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Scanning the RSS feeds from the blogs -- many of which are all about the benefits of Web 2.0 providing greater customer intimacy and building trust with customers -- one begins to wonder if telemarketing is on its way to becoming obsolete. I asked a group of marketing vice presidents and directors and a consistently strong response came back: Telemarketing is either stable or growing for event sign-ups and follow-up, yet everyone is struggling with the later stages of developing leads. As a result, telemarketing hasn't delivered all the results this group was expecting.
Re: Telemarketing Needs to Dial In to Social Media
Posted by: PKilhoffer 2008-02-14 10:08:50 In reply to: Louis Columbus
Unfortunately, the kinds of people that make great B2B prospectors and Lead generators usually make bad salespeople and vice versa. Your call center is best used to generate highly qualified prospects that are a good use of a salesperson's time to follow-up with. The handoff does have to be handled well, but the further in the sales cycle the caller is involved, the less time the salespeople have to establish themselves prior to making the sale. For some products, sure, the caller can handle the entire sale. For most products though, you are better off using your people in the way that best takes advantage of their personal strengths.
