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In the last four years of economic recession since the market crash of 2008, the inside sales marketing has proven to be counter-recessionary, growing at a rate that is 15 times greater than the traditional outside sales model, according to a study conducted by Dr. James Oldroyd of MIT and infoUSA. In United Kingdom, inside sales lead generation is a fast-growing industry considered by experts as far more efficient at generating B2B sales leads and creating revenue for small, medium, and even large businesses, whether through professional telemarketing / telesales, email, or online channels. However, since appointment setting is still quite young, many marketers still do not fully understand the discipline itself and how to make it work effectively. In fact, the UK Internet Advertising Bureau (IAB) in 2011 reported that over 50% of inside sales professionals in hundreds of lead generation firms in the UK were not using and appointment setting tools correctly. In order to generate more results from your UK lead generation campaign, take a quick look at these tips: Tip #1: Identify the top problems faced by inside sales solutions providers. According to a 2012 survey conducted by InsideSales.com, the top 3 problems faced by inside sales representatives are the following: - Making Contact with Leads
- Accessing Decision Makers
- Identifying Who to Contact and When
Notice how all three are related to lead generation, particularly with finding and contacting the right decision makers. This should tell every lead generation and appointment setting firm in the UK that if they want to generate more sales, they need to figure out how to connect with their prospects in addition to improving their lead generation and strategy. Tip #2: Integrate data from sales and marketing departments. Data gathered by marketing people are very helpful to telesales agents and appointment setters in their effort to connect with leads and convert them into sales. Those data will provide salespeople with valuable information on how and when to best reach decision makers and help them understand their needs. Doing this also helps to reduce common misunderstanding between sales and marketing people. Indeed, sales and marketing teams working closely together create a synergy which produces a "whole" lead generation campaign that is greater than the sum of its parts. Tip #3: Invest in customer survey. Once you got hold of potential clients, your goal should be to keep them engaged as they move through the sales process. After all, there’s no point in lead generation appointment setting if you do not hold on to the fruit of that effort. Lead generation firms must set up a system for monitoring lead satisfaction and level of engagement. Telephone survey is an effective way to do this. Outsourcing telephone survey campaign third party telemarketing firms is a common practice among B2B marketers in the UK because it has been proven to provide quick and unbiased results.
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inside sales, lead generation, inside sales professionals,
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