Over the last few months we’ve seen a real increase in the number of digital and online marketing agencies coming to us looking for B2B telemarketing for their own agencies. For me this is great for two reasons:
1 – An increase in B2B telemarketing work for us
2 – Recognition that our approach to B2B lead generation works
I’ve written many times about digital marketing companies saying that online and inbound has replaced more traditional B2B lead generation techniques. In fact, most of the agencies that come to us still promote that inbound marketing is all you need. But at least they’re recognising the importance of both a human element and telemarketing in B2B lead generation and for themselves.
We all know the sales adages ‘People by from people’ and ‘Sell yourself first’. Both are largely true and the key element is relationships. Yes digital marketing can start a relationship, but it is only through conversation that the relationship will flourish.
We have always had the attitude that effective B2B lead generation is around developing a lead generation strategy that encompasses many elements of marketing. This could include direct, online, inbound, telemarketing, social, events, PR, advertising, content and email.
The approach that we take with our clients is understanding your market and putting together the best mix of activity that generates the best results for your budget. We don’t advocate a single technique to generate B2B sales leads and it’s great that some leading digital agencies are seeing the benefits of truly integrated campaigns.
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