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Sales Lead Generation Ideas

Some thoughts and observations on all things business development related. Read on to learn about how to generate new sales leads and create sustainable lead generation activity...

Tag Archives: Telemarketing

Hello, Hola, Hallo, Bonjour, Ciao!

April 20, 2011 – 1:28 pm

How many different ways can you say hello? Well there is an estimated over 6000 languages spoken throughout the world, the majority of which are spoken by less than 1000 people. Nowadays most of us take communication for granted and the ways and speed in which we can do so is incredible.

Our multilingual telemarketing service allows companies to gain insight into perhaps previously unattainable markets and gain knowledge on what matters most to foreign companies. In my previous blog post I explained how multilingual telemarketing can help your business grow but I didn’t actually explain how we do what we do. So now I will give you a little insight into our multilingual telemarketing team.

We have a team of full time multilingual telemarketers and also some part time employees, that work as and when we get new campaigns and contracts. Our clients dictate which foreign languages we have flying around in the office and currently we have around 10 but this changes almost every day! It is great working in such a multilingual environment and learning new things every day, not many offices have those kinds of surroundings.

With each language and country that we work on, different challenges arise, especially when it comes to time differences and how our telemarketers find solutions. French, Spanish, German and Italian Telemarketing involves working around smaller time differences, yet they are still significant and rely on an understanding of the countries hours of work and when will be the most effective time to call and actually speak to the right people as its different for every country. As well as working on Pan-European contracts we work on Asia – Pacific and American time specifications. Our Japanese telemarketing relies on our dedicated telemarketers to work from the early hours of the morning to ensure that ...read more

By Becky | Posted in Multilingual telemarketing, Pay On Results, sales leads, Telemarketing, Uncategorized | Also tagged , , , , | Comments (0)

BANT over BANTer why these four letters are key in your Telemarketing Strategy…

March 21, 2011 – 3:57 pm

It has been a few weeks since my last post and I have decided to blog about Qualifa’s current core business Telemarketing (also multilingual telemarketing). It is what we do best and what businesses are looking for in today’s tough market. As any sales director/manager will tell you finding hot sales leads isn’t easy and many times in my blog I have written about how companies need to be more flexible and open to future sales as finding leads with the right amount of budget, the exact need for their product, and the desire to spend their money now ( always highly unlikely) AND the fact that we have to converse with key decision makers, all makes it rather difficult.

However I’m going to look at a different angle to view sales lead generation. Not just through emailing and cold calling but through targeted calls with a sharp and smart pitch that gets straight to the crux of companies sales problems. With our long list of telemarketing services for example event attendees, profiling, market research and BANT research there is an area of telemarketing that would benefit any company. I mentioned BANT just then and this is an anagram for…

B = Budget A = Authority N = Need T = Timescale

For many of our contracts we use BANT to make sure that all of our clients requirements for a particular lead is fulfilled. Im going to expand them a bit further and explain why they are key considerations when conducting and managing sales lead generation telemarketing campaigns.

 

Budget

Does the company your calling have a budget for what your asking? Would they be able to justify the amount of budget that you are looking for in a lead? Many people would be extremely reluctant to give information on budget to someone ...read more

By Becky | Posted in Appointment Setting, Lead Generation, Multilingual telemarketing, sales leads | Also tagged , , | Comments (0)

Multilingual Telemarketing

December 2, 2010 – 4:45 pm

Communication is arguably something that we take for granted nowadays, we can make telephone calls from the palm of our hand, instant message people whilst on-the-go and call friends and family on the other side of the world without it costing a penny. Yet with all of these communication capabilities language barriers still exist. In English schools the popularity of studying languages is decreasing rapidly, so where does this leave British companies who need multi-lingual capabilities within their firms? The answer is undoubtedly the native multilingual speakers of Europe and beyond.

Multilingual telemarketing is therefore essential in providing a link between you and markets you may have thought you could not access. Each telemarketer we employ can contact key decision makers within foreign companies and discuss your service or product in an informative and eloquent way, so that your company can be represented impeccably to prospective clients in Europe and around the world. It is also important to recognise the different business cultures that exist not just in Europe but globally, our telemarketers are speaking their native language and so have the experience of working and living in these countries and know the most professional way to address prospects. We offer not only professionalism but an opportunity to expand your business in a way you may have thought impossible, and access markets that may prove to have a great need for you product or service.

Qualifa is however at its heart a lead generation company and we are proud to announce the launch of our multilingual telemarketing capabilities. This means that we can offer our skills in lead generation to companies who are again looking to expand abroad and access perhaps previously unattainable markets.

Multilingual telemarketing is therefore not just about speaking a different language or learning how to say ‘one coffee with ...read more

By Becky | Posted in Appointment Setting, Lead Generation, Multilingual telemarketing, Pay On Results, sales leads, Telemarketing, Uncategorized | Also tagged , , , , | Comments (0)

Qualified Sales Leads, What are they?

November 12, 2010 – 9:54 am

A sales lead, is the identity of a human or entity potentially interested in purchasing a product or service, and represents the first stage of a sales process.

Well that’s the easiest part of this blog post done.

The hard part is trying to unpick the word ‘lead’ and establish what one is. After having been working at Qualifa, the smart sales lead generation company, full time for just over 2 months, I can safely say that between different people the definition of ‘Lead’ differs greatly. What some people see as a speculative opportunity, others see as a waste of time. So how can you make sure you don’t waste your time going to bad leads? Answer? Qualify Qualify QUALIFY! I have learnt this a couple of times now and it is hard when you are excited for a client as you believe you have got them a meeting with a top branded UK Company, only to find out that the service or product that your client provides is not quite what they want.  As much as you want a lead to be 100% perfect with the right budget, right size and right ‘name’ at the right time, all this is 100% unrealistic. If you want to utilise the services of Qualifa, a lead generation and telemarketing company, you have to be prepared to go to meetings with prospective clients who you know may not be looking right at this point for your product or service but realise that this is invaluable contact building and relationship building with key members of a company, an opportunity you are unlikely to get otherwise. If you go into that meeting knowing everything there is to know about your company and how your product or service could benefit the prospective client, then there is no reason ...read more

By Becky | Posted in Appointment Setting, Lead Generation, Pay On Results, sales leads, Telemarketing, Uncategorized | Also tagged , , | Comments (0)

New business prospecting, what I’ve learnt about sales lead generation in 3 months…

November 5, 2010 – 7:39 am

Hi, my name is Phoebe and I am currently working as an intern here at Qualifa – a telemarketing company for the Internet era! I started in September and already have learnt so much, not just about Sales Lead Generation, but also social media, SEO, PPC, digital marketing, football – the list goes on!

As an intern I had never worked in a professional business environment before and it was quite a nerve-racking prospect. But with the help and amazing support of the team I started to secure meetings for our clients with major high-street brands and grew to love the sales buzz. There is nothing quite like it and I also adore the friendly competition that exists within the office not to mention our weekly table tennis tournaments, it’s a great place to work and us ‘Qualifites’ are a lean mean sales lead generation team.

Before starting my intern-ship I had never really considered a career in sales, I had not done any business units in Sales throughout my academic life and I am greatly disappointed that more people do not get the opportunities that I have so far experienced in my role here. As Qualifa’s Managing Director James Burton says, “Sales is the engine room of a company”and ultimately Qualifa are helping businesses keep their ‘engine’ running by generating qualified new business sales leads. Sales is generally seen as an extroverts career with the stereotypical sales person knocking at your door trying to sell you cheese graters or something. But I can assure you at Qualifa it is nothing like that and I have learnt so much about the methodology behind sales lead generation. Simplicity is key and I have realised that if you have a good product or service and know a lot about it, then ...read more

By Becky | Posted in Appointment Setting, Lead Generation, Pay On Results, sales leads, Telemarketing, Uncategorized | Also tagged , , | Comments (0)

Reasons to Speculate on Prospect Meetings

September 7, 2010 – 5:11 am

‘We only want super qualified hot sales leads’ – is what we hear on a daily basis here at our lead generation company. AKA – get us meetings with people who have a need for our product or service and who are ready to buy NOW!

Frankly, that’s like looking for a needle in a haystack. Imagine how hard it’s going to be to find a company that not only needs what you are selling, but who is sat there waving the cheque book waiting for the phone to ring. Hard work, trust us. Fact is, if you are lucky enough to find any of the above they’ll most likely by already talking to suppliers, if not in an advanced state of negotiation on the deal – meaning you’ll be on catch up mode from the start.

So what’s the answer? ‘Speculate to accumulate boy!’ (as my Granddad used to say).

By speculation here we mean that companies looking to build their sales pipeline should research and target their ideal customers and start to network with them and book introductory meetings. There may not always be immediate requirements, but you’ll start the process of being in their thoughts as and when they do have a requirement.

More importantly – GO AND SEE THEM, don‘t just make a phone call. Things happen when you meet with people face to face. Such as:

  • Oh, you provide that service do you? I didn’t realise, we’re interested in a quote for that…
  • You should speak to XYZ company – they need one of those next month…
  • Try speaking to Peter in Marketing, he’s the man with the budget

    More than this, you leave with a new business ‘connection’ that, if used to your advantage should serve you well in the future.

    Make sure you:

  • Get referrals into other people with that company
  • Get ...read more
    • By James | Posted in Appointment Setting, Lead Generation, Pay On Results, sales leads, Telemarketing | Also tagged , , | Comments (0)

    Targeted Lead Generation

    March 9, 2010 – 1:37 pm

    Qualifa Targeted Lead Generation

  • Targeted Demand Creation.
  • In this presentation: What we do. Clients. Our approach. Why us? Meeting examples. Contact us.
  • What we do: Help digital media and technology businesses engage with more potential customers. We stimulate interest & demand for specific propositions. Facilitate senior level new business introductions. We offer performance based services – no set up fees, no retainers, no overheads.
  • Clients.
  • Our approach: Deep understanding of client propositions. Identification of USP’s and differentiators. Intensive research on target sectors and customers. Articulate compelling outbound sales messages. Effective use of social networks and proven prospecting methods.
  • Why are we different? Unlike traditional telemarketing services we focus on ‘sales intelligence’ to drive results. We only employ highly trained and motivated graduates who are paid on results. All account activity reviewed at Director level on a daily basis to maintain quality It’s about the proposition, research and contacts.
  • The type of meetings we book… La Senza Petrofac Virgin Atlantic Reed Thomas Cook Monster Nintendo Boden Balfour Beatty News International. We are specialists in major brand introductions and senior level appointment setting.
  • Contact us call:0203 1950001 enquiries@qualifa.co.uk ...read more
    • By James | Posted in Lead Generation | Also tagged , , , , | Comments (0)

    Quality Sales Leads & Successful Pipeline Management

    March 9, 2010 – 9:44 am

    Many growing digital media companies say that their main problem is ‘closing’ sales opportunities. They get shortlisted in a competitive pitch and stake the next wave of plans on a one in three chance of winning. The reliance most digital media and technology businesses place on closing a small number of key sales leads presents a big problem – if you lose one, there’s nothing to fill the void.

    There’s a tried and tested way of hedging against this situation -successful pipeline management; the more quality leads you have, the more you are likely to win.

    Companies need to protect against over-reliance on winning major projects by ensuring that the supporting pipeline is kept full at all times with quality sales leads and consistent lead generation.

    So, what is pipeline management?

    Typically a 3:1 ratio applies: of three final stage (shortlisted) pitches, typically one will be won. Taking this further back in the sales cycle, the ‘times three’ effect is usually accurate. To get three quality leads to the point of final pitch, you’ll need nine sales leads to get to the stage of formal proposal. To get nine to formal proposal, you’ll more than likely need over 20 ‘value proposition’ meetings or presentations. This means you’ll need around 80 quality sales leads in active conversations.

    Of course all of this doesn’t unfold overnight. Lead management and maintaining a healthy sales pipeline is ongoing and often has a time frame of three to six months from initial conversation to contract sign off.

    With this in mind it makes sense to take a long term view and get strategic about gaining introductions with new business. Setting aside other elements of your marketing and client acquisition strategy (search engines, events & exhibitions etc) the single most effective way to generate quality leads and interest in your proposition is to ...read more

    By James | Posted in Appointment Setting, Lead Generation | Also tagged , , , , | Comments (0)

    Sales Acceleration

    March 9, 2010 – 7:49 am
    Sales Acceleration

    By James | Posted in Appointment Setting | Also tagged , , , , , | Comments (0)

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