Telemarketing big with Xerox

September 29, 2006

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Telemarketing big with Xerox

Do you use the telephone as part of your multi-modal lead generation strategy? A recent BtoB Magazine article by Carol Krol, "

Initial prospecting and qualification.

Qualifying inquiries from various sources.

Appending data and information.

Reconnecting with past customers and leads.

Centralizing leads for profiling and scoring.

Following up on requests for information.

Driving seminar and webinar attendance.

Inviting and following up on trade show attendees.

Validating direct marketing lists.

Following up on direct mail campaigns.

Building a database.

Scheduling sales appointments.

Developing relationships.

Getting internal referrals.

To use the phone as an effective lead generation strategy, consider creating a specialized teleprospecting function within the marketing group. The teleprospecting program is extremely helpful in creating a functional bridge between the sale and marketing teams. Creating a teleprospecting or lead management team, as an internal unit is easier said than done. So it is not surprising that more organizations are outsourcing their

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