Telemarketing is the preferred B2B option. But there are a few hurdles that have to be won to make your telephonic Lead Generation Campaign a success. Here's how.

1. Boosting Telephonic Lead Generation Campaigns
The Role of High Quality Data in Successful B2B
Telemarketing Campaigns
1 Confidential preliminary; not to be relied on by any 3rd party without Nex-sales’ prior written consent.

2. Telemarketing remains a powerful tool in the
hand of B2B marketers
B2B marketers
find Inside Sales
to be relevant and
effective
% of firms that say tactic is highly effective
80%
60 Exec
seminars
Inside
sales
40
Webinars Trade
Search shows
Rich marketing
20 Direct PR
TV media Online mail
advertising Email
ads
Radio Emerging Sponsorship Print
Outdoor
0
0 20 40 60 80 100%
% of firms that use each tactic
Source: Forrester Trends “B2B Marketing Needs A Makeover — Now”
2 Confidential preliminary; not to be relied on by any 3rd party without Nex-sales’ prior written consent.

3. Key challenges: reaching decision makers, lead
quality & quantity and database quality
“Hunting down decision
makers is a time consuming
task and 90% of sales reps
hate making those calls. The
rest 10% are lying”- Brian
Carroll, B2B Lead
Generation Guru
"96 percent of a sales reps
time when making outbound
calls is spent dialling, leaving
voice mails, navigating
phone trees, and talking with
gatekeepers.”- CSO Insights
“Even the best CRM app is
only as good as the data
inside it.” - Clean Data,
Salesforce
Source: Forrester Trends “B2B Marketing Needs A Makeover — Now”
3 Confidential preliminary; not to be relied on by any 3rd party without Nex-sales’ prior written consent.

4. Experts agree that High Quality, Custom B2B
Data significantly boosts outcomes
GOOD DATA
Title based records Role based records
• “It is cost effective to hire an
Voicemail of the Direct line of the outbound telemarketing firm
prospect prospect to verify, correct and add
One time use Multi-purpose use additional information. It is
No ownership Owner of data
cost justified and provides a
Lower accuracy rates Higher accuracy rates
vastly improved list.”
OFF-THE-SHELF CUSTOM - John Coe, Data Decay 2009
DATA DATA
• "Following best practices in
Fewer qualified leads Fewer leads
Data duplication Not verified
data quality can lead up to a
Lower ROI Lower ROI 66% increase in revenue.”
- Sirius Decision.
BAD DATA
4 Confidential preliminary; not to be relied on by any 3rd party without Nex-sales’ prior written consent.

5. Nex-sales Specializes in High Quality Databases
HIGH ACCURACY PROCESS - COMBINES TELEPHONE, WEB RESEARCH & TECHNOLOGY
Client
Account Manager
Web Research Team
Tele-Verification Team
QA-Team
5 Confidential preliminary; not to be relied on by any 3rd party without Nex-sales’ prior written consent.