Find Success Over the Phone
Telemarketing is touted as a fast, efficient and cost-effective sales source.
While to some the word "telemarketing" may have all sorts of negative connotations, to others the action of telemarketing is quite productive. Particularly business-to-business telemarketing, which is used to inform, update and connect with clients. As such, telemarketing is actually seen as a friend, not a foe, of many industry professionals. In fact, when it comes to propelling sales, J.R. Montalvo, executive vice president of sales and marketing, Global DocuGraphix, Lincolnshire, Ill., said telemarketing (or inside sales as the company calls it) is one of the most effective tools to do so.
"Our whole purpose of utilizing inside sales is to identify prospects and drive our selling cycle," said Montalvo. "Our telemarketers can do this by developing previously obtained leads with a phone call in-forming potential customers of the products and services we offer."
Montalvo explained that Global Docugraphix's in-house telemarketers are primarily used to probe unique niche-market opportunities that may benefit from both the traditional and solution-oriented products and services the company offers.
"Management provides our inside sales reps with niche-market contacts," added Chris McClean, vice president of marketing and program management. "We have one senior-level individual that is tasked with the responsibility of defining those unique industries we want to go after."
In all, the company employs eight telesales representatives, some of whom are paid salary, others hourly and some a gross-profit incentive based on performance. McClean noted that on occasion the company holds contests and task forces that are used to drive additional sales, which in turn provide monetary bonuses.
While probing new niche markets, the inside sales reps can complete a sale on the phone for commodity products such as forms and office supplies. However, solution-selling services, such as scanning and document management, are referred to account specialists, said Montalvo.