The Value of Telemarketing in a Digital World

1. DELIVERING SALES GROWTH AND
INSIGHT TO THE WORLD'S LEADING
ORGANISATIONS SINCE 1990
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2. 2
Who Am I?
Niall Habba
MD of The Telemarketing Company since 1997
A “hands on” Director
An Inexperienced Public Speaker
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3. 3
Who are we?
A voice contact specialist since 1990
Underpinned by compliance and ethics
Flexible, agile and committed
An enterprise partner
UK based with global reach
Independent and financially secure
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4. Quality Driven
Industry Accredited, Externally Audited
Agile
People, Systems and Processes
that flex to meet needs
Collaborative
A Culture of Continuous
Improvement
Expert
A True Voice Specialist since 1990
Values
4
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5. Global Reach
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6. Our experience
6
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7. 7
The Value of Telemarketing in a Digital World
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8. 8
It’s agile
It’s a proper two way channel
It enables profiling and data hygiene
It captures the reasons buyers won’t engage, helping
segment and inform strategy
It’s disruptive (in a good way when done well)
It can deliver truly “sales ready” leads
The benefits of telemarketing?
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9. Client Issue
Our Solution
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10. Client Issue
Our Solution
Copyright – The BigDataBlog
Where telemarketing adds value
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11. Lead Management
Inbound AQL/MQL
Telephone
Qualification
Sales Qualified
Leads
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12. “Last Chance” Telemarketing & Sales
Digital
Inbound Email SMS Call!
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13. “Land Grab” Telemarketing & Sales
Series B
funding- pre
IPO
Rapid growth
required with
large
addressable
market?
Other channels
refined and
optimised
using
telemarketing
feedback
Rapid scale up
First round
funding
Some calling –
perhaps with in
house team
Other channels
and sales
enablement
developed
Early stage
growth
Startup –
seed/pre-seed
funded
Selling to
contacts or
test marketing
Devise
proposition
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14. 14
Is this the same as telesales?
• Telesales is generally viewed as more transactional
• Inside Sales tend to be higher value with a more involved sales cycle
• Includes Web demos and/or Webex, Zoom sessions
• Best practice includes real time delivery of sales enablement material
even in early calls
• Also includes a forced cadence model – building a repeatable and
tweakable sales process
• Most of you will have been sold something this way – increasing
adoption and acceptance of the model
Inside Sales
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15. 15
In our view, the way to ensure that modern sales and marketing people
engage is to make sure they can “consume” and engage with the service
and the outputs digitally.
We’ve invested heavily over the years in technology and in-house
developers.
In our client portal and our clients can pick up their mobile 24/7 to access
real time stats, download results, review call recordings, review quality
scoring assessments, check our pipeline and the value of sales and leads
delivered, all between any two dates and looking at any segment of the
data.
Scalability and agility are crucial. If you can’t stop easily, be careful about
starting (use an agency)
A few other things to consider
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16. Reporting – TTMC Connect
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17. 1. Think about where your digital processes are not
working or are not optimised – Telemarketing can
help.
2. Speak to peers and colleagues who have used
telemarketing. Many more than you’d think will
have done so.
3. Test it – be open minded and ready to engage..
The Call to Action!
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18. Thank you. Any questions?
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