Role Of Telemarketing In B2B Lead Generation


In this interesting age of digitization, technology is transforming a lot of things in the business world. Technology itself is also constantly transforming, and this has resulted in new marketing techniques and methodologies, such as content marketing, social media marketing etc. Despite that fact, one of the most valuable marketing techniques for b2b lead generation is still Telemarketing since.

Telemarketing and its Evolution

It was in 1970s when telemarketing emerged as a technique of marketing. Ever since then, it has seen immense changes. Telemarketing saw it’s haydays in 1990s. In those days, voice mails were not so common and buyers had more receptivity for listening to tele-callers, The ‘Call to Connect’ ratio was as high as 20%. But in the last decade, with the prevalence of digital platforms, telecalling has lost it’s relevance to a certain extent. Buyers are now skeptical towards sales calls. Also, the Call to Connect ratio has dropped down. But despite these facts, tele marketing remains an important technique in lead generation.

Why add Telemarketing to your Marketing Mix?
  • The Human Touch
Through telemarketing, organizations can still add the human touch to the sales process. This always helps in building long term relationship with the customers.
  • Better Sales Intelligence 
Through telemarketing, it is easier to build a connection with the client. Thus, telemarketers can ask   relevant questions and gather intelligent data from potential customers. This data proves to be very useful in creating personalized marketing messaging for each prospect.
  • Flexibility
Unlike, many other marketing techniques, telemarketing is very flexible. Instant tweaks can be made in each call as per the potential customer.

How to make Telemarketing More Effective?

In today’s era, telemarketing can still be used but it has to be made more effective.
  • Better quality data of potential customers
For any organization, it is of utmost importance to understand their target segment for their product or service. This involves building an accurate list. Especially now, with the decline in the willingness of customers to listen and involvement of multiple stakeholders in decision making, making the call to the right person is more important.

At KIA Biz, we understand the relevance of correct data in telemarketing. We help out all our customers with building highly accurate marketing data based on job titles, geographies, industries etc.
  • Understanding Geographies and market segment 
Changes need to be made in the marketing mix as per the geography being targeted. In certain geographies, telemarketing still remains some of the best techniques of generating leads. In these geographies, more effort needs to be concentrate on calling the prospect rather than using digital platforms.

At KIA Biz, we help our clients from across the globe to generate better quality leads by calling their prospects. Equipped with better quality data, our teams generate leads in much lesser time, thus, reducing the length of sales cycle and the costs involved.

For highly accurate list building and lead generation services, send us an e-mail at info@kiabiz.com.

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