Link to us : http://snipurl.com/27qpb1-b2b
B2B environment is sets out to try and help clarify this situation and draw a clear distinction between these quite different activities. Lead generation campaigns consist exclusively of business-to-business outbound calling conducted by sales professionals with finely presentation and qualification skills and who are highly trained. Products and services are generally complex and high-value and they are marketed to high-level decision makers.
Lead generation identifies prospects worthy of a sales person's attention by providing critical sales information such as motivation for buying, the decision making unit, purchase process, interest level and key competitor information. Effective lead generation activity provides sales people with the information they need once they are in front of the customer to close the sale.
In a B2B environment, telemarketing campaigns are generally not used to gather information, qualify prospects or generate interest, but to sell such things as publication subscriptions, advertising space or exhibition space. Telemarketers most frequently represent easy to understand products and services and often do not receive extensive sales training. Presentations are frequently robotic and result in many ineffective calls. Volume is not the key to success.
Reference:
In a B2B Environment, How is Lead Generation Different From Telemarketing?
(Online) (Cited 17March2011)
Available From:
http://ezinearticles.com/?In-a-B2B-Environment,-How-is-Lead-Generation-Different-From-Telemarketing?&id=131721
