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How To Integrate B2B Telemarketing Into Your Sales Funnel

By James Crowder | 4 December 2021




Ask most people what comes to mind when they think of B2B telemarketing and there’s a high chance they’ll say cold calls and sales pitches. This preconception assumes that B2B telemarketing can only add value at the bottom of the sales funnel – right before a lead is ready to buy.

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How To Use Market Research To Upsell To Your Existing Account

By James Crowder | 23 November 2021




Despite the fact that acquiring new customers costs five times as much as retaining current customers, 44% of companies focus their efforts on attracting new business, compared to 18% that focus on customer retention. That says a lot about what businesses think is the better way to generate leads....

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When does an MQL become an SQL?

By James Crowder | 18 November 2021




When does an MQL (Marketing Qualified Lead) become an SQL (Sales Qualified Lead)?

Before we answer that question we should first look at the buyer’s journey. The buyer’s journey consists of three stages: awareness, consideration and decision. Let’s take a quick look at each of these:

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Quick Guides for Great B2B Lead Gen Campaigns

By James Crowder | 27 October 2021




However you define Lead Generation, the desired end result is always the same. Leads - and lots of them! Below are 3 examples of successful Lead Generation campaign styles and some simple steps to get you started:

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Does Telemarketing Work?

By James Crowder | 30 September 2021




More and more businesses are coming to us and asking "does Telemarketing still work"? Over the last 25 years telemarketing has got a bad reputation amongst some people, but why? A lot of the negative press comes from campaigns that go wrong and bad telemarketing practices. So what are the top 10 r...

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Lead generation: what is the optimum conversion rate?

By James Crowder | 16 September 2021




Almost everything in inbound marketing can be measured, so why focus on conversion rates? Cost per conversion seems more useful when identifying lead generation channels that deliver ROI, and cost per acquisition is much better for determining the overall cost-effectiveness of a particular strategy....

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