Marketing Blog & News

DM News Tool Box: Telemarketing & Our Economy

Question: As the economy makes budget cuts inevitable, what is the most effective use of business-to-business telemarketing?

Answer: Companies that align their telemarketing activities closely with sales and driving business will increase their telemarketing dollars,” responds Kathy Rizzo, VP of marketing at TeleNet Marketing Solutions, “Conversely, those companies that use telemarketing primarily for broad-based awareness campaigns and survey marketing efforts will likely decrease their resources.

Focus the majority of your telemarketing efforts on measurable activity that drive leads to your sales team, she suggests. “Be sure to collaborate regularly with your sales team in order to ensure you’re providing the “right’ type and level of leads that they can effectively work and ultimate “win,'” she says. “Make sure you have comprehensive reporting so that you can measure and report on your activity.”