Tag Archives: telesales

Insights on the Outbound Renaissance

By Robert Lesser | Published April 12, 2010

Outbound demand generation is experiencing a renaissance.

Organizations such as Ariba, LivePerson and TriNet are reinventing their go-to-market and sales strategies through innovative approaches to outbound demand generation.

The significance of the outbound renaissance on B2B sales & marketing is profound as these innovative approaches drive organizational change

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Don’t Let Inside Sales Break the Law

By Robert Lesser | Published October 22, 2009

Are you aware that your inside sales team could be wiretapping? A few weeks ago, my firm was invited by a large California-based tech organization to respond to a telesales RFP. Given the terms & conditions that were included, the client’s legal counsel was involved in the creation of the RFP. Yet, this organization requested [...]

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Buyer centricity on a shoestring lead generation budget

By Robert Lesser | Published August 31, 2009

If you are in telesales, how can you be both buyer-centric AND productive? For telesales groups that target the SMB segment (Small, Medium Business), the dynamics are very different than in pursuing large mid-market or enterprise accounts. In targeting the vast SMB market through lead generation, the challenge for telesales is to break into large [...]

Posted in SMB, Uncategorized, lead generation, lists, messaging, trigger marketing | Also tagged , 6 Comments