The Only Guide You Need for B2B Telemarketing and Cold Calling Success
B2B telemarketing has little in common with the dinner-time sales calls the word brings to mind. Done well, it is a targeted program of calls to the people who buy commercial services, backed by data, trained callers, quality control and a clear grasp of the rules. This guide covers how to design, staff, run and measure a program, and the federal and state calling rules that apply to business calls. It is for owners and sales leaders building or buying a telemarketing program.
What's inside
- How B2B telemarketing changed, and what it is now
- Program design: goals, territory, lists and the four stages of a call program
- The team: the roles a program needs
- Talk tracks, the six common objections and how to answer them
- Quality control: recordings, scorecards and coaching
- Working with email, LinkedIn and direct mail
- Metrics and 2025 benchmarks
- Federal and state calling rules for B2B programs, with a compliance checklist
