RBS Data Inc https://www.rbsdata.com Where Response Exceeds Expectations! Thu, 19 Nov 2020 09:13:29 +0000 en-US hourly 1 https://wordpress.org/?v=5.5.3 https://www.rbsdata.com/wp-content/uploads/2018/05/cropped-RBS-Data-Inc-Logo-A-32x32.jpg RBS Data Inc https://www.rbsdata.com 32 32 https://www.rbsdata.com/27588-2?utm_source=rss&utm_medium=rss&utm_campaign=27588-2 https://www.rbsdata.com/27588-2#respond Thu, 19 Nov 2020 09:13:29 +0000 https://www.rbsdata.com/?p=27588 RBS Data Inc - Where Response Exceeds Expectations!

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How to make your B2B sales and selling authentic https://www.rbsdata.com/how-to-make-your-b2b-sales-and-selling-authentic?utm_source=rss&utm_medium=rss&utm_campaign=how-to-make-your-b2b-sales-and-selling-authentic Mon, 02 Nov 2020 00:04:21 +0000 https://www.rbsdata.com/how-to-make-your-b2b-sales-and-selling-authentic RBS Data Inc - Where Response Exceeds Expectations!

There is a lot of talk right now about authenticity and being authentic in your work. So what do we mean by being authentic? Being authentic means that you act in ways that are genuine, true to yourself, and how you feel. That means to succeed in being authentic in the world of B2B sales, you have […]

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RBS Data Inc - Where Response Exceeds Expectations!

Blog - How to make your B2B sales and selling authentic

There is a lot of talk right now about authenticity and being authentic in your work. So what do we mean by being authentic? Being authentic means that you act in ways that are genuine, true to yourself, and how you feel. That means to succeed in being authentic in the world of B2B sales, you have to think and act in a manner that’s congruent with your own values and beliefs.

During challenging times this is even more important than normal, due mainly to most of us feeling thrown off-balance by external factors anyway. So you might find yourself being more distracted or less empathetic than you might normally be. Being authentic in B2B sales means you will connect with the people on your database that you genuinely feel you can bring something to. It also means you reflect upon opportunities from the viewpoint of the buyer, not as the seller who needs to benefit. Is that a self-indulgent luxury we can’t afford, or can we make being authentic work for our business?

How you want to be perceived

B2B sales typically has a longer gestation period than consumer selling. It’s less transactional which means it’s not usually a one-off or price driven purchase. In fact it’s based on relationships, and relationships are based on winning trust, nurturing empathy, and making long term connections with people. Not by accident then that you need buyers to ‘like’ you, and respect you as a professional. That’s so much easier to do if you’re being your true self. So you give advice and build messaging according to the particular needs of the individual you’re dealing with.

When you’re being authentic in B2B sales, you don’t set out to sell come what may. Everyone you speak with will have their own set of circumstances and objectives. Showing you understand and are willing to mould your offering around them will win the confidence of your buyers, and give you a sense of meaning. Over time, you will build an army of advocates that become friends, promoters, and customers for life.

Scripts absolutely will not help

At the risk of being boring, since we’ve said over and over, scripts don’t work, for a million reasons, they don’t work. Trying to stage a B2B sales pitch around the narrative you were having in your head when you wrote your script is bound to end in failure. You will have a fixed patter to rattle off, they will say things you weren’t expecting, and you’ll lose control of the call. This will make you feel phony and cheap.

You don’t need a script, you need some grit, great product knowledge, and the desire to talk about what you have that’s special. To be authentic, you need to ask a couple of questions that relate to the product you’re selling, and then listen carefully to the answers. Those answers will tell you what you should put on the table in order to be valuable to your buyer, by meeting their unmet needs. If your questions fail to do this, review them, or get consent to speak again in the future when the buyer’s needs may change. As ever, if there’s no need, there’s no lead.

Mould messaging around your audience

Being clear about the difference your product or service makes will help you come across as passionate and expert. Get your buyer talking, and seek information that helps you understand their business, so the service you deliver is aligned and makes a real difference. Make your B2B selling technique all about your audience, this means every call and interaction will be distinctive, so they are memorable to you, as you are to them.

Where you don’t manage to create a selling opportunity (the majority of your outcomes) do gather relevant information, and build a pipeline of future opportunities, so over time your data gets warmer, your brand resonates in the mind of potential buyers, and your sales increase. By following this routine, you plant seeds that propagate sales over time, instead of compromising yourself to reach deadlines or targets.

Tell stories, ask questions, make your selling all about the individuals in the audience you are connecting with. By doing so you’ll feel enriched and personally invested. Not only will your sales figures benefit from winning long term loyalty from committed buyers, but you’ll feel proud of the contribution you’ve made to their business and your own.  According to thought leadership experts at Business 2 Community, One of the greatest competitive edges in business today is authenticity. Professionals and companies that encourage practices based on this authentic truth immediately differentiate themselves from the competition. You can learn more about authenticity in B2B sales here.

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How to keep your remote telesales team connected https://www.rbsdata.com/how-to-keep-your-remote-telesales-team-connected?utm_source=rss&utm_medium=rss&utm_campaign=how-to-keep-your-remote-telesales-team-connected Mon, 02 Nov 2020 00:04:17 +0000 https://www.rbsdata.com/how-to-keep-your-remote-telesales-team-connected RBS Data Inc - Where Response Exceeds Expectations!

If like many, your telesales team is now working remotely, you’ll probably have noticed that creating a feeling of connectedness isn’t easy, especially where teams are young or holding entry-level positions. This can be bad news for the business, not just for sales figures or company growth, but also for staff retention. Arguably, however, more […]

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RBS Data Inc - Where Response Exceeds Expectations!

How to keep your remote telesales team connected

If like many, your telesales team is now working remotely, you’ll probably have noticed that creating a feeling of connectedness isn’t easy, especially where teams are young or holding entry-level positions. This can be bad news for the business, not just for sales figures or company growth, but also for staff retention.

Arguably, however, more important than the business impacts of your telesales underperforming, is the potential cost of staff wellbeing, especially for younger workers. The current pandemic has caused a widespread spike in mental health problems but according to the Mental Health Foundation, the UK’s leading charity for mental health, young people are particularly at risk. “Our study has consistently found that young adults were more likely to report stress arising from the pandemic than the population as a whole. Findings from the third week of June show that 18-24 year olds were still more likely than any other age group to report hopelessness, loneliness, not coping well and suicidal thoughts/feelings”.

So how can you bring your telesales team together ‘under one roof’ when you’re all in different places? We’ve pulled together some of our strategies for team bonding, and remote management for you below. Not forgetting that whether your team are outbound or inbound, their objective to win sales, or generate potential doesn’t change just because there’s a pandemic, if anything, they need to be even more able to win customers away from the competition as conditions get tighter.

Happy staff make happy customers

As managers, we have a vested interest to make sure our staff feel happy and secure. Not only does this have a positive effect on telesales figures, it also makes for an environment that buzzes with energy and motivation so your customers or potential customers benefit from a good impression of your brand. You can help the energy flow by setting smaller targets and goals, and then having a brief recap after each is reached. Set milestones, and ask your team to contribute their thoughts and feelings freely on email, or online chat facilities. Be clear about goals so everyone knows what is expected of them. Assign buddies to support each other, encourage focus on the positives, and have your telesales team report the highs, lows, and any suggestions for improvement in a morning meeting session.

Zoom

You can’t manage a team without contact, so in the absence of a shared building, video meetings, such as Zoom or Teams should be a regular feature of how you connect with your telesales team. Clearly, this form of communication is not ideal. We’re all familiar with the expression Zoom fatigue, this is because this type of meeting forces us to focus more intently in order to understand what’s being said. Additionally, the only way to show you’re listening in a video call is to stare at the screen, however, this kind of fixed stare is tiring and not natural, you certainly wouldn’t do it face to face.

To make your meeting more relaxing and engaging, consider going around the room to ask friendly questions, or recall small details about individuals, their day, or telesales outcomes. Using graphics, cartoons, charts, etc will help break the monotony. As the meeting host, try not to ‘read’ people’s faces, and if you think someone looks bored or dejected, don’t pick them up on it. It might make you feel uncomfortable to be jollifying a team of blank faces, but hey tough times!

Private chats

It’s absolutely possible to cultivate a happy team remotely, provided you can all learn to tolerate and thrive, despite strange conditions. Managers must attune to the unique needs of each member of their team, so if someone seems a little subdued or bored in your morning team meeting, have a private video call/meeting. Don’t pull them up on how they seemed in your morning team session, the last thing you want is for your team to feel somehow judged or threatened by your meetings. Instead, try opening with, you wondered how they were and wanted to say a quick hello. Then you can gently address anything else that needs to be discussed. Have a plan to follow up, try giving them a spot in one of your morning meetings to voice their ideas on how to do something.

Always look to highlight positive events, contributions, or news. The more you can bring individual ideas and contributions to the team, the better they will function. Making people feel like they matter is especially key to the wellbeing of individuals, teams, and whole businesses right now. We all need to know we make a difference.

Catch people doing good

When people feel strained or anxious they may naturally underperform to some extent. This is probably inevitable. However, the more robust your quality management system, the better you will be at picking up potential problems quickly. Given telesales is fairly high on the spectrum of stressful jobs anyway, you won’t want to jump in with a criticism of your team member’s performance. So instead of pulling them up on a bad thing, pull them up on a good one.

Look for opportunities to praise and congratulate and use this to highlight what good looks like. This is often referred to as the ‘sandwich technique’. The sandwich method is a form of feedback that wraps negative feedback in praise. This means that the feedback discussion starts with positive comments about some element of the staff member’s performance, and is followed by negative criticism before appreciative words are again used. The lasting impression is one of positivity, even though the shortcoming was clearly addressed and understood.

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How to get past your cold calling TERROR https://www.rbsdata.com/how-to-get-past-your-cold-calling-terror?utm_source=rss&utm_medium=rss&utm_campaign=how-to-get-past-your-cold-calling-terror Mon, 02 Nov 2020 00:04:12 +0000 https://www.rbsdata.com/how-to-get-past-your-cold-calling-terror RBS Data Inc - Where Response Exceeds Expectations!

If you Google the term ‘cold call’, most of what you’ll see is a negative or distasteful account of the telephone being used for unsolicited selling. No surprise then that it’s not seen as something ‘nice’ people do for a living. If on the other hand, you get a business call from a bank manager […]

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RBS Data Inc - Where Response Exceeds Expectations!

How to get past your cold calling TERROR

If you Google the term ‘cold call’, most of what you’ll see is a negative or distasteful account of the telephone being used for unsolicited selling. No surprise then that it’s not seen as something ‘nice’ people do for a living. If on the other hand, you get a business call from a bank manager at your local branch, about a new account, you’re probably not going to think of that as a cold call. What’s the difference? Well largely, it’s the perception of those two activities that’s different. In fact there are more similarities than differences. You didn’t ask for the call, you don’t know the caller, and you don’t ‘want’ a new account, it’s the job of the caller to stimulate your interest.

At Blue Donkey, we think a cold call is only one that leaves you feeling cold, so we do our best to make nice, warm, snuggly calls instead! Whether you’re a first timer, or a seasoned cold calling aficionado we have a few suggestions to help you shake off the shivers.

Fear is not always bad

Fear is an emotion or sensation we get when we are worried that something bad will happen. In cold calling terms that amounts to being hung up on, humiliated, or undermined in some way. We describe that fear as irrational because logically, it’s not likely to happen.

At Blue Donkey, we’re dialling calls all day every day, and it’s pretty rare that anyone gets hung up on. And if someone does get a bad reaction to their call, they’ll usually ask for a manager to listen to the call to establish if they did something wrong, so they can reduce the chances of it happening in the future. By looking at the factors that cause you fear, you can arm yourself with the knowledge and ability to counter them, so you can make cold calls that are informative and well received. Like anything, the better you get, the more you’ll enjoy the experience.

Be curious

Fear of cold calling can be reduced by knowing your product well, and being very clear about what you have that’s special, and how you can provide something to improve the lives, or at least the business life, of the people you’re calling. When you think about it, if something great happens, you are compelled to tell people. When you’re genuinely excited about your product or service, the feeling of wanting to shout about it is the same.

Have some clear graphics or diagrams to hand that help remind you what you’ve got to offer that’s special. Use stats, case studies, or client experiences, and data to add proof points to your messaging, and remember to ask open questions. Being curious about your business and its successes, as well as having curiosity and interest in the people you’re speaking with will help place your cold calls on a much stronger foundation. As your results improve, so will your attitude to cold calling.

Irrational fear

Most people have a fear of cold calling and usually it’s an irrational one. Yet we can all cite at least one or two of our best business relationships that originated with a thoughtful call placed out of the blue. More than ever, companies are choosing to outsource their cold calling to professionals like Blue Donkey. Whilst that’s a great idea, and we’re always delighted to hear from new clients, as purse strings inevitably get tighter, now might be a good time to dust down your headset and start honing the skills for yourself.

Visualising is one way to help reduce the fear of cold calling. Seeing a person in your mind and speaking with them, rather than a stranger will help put you on a better footing. Visualising success is also important for helping us break unhelpful cycles of negative belief, where you think you can’t do something, so you underperform. According to meditation and wellbeing experts Insights Timer, we need to have more self-belief. They say many people follow negative thought patterns which become an accepted part of their life, preventing them from achieving their true potential. Have a listen to their guided meditation here.

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5 super quick ways to get back your lead generation mojo https://www.rbsdata.com/5-super-quick-ways-to-get-back-your-lead-generation-mojo?utm_source=rss&utm_medium=rss&utm_campaign=5-super-quick-ways-to-get-back-your-lead-generation-mojo Mon, 02 Nov 2020 00:04:06 +0000 https://www.rbsdata.com/5-super-quick-ways-to-get-back-your-lead-generation-mojo RBS Data Inc - Where Response Exceeds Expectations!

If you run a team of lead generators, or if you’re a lead generator yourself, you’ll know that staying positive and motivated are essential for achieving any kind of success. Unfortunately, however, it can be hard to remain positive and upbeat all the time, especially when the whole world seems discombobulated. And when one person […]

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RBS Data Inc - Where Response Exceeds Expectations!

lead generators

If you run a team of lead generators, or if you’re a lead generator yourself, you’ll know that staying positive and motivated are essential for achieving any kind of success. Unfortunately, however, it can be hard to remain positive and upbeat all the time, especially when the whole world seems discombobulated. And when one person is a little down, it can have a Mexican wave effect that spreads across the team.

Some natural ebb and flow of mood are, of course, normal, but for professional lead generators, it’s important they don’t allow productivity to fluctuate. So what can you do to give yourself or your team a lift? At Blue Donkey we have a few strategies to help our amazing team of aficionados get back their mojo and fly through their day.

Mindful breathing

Mindful breathing is helpful, deep breath in, hold for a few seconds, and out sloooooowly. Mindfulness is a powerful technique for managing stress, it focuses on bringing our mental state back to the present, and centering in the moment. According to experts at Positive Psychology, setting aside a few minutes each day for mindful breathing can make a big difference to your day. Mindful breathing is a tool you can use to bring yourself back to the present in stressful situations, and who wouldn’t appreciate having such a valuable tool on hand for those times in the day when you need it.

Look up

Posture is important for lead generators, on so many levels. It’s not by accident that granny used to say ‘look up’, and we use expressions such as ‘things are looking up’. Well, they are!

Looking upwards helps us to think more creatively, sit more upright, and therefore come across with better clarity. All of this helps people receive and relate to our calls in a better way, and therefore we get an improved response and a shot in the arm for our mojo. Try sticking a picture high above your desk, of a friendly face, or an inspirational image, that draws your eyes upwards and reminds you to look up and sit straight.

Visualise

See people in your mind as you’re speaking on the phone. Imagine them smiling. Use the feelings this conjures up in your mind to empathise and connect with prospects more deeply. This is a great way to create an instant lift in your lead generation results because if you operate on a more human level, you’ll be liked more. This will help you build rapport, trust, and warmer relationships; powerful happy factors for lead generating.

Create positive cycles

Notice the difference your improved mind-set makes to your results. Practice being grateful to people for the time they afford you (rather than being disappointed when they don’t have time for you). These behaviours are habit forming, so before long you’ll find yourself doing them naturally and creating a virtuous cycle. And the better your outcomes, the more you enjoy and find meaning in your work, the more you want to pick up the phone.

Carry good baggage

Lead generation teams often banter about the calls and situations that crash and burn spectacularly. This is healthy and humour is always good, however, do take care not to internalise the negative aspects. If you only remember the negative or the ridiculous, when you’re feeling low those stories will collect to make the job harder. If you make a point of remembering the great times, the big hits and the people for whom you made a difference, finding and restoring your mojo will be a piece of cake.

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3 powerful ways to make your cold calling strike the right chord https://www.rbsdata.com/3-powerful-ways-to-make-your-cold-calling-strike-the-right-chord?utm_source=rss&utm_medium=rss&utm_campaign=3-powerful-ways-to-make-your-cold-calling-strike-the-right-chord Mon, 02 Nov 2020 00:04:02 +0000 https://www.rbsdata.com/3-powerful-ways-to-make-your-cold-calling-strike-the-right-chord RBS Data Inc - Where Response Exceeds Expectations!

Making cold calls stand out for the right reasons isn’t easy. That’s because for most of us, getting a case across in a way that’s professional and informative, is simply more natural when we’re face to face. Sadly, most people find the very idea of cold calling sends shivers down their spine. However, there are […]

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RBS Data Inc - Where Response Exceeds Expectations!

make your cold calling strike the right chord

Making cold calls stand out for the right reasons isn’t easy. That’s because for most of us, getting a case across in a way that’s professional and informative, is simply more natural when we’re face to face. Sadly, most people find the very idea of cold calling sends shivers down their spine. However, there are some great reasons why cold calling is a business skill like no other.

For a start, using the phone is instant, you can reach many potential buyers or prospects in any given day. You don’t need any professional equipment for cold calling, other than a phone, so anyone can take advantage of the benefits. It’s also cheap, and unlike other forms of marketing, doesn’t need specialist design or knowledge to administer, so you can be your authentic self.

1. No scripts

Cold calling should be spontaneous, and every call completely unique. A script is unhelpful in so many ways. Firstly, every person you speak with will have their own set of circumstances and objectives. Trying to stage a conversation around the narrative you were having in your head when you wrote your script is bound to end in failure. They will say things you were not expecting, and you will flounder and lose control of the call.

Secondly, by forcing your conversation along prescribed lines, you’ll end up blurting out a pitch that’s trying to pack as many features in as possible as it’s not built around the prospect you’re cold calling. This will make your call boring, rushed, and irrelevant. Finally, scripts remove all the highs, lows, and modulation of the voice, making it robotic and hard to listen to.

2. Do the numbers

On average it can take between eight to thirteen dial attempts before a decision maker at an organisation is reached. Sometimes more. If you’re one of those people who try three times and give up, or worse, leave a message, your chances of converting that prospect are low. Patience is important when you’re cold calling, people are busy, so keep trying. Spread your dial attempts out over several days, or even weeks if you have to. Don’t use your redial facility to attempt dialling over and over. And never leave a message, by doing so you hand the responsibility and the control element over to your prospect.

Build benchmarks for your progress. How many dials it takes to reach a decision maker, how many decision maker conversations it takes to convert a lead, how many new names you can qualify and add to your database. These numbers will all help your cold calling collect momentum. It’s also a good way of maintaining productivity and ensuring your work is successful.

3. Pepper people with reasons to choose you

Being clear about the difference your product or service makes will help your cold calling come across as passionate and expert. Ask open questions to get your prospect talking, for example, ask about what’s important to them. Open questions generally begin with words such as what, when, why, or how. They will get your buyer talking and yield information that helps you understand their needs, and therefore highlights what you need to say in order to meet their needs. If you understand what’s important in that person’s world, you can pepper them with reasons to speak with you, and transact with your business. It also helps you to demonstrate a personality that builds warmth, trust and makes you the supplier a prospect will want to work with.

Avoid the temptation to email prospects just because it’s easier than cold calling them. A telephone call is filled with personality and charisma, so it can touch prospects with your message and brand far more than an email ever could. In fact, according to CRM experts Salesforce, on average, business people send and receive 115 emails a day. They add “this is one of the many ways that email can never replace human interaction. Instead, you should pick up the phone to cut through the clutter”.

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Quality or quantity – why taking in the bigger picture is critical in B2B marketing https://www.rbsdata.com/quality-or-quantity-why-taking-in-the-bigger-picture-is-critical-in-b2b-marketing?utm_source=rss&utm_medium=rss&utm_campaign=quality-or-quantity-why-taking-in-the-bigger-picture-is-critical-in-b2b-marketing Mon, 02 Nov 2020 00:03:57 +0000 https://www.rbsdata.com/quality-or-quantity-why-taking-in-the-bigger-picture-is-critical-in-b2b-marketing RBS Data Inc - Where Response Exceeds Expectations!

  Industry veterans will know that B2B marketing is about more than simple sales numbers. Likewise, lead generation is about more than winning as many leads as possible. A whole lot more in fact. As an outsourced telemarketing agency, this presents some interesting challenges. Do you focus on closing leads – the client remit in […]

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RBS Data Inc - Where Response Exceeds Expectations!

Quality or quantity - why taking in the bigger picture is critical in B2B marketing

 

Industry veterans will know that B2B marketing is about more than simple sales numbers. Likewise, lead generation is about more than winning as many leads as possible. A whole lot more in fact.

As an outsourced telemarketing agency, this presents some interesting challenges. Do you focus on closing leads – the client remit in other words (that’s what they are paying for), or do you focus on the needs of the people on the receiving end of your B2B marketing? If you don’t get leads in sufficient numbers, you get fired – ouch! But if you hammer a prospect database to extract as many telemarketing leads as fast as possible, people receiving calls will opt-out of further contact, so your buying universe shrinks and your brand suffers – double ouch!

So how do we generate leads while also taking in the absolute need to grow the brand positively in the mind of buyers? Read on to find out how our 22 years in B2B marketing can help you improve your own lead generation machine.

Build and they will come

When your message and product are right for the people your team is approaching, the leads will come through. Yes, you need to make cold calls to reach out to buyers. Yes, you need to have a well-trained team who can find the right decision makers, reach them, engage in a truly two way conversation, ask intelligent and sensitive questions, and start a meaningful relationship for both parties.

If you can make these routines regular, well enough and often enough, you will generate leads. Start with a well profiled database of potential buyers. This can be uncovered by examining the commonalities that your best clients share. In B2B marketing we call this targeting homogeneous needs.

Catch people doing good

Test small segments of your B2B marketing data so the messaging can be refined to suit different buyers and make sure your team is asking relevant and probing open questions. Look out for great performance or good effort and give thanks and praise generously. Empower your people to build and share a mosaic of responses, and make sure they are working systematically, so x number of calls every y hours for example. Their achievements and their learning should be celebrated, so the most productive and insightful messaging is cross fertilised among your whole team.

Measure, measure, measure

Transparent metrics, continuous plan-act-review cycles, and handpicked data means we’re learning across every cycle of activity. And this learning is fed into each new interaction, to keep growing the intellectual property that allows us to produce the most fertile B2B marketing opportunities and leads. Borrow these and other processes from the outsource mind-set. Have clarity on how many calls it takes to convert a buyer, and keep working to improve benchmarks without being pushy or prosaic. Good calls will capture the imagination of the right buyers, so place emphasis on call quality, not numbers.

People power

At Blue Donkey we’ve found the ideal compromise between getting the quality of leads, with the best possible quantity. We help our people feel good about creating enduring telemarketing leads, whilst also keeping the bigger marketing picture in mind. It starts with cascading, building, and nurturing the right skills, and is maintained through continually improving the control systems designed to promote company objectives and values. People, and management systems, work together with the same broad objective of promoting client brand values to generate sales leads. Its quality and quantity working together.

There’s another big win here. Happy internal customers (staff to you and me) make happy external customers. This is a proven source of competitive advantage in B2B marketing where academics say the happy factor can deliver long term success. Called the resource-based view, it is a managerial framework used to determine the strategic resources a firm can exploit to achieve sustainable competitive advantage. It emerged in the 1980s after works published by Wernerfelt, Prahalad and Hamel on the source of sustained competitive advantage. Its supporters argue that organisations should look inside the company, at its people, to find and maximise its sources of competitive advantage, instead of looking at the competitive environment for it.

By wrapping our highly skilled teams in a bespoke cloak of training, coaching, and support, their calls feel as warm and toastie as the leads they secure for our client family. And it’s no surprise that we base our routines on the very best practice and a super fine ISO:9001 quality management system.

Working together, the training we provide, and the quality management systems we adopt mean Blue Donkey can reliably manage the tension between the need for leads, and the necessity for respectful, sustainable brand building, project after project.

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How to generate more B2B telemarketing leads https://www.rbsdata.com/how-to-generate-more-b2b-telemarketing-leads?utm_source=rss&utm_medium=rss&utm_campaign=how-to-generate-more-b2b-telemarketing-leads Mon, 02 Nov 2020 00:03:53 +0000 https://www.rbsdata.com/how-to-generate-more-b2b-telemarketing-leads RBS Data Inc - Where Response Exceeds Expectations!

Blue Donkey clients regularly ask us how we’re able to optimise the number of leads generated by our team in the time available. We love those questions because the answers are simple, yet complex when you scratch below the surface. The simple way to get more leads is to be more productive. Yet productivity for […]

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RBS Data Inc - Where Response Exceeds Expectations!

How to generate more B2B telemarketing leads

Blue Donkey clients regularly ask us how we’re able to optimise the number of leads generated by our team in the time available. We love those questions because the answers are simple, yet complex when you scratch below the surface. The simple way to get more leads is to be more productive. Yet productivity for B2B telemarketing lead generation is a sticky subject. You can employ methods that get more leads, however, these same tactics can sully a brand in super quick time too. The less simple way is to make better calls, yet the checks and balances for making better calls can be subjective and hard to measure. So what to do? To help you squeeze more from your lead gen resources, we’ve shared some tips below.

Manage your time

As telemarketing trainers, we know that the biggest problem with managing B2B telemarketing lead processes is not getting the results per se, it’s procrastination. Sadly, most people would rather clean the fridge than cold call. And for the many souls currently working from home, that’s a very real issue. In fact, some of our clients are outsourcing, especially because their teams are having problems getting through to potential buyers. In many instances, they’re simply not banging out numbers often enough.

Spoiler alert… homeworking can be isolating, and yes we’re getting through to fewer people because they are not in the office, however, the people we’re speaking to are more receptive. Much more receptive. We guess that’s because they have less contact with co-workers, and we’re competing against fewer rivals fighting for their time, so our calls are being received more warmly. Or maybe we just miss human contact, so we’re all a bit nicer. Whatever the reason, our lead gen rate has gone up, not down.

Ring-fence time for cold calling. Plan it in advance and make sure you have a routine for planning your days according to what you need to achieve by way of B2B telemarketing leads. So if you need 6 leads a week, and it takes you half a day to achieve a lead, plan 3 days of uninterrupted calling into your diary. And stay away from the fridge.

Manage your metrics

Like other professionals, Blue Donkey charge on a time basis for their B2B telemarketing leads service. That means we already have systems for breaking down and measuring achievement in small units of time. However, there’s no reason why anyone can’t adopt that method.

All you need to do is benchmark. How many dials, get through to how many decision makers, generating how many leads. Measure the little things, the small achievements that will in time make a difference to your progress. This includes how many qualified decision maker names you add to your database for example.

Create mini-goals such as finding a certain number of names, and follow them up in a particular time frame, with the objective to generate a defined number of leads. Try to unpick what your metrics mean. If you’re trying to get B2B telemarketing leads, dials made to decision maker conversations held, for instance, will indicate how well you’re getting past gatekeepers. This rate should be fairly constant. If it dips, polish up your gatekeeper techniques, read some of the many blogs we’ve published on gatekeeper skills. If it rises so the number of dials to decision maker contacts peak, try and understand why, repeat it. And give yourself some well-deserved praise – you’re cooking on gas!

Manage your headspace

Be positive, visualise people’s faces to keep your conversation intelligent and not robotic, and ask open questions. Maintain a productive frame of reference, you’re helping someone – not disturbing them. Keep positive experiences front of mind and don’t carry negative baggage around in your head. Sad stories about the last time you got hung-up on won’t help, even if they’re funny, memorable, or cringe-making.

The practice of mindfulness is an excellent way to help you manage what’s going on in your head in relation to your B2B telemarketing leads process. Mindfulness is about living in the moment, it’s a great tool for managing thinking in the workplace but also really helpful in life generally. Headspace the mindfulness trainers say that mindfulness is the ability to be fully present in the moment. According to mindfulness research, it can have numerous benefits, everything from decreased stress and sadness to increased levels of focus and happiness.

Living in the moment with each dial, seeing a buyer in your mind, reflecting on their needs and priorities with deeper focus or care will all help you get and deliver the best experiences. So your B2B telemarketing leads are abundant, the process is more productive, and each call becomes a unique and fulfilling encounter.

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Now that we’re all telemarketers https://www.rbsdata.com/now-that-were-all-telemarketers?utm_source=rss&utm_medium=rss&utm_campaign=now-that-were-all-telemarketers Mon, 02 Nov 2020 00:03:46 +0000 https://www.rbsdata.com/now-that-were-all-telemarketers RBS Data Inc - Where Response Exceeds Expectations!

The world has changed a whole heap this year, things we once took for granted have been snatched away and we’re adapting. Whether you’re the CEO or one of your organisations frontline telemarketers, you can’t have failed to notice that the telephone is suddenly our main route to the outside world. Those who embrace the […]

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RBS Data Inc - Where Response Exceeds Expectations!

Now that we're all telemarketers

The world has changed a whole heap this year, things we once took for granted have been snatched away and we’re adapting. Whether you’re the CEO or one of your organisations frontline telemarketers, you can’t have failed to notice that the telephone is suddenly our main route to the outside world. Those who embrace the opportunity, hone the right skills, and hit the phone hard will be the superstars that bring a company growth, in adversity.

As expert telemarketers, we’ve gathered together a few of our favourite hints and tips about how you can improve your hit rate and feel great about your phone prowess.

Speak to a person, not a phone

Being on the phone is unnerving because you’re reduced from using your normal five senses to just two. When asked why people dislike telemarketing, they’ll often say it’s because ‘you can’t see a person and read their body language’.

Body language is important in human communication, academics have spent years trying to understand its hidden codes. According to career and management learning experts Mind Tools, body language refers to the nonverbal signals that people use to communicate. It includes posture, facial expressions, and hand gestures. The ability to understand and to interpret body language can help you to pick up on unspoken issues, problems, or negative feelings that potential buyers might have.

No surprise then that the absence of seeing someone’s body language unnerves us enough to make us avoid the phone if face to face is an option. So what can you do to get around the problem, well surprisingly, lots!

Firstly, when you’re in telemarketer mode, make sure you’re somewhere quiet and free of distractions. Take a deep breath as you’re dialling, and visualise a person in your mind as you speak. Most people are happy speaking by phone to someone they know, it is cold calling strangers that have a particularly hard edge. Imagining your buyer will help you direct your message in a way that feels more natural, and more congruent with your normal method of communication. Like most skills in the telemarketer armoury, this one takes practice, but its habit forming so it is well worth getting through the learning curve. Try it for a week – we promise it will pay dividends.

Stand up, look up, speak up

When asked about the problems people face in playing the telemarketer role, they often say it’s demeaning, no one wants to talk to me. These sentiments are not uncommon, in fact, it’s a problem professional communicators at Blue Donkey invest a lot of time and energy in overcoming.

Standing up will help you project your voice so you are understood and more likely to be listened to. People with good projection naturally speak up, have presence, and sound more important. Looking upwards will help you breathe more deeply, use the creative side of your brain so your messaging is more likely to pick up subtle signals, and make you better at overcoming resistance.

Smile

It’s a fact for any telemarketer that feeling good about your work will help your message resonate in a more lively and compelling way. The simple smile will provide your calls with a fast and effective shot in the arm. The great thing about the idea of ‘smile as you dial’ is also that you can ‘fake it till you make it’. So even if you weren’t feeling happy to begin with, you soon will. Just painting a smile on your face does something to the voice that changes how buyers perceive you. Honest! Try it!

Know your stuff

The one sure fire method for coming across convincingly is to be really clear about what you’re offering. Take pride in your organisation, and the difference you make. Have diagrams, lists, pictures, flight cards, flowcharts, mind maps, or anything else that provides a visual cue of all things fabulous about you. Getting fuelled up with all this positive energy will mean you’re bursting to pick up the phone and tell someone about it. Pride and passion are powerful motivators. If you can get into a headspace where you’re continuously reminded how great your business is, it won’t fail to shine through in your manner and words.

The methods above will help you bring incremental improvements to every dial. Some will work for you better than others, but all of them need to be used mindfully and deliberately so you’re working at each call from an entirely new template. Do remember that even the slightest improvement in how you come across will make a difference to your collective outcomes. And like anything, the better you do, the more likely you are to want to pick up the phone and do more.

The post Now that we’re all telemarketers appeared first on Blue Donkey.

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10 Best Amazon Keyword Tools for FBA Sellers in 2020 https://www.rbsdata.com/10-best-amazon-keyword-tools-for-fba-sellers-in-2020?utm_source=rss&utm_medium=rss&utm_campaign=10-best-amazon-keyword-tools-for-fba-sellers-in-2020 Sun, 01 Nov 2020 01:03:16 +0000 https://www.rbsdata.com/10-best-amazon-keyword-tools-for-fba-sellers-in-2020 RBS Data Inc - Where Response Exceeds Expectations!

Your sales are only as strong as their searches, and most of it starts with having the right keywords. But instead of throwing spaghetti at the wall to see what sticks, take a data-driven approach that fits with Amazon’s A9 search algorithm. Check out this list of the ten best Amazon keyword tools for third-party sellers. […]

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RBS Data Inc - Where Response Exceeds Expectations!

Your sales are only as strong as their searches, and most of it starts with having the right keywords. But instead of throwing spaghetti at the wall to see what sticks, take a data-driven approach that fits with Amazon’s A9 search algorithm. Check out this list of the ten best Amazon keyword tools for third-party sellers.

The post 10 Best Amazon Keyword Tools for FBA Sellers in 2020 appeared first on RepricerExpress.

The post 10 Best Amazon Keyword Tools for FBA Sellers in 2020 appeared first on RBS Data Inc.

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