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Extending the Life Span of Generated Leads in B2B Outbound Telemarketing

Extending the Life Span of Generated Leads in B2B Outbound Telemarketing
Lead Generation, as a process, is as basic as it gets: A prospect is engaged in a conversation, then asked for vital information, then ultimately qualified as a sales lead. But in Business-to-Business (B2B) Outbound Telemarketing, the responsibilities are not limited to “searching” for leads. Considering that the prospective clients are also businesses, the dynamics of the demand for business partnerships may rapidly change before anyone’s eyes. Hence, leads must also be followed-up until the very closure of the transaction. This is also to say, to “extend” the life of a sales lead. The rationale behind this need lies on every Telemarketing company’s desire to generate quality leads as opposed to quantity. Another reason is, again, business operations and needs rapidly change. Most of the time in B2B, the process of “extending” the life of sales leads goes even further – especially when the prospect manifests a “soft NO”.

http://www.callbox.com.sg/telemarketing/extending-the-life-span-of-generated-leads-in-b2b-outbound-telemarketing/

Related:  B2B Marketing | Telemarketing

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