect on the phone
LinkStreak – Relevant Conversations. Real Time, Every Time
Finding the fine balance between generating high-quality leads and generating a high volume of leads is the top concern of B2B marketers. We created LinkStreak with three objectives in mind:
(a) Overcome the telemarketing gap of not being able to reach the elusive prospect
(b) Increase the volume of leads as a result of telemarketing to levels comparable to other lead generation techniques
(c) Provide the necessary sales intelligence to improve the sales conversation and increase conversions
What is Linkstreak ?
LinkStreak is an innovative telemarketing solution that helps inside sales representatives engage in more than 8 relevant conversations every hour directly with decision makers. Powered by a patent pending FastSwitch™ technology and targeted 95% prospect data, it is a black box that finds hard-to-find influencers and decision makers and seamlessly connects them to you in a telephone conversation.
For more details, go to http://www.linkstreak.com/how-it-works/
Does it work?
A fast-paced technology startup achieved 6-month lead gen target within 1 month, by powering inside sales team to 330 live prospect conversations using LinkStreak.
“LinkStreak successfully delivered to it’s promise of teeing up relevant sales conversations. My inside sales reps now complete more conversations in 3 hours, than they did in 3 days. Productivity aside, my team is focused on doing what they do best- having good conversations – not just hitting voice mails and gatekeepers. Phenomenal!”
President, Lead Generation Market Leader