InteliTarget

As this New Year begins and the business climate improves, we see many organizations focusing on generating leads and ultimately revenue.  Almost every day we talk with people that are looking at launching lead generation, appointment setting, and prospecting programs.

A common theme with these organizations is – we have tried this before and it was a failure.  For more than fifteen years, we have heard this countless times.

When you examine those programs that have not been successful, some common elements surface in them all:

• A low level of collaboration – no consistent communication
• Not enough training
• Unrealistic or no solid mutual goals and … Continue Reading
  

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We are excited to announce our partnership with Aberdeen Group!

Currently, we are participating in the “B2B TeleServices: The 2009 Buyer’s Guide” benchmark study as a service provider.

A research preview of the benchmark study is available here. If you are currently Outsourcing Sales or utilizing a Lead Generation or Appointment Setting company or service, this survey was created just for you.

By participating in this brief survey, your organization will be able to benchmark its adoption of outsourced B2B TeleServices and its effect on sales force productivity against peers and Best-in-Class companies.

In appreciation for sharing … Continue Reading

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There are four guidelines we follow to produce quality leads and build a pipeline: 

Build a good list and use it as a sales person would work a territory:

If the list, or database, represents an accurate sample of the target universe, do not call through it a couple times and abandon or dispose of the list.  Set an objective for qualified leads for the database (a quota) and continue to work the list, calling through it as many times as you can until your return begins to diminish.

Adopt the “never hear no” or “no means not now” attitude:… Continue Reading

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