As digital communication proliferates in business, people are honing their email, text, and online messaging skills to keep up with the constant changes in communication. As a result, phone conversation skills are declining.
Denizens of the digital age are quick to look at the phone as an antiquated form of business connectivity.
“Cold calling is dead” is a common refrain.
However, when paired with the skills of experienced business development executives who can engage in meaningful dialogue with executive-level decision-makers, the phone continues to be a uniquely effective B2B lead generation tool.
Hiring a B2B telemarketing service is a proven way to access the high-level conversational skills needed to uncover qualified opportunities that lead to closed deals.
Here are 3 reasons why B2B telemarketing remains a successful sales method for complex services, products, and solutions:
1. Active listening to prospects
Experienced callers understand that the goal of a B2B telemarketing call is to actively listen at the outset of the conversation in order to gain an understanding of what the prospect is experiencing.
They must know how to guide a conversation so a prospect feels comfortable sharing the details of their business and where their challenges lie. Listening, and allowing a prospect the time to reveal their business pains, is a major benefit of using the phone to connect with potential leads.
Only after gaining that understanding through listening can a meaningful dialogue about applicable solutions take place.
2. Peer-to-peer interactions
Experienced callers who engage in a meaningful interaction with a prospect are the key to success in B2B telemarketing.
A high-level prospect can quickly spot an inexperienced caller and will not be inclined to reveal their business pains or invest in a conversation.
A caller with demonstrable industry knowledge, an ability to understand business pain points, and a focus on relevant business solutions will gain the trust needed to explore a business relationship.
The B2B sales cycle is generally not a short one. The conversations and interactions that occur at the outset are essential to lay the foundation for a strong business relationship that will last throughout an extended sales cycle.
What goes into successful B2B cold calling? 3 Elements of a Successful Sales Call
3. Actionable leads with relevant market intelligence
What is the deliverable a B2B telemarketing company can produce for your company?
- An actionable profile of each prospect interaction with an assessment of their interest and readiness to buy
- An outline of company structure and key decision-makers.
- Intelligence about whether the prospect is a good fit for your solution based on their real-time need assessment.
With this information, you can prioritize your follow-up efforts and tailor your lead nurturing campaigns.
Learn more about JMS Elite’s B2B telemarketing capabilities, approach, and results.
Businesses that are focused solely on digital communication tools may be losing the capacity for complex B2B telemarketing interactions.
Outsourcing to an experienced B2B telemarketing service that specializes in these skills can uncover truly qualified opportunities that are not consistently found using other methods.