{"id":593,"date":"2011-07-13T18:36:29","date_gmt":"2011-07-13T18:36:29","guid":{"rendered":"http:\/\/somametrics.com\/clone\/?p=593"},"modified":"2020-03-02T23:32:49","modified_gmt":"2020-03-02T23:32:49","slug":"telemarketing-build-the-infrastructure-first","status":"publish","type":"post","link":"https:\/\/somametrics.com\/clone\/telemarketing-build-the-infrastructure-first\/","title":{"rendered":"Telemarketing &#8211; Build the Infrastructure First!"},"content":{"rendered":"<p><strong>Why is the Telemarketing&nbsp;Infrastructure So Important?<\/strong><\/p>\n<p>I have written a few blogs on the topic of the lead qualification process, however, I continue to find prospects without a clue as to the meaning of a lead qualification process or how to start begin the process.<\/p>\n<p>Here are a few \u201cBest Practice\u201d tips that I share with all of our clients.&nbsp; Numbers matter and to ensure that your company\u2019s telemarketing is a success, the infrastructure needs to be in place to track the call activity and the progress of each lead.&nbsp; Without this information, you won\u2019t have the data to track the success of the Telemarketing team.&nbsp; A successful Telemarketing organization is focused on generating qualified leads that build the sales funnel.&nbsp; Without a pre-defined process, your team may not be successful.<\/p>\n<p><strong>Best Practices<\/strong><\/p>\n<p>Start by Mapping Your Lead Process into your CRM Your lead qualification process includes the questions that will help sales to move the sales process forward.&nbsp; Most companies understand the basic qualifiers, such as:<\/p>\n<ul>\n<li>Need\u2013 Prospect has a need for your solution or service<\/li>\n<li>Authority\u2013 You uncover the person or people who can make a purchase decision<\/li>\n<li>Budget\u2013 Prospect has assigned a budget for the solution or can set aside funds for<br \/>\nthe right solution or service<\/li>\n<li>Timeframe\u2013 The prospect can make a purchase decision within a reasonable timeframe, for example, in under 6 months<\/li>\n<\/ul>\n<p>These are generic qualifiers and from my perspective don\u2019t really add value to the quality of the lead.&nbsp; A lead that is highly qualified will have additional qualifiers that support your business.&nbsp; These are the questions that provide intelligence that helps marketing build better campaigns and give sales a great overview of the prospect so that they are better prepared for their first prospect call.<\/p>\n<p>Build a list of qualifying questions that are specific to your business and map these intoyour CRM.&nbsp; Ensure that your Telemarketing team understands the value of this information and make sure that they ask these important questions.<\/p>\n<p><strong>Implement a Lead Approval Workflow<\/strong><\/p>\n<p>All leads aren\u2019t created equal.&nbsp; Some leads will need further development or may need to go into a nurture program.&nbsp; Therefore, it is important to have a process where every lead can be reviewed and assessed before they become sales opportunities.<\/p>\n<p>Build a lead approval workflow that enables your Telemarketing Manager to review the leads and pass on to Sales for final approval.&nbsp;&nbsp; In addition, the approval process should give Sales an opportunity to validate the lead and approve or reject the lead, before it moves to the sales funnel.<\/p>\n<p>Create a field that captures the \u201crejection\u201d reasons, so that your Telemarketing team can understand why their leads are being rejected.&nbsp; You can use this information to train your team and help them to improve their qualification skills.<\/p>\n<p><strong>Create Dashboards to Manage by the Metrics<\/strong><\/p>\n<p>Build dashboards to monitor the Key Performance Indicators&nbsp; or Metrics that are important to your business.&nbsp; These dashboards should include call activity and other sales related activity levels, campaign results and pipeline growth.&nbsp; Dashboards will enable you to keep a pulse on your business.<\/p>\n<p><strong>Build the Infrastructure<\/strong><\/p>\n<p>Implementing these basic \u201cbest practices\u201d will save your company a lot of grief.&nbsp; You will capture intelligence that can help your marketing department improve its campaigns.&nbsp; Sales will love your Telemarketers, because they will receive excellent leads from the team.&nbsp; The review and approval process will ensure the quality of&nbsp;each lead passed to sales.<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Why is the Telemarketing&nbsp;Infrastructure So Important? I have written a few blogs on the topic of the lead qualification process, however, I continue to find prospects without a clue as to the meaning of a lead qualification process or how to start begin the process. Here are a few \u201cBest Practice\u201d tips that I share &#8230; <a title=\"Telemarketing &#8211; Build the Infrastructure First!\" class=\"read-more\" href=\"https:\/\/somametrics.com\/clone\/telemarketing-build-the-infrastructure-first\/\">Read more<\/a><\/p>\n","protected":false},"author":3,"featured_media":3895,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"generate_page_header":""},"categories":[37],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Telemarketing - Build the Infrastructure First! - SOMAmetrics<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/somametrics.com\/clone\/telemarketing-build-the-infrastructure-first\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Telemarketing - Build the Infrastructure First! - SOMAmetrics\" \/>\n<meta property=\"og:description\" content=\"Why is the Telemarketing&nbsp;Infrastructure So Important? I have written a few blogs on the topic of the lead qualification process, however, I continue to find prospects without a clue as to the meaning of a lead qualification process or how to start begin the process. Here are a few \u201cBest Practice\u201d tips that I share ... 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