Volkart May Presents B2B Telemarketing Trends at the Midwest Direct Marketing Association's Featured Speaker Series

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Sales and marketing professionals are increasingly interested in market intelligence and brand enhancement to make their B2B sales forces more efficient.

We are seeing that sales and marketing have more budget available but management is hesitant to expand sales forces and add headcount

Volkart May & Associates, Inc. (Volkart May), a consultative leader in business-to-business lead generation spoke at the Midwest Direct Marketing Association’s 2011 Telemarketing Trends event last Tuesday.

Chris Temperante, Partner and CEO for Volkart May addressed recent trends in the industry as they relate to sales and marketing professionals targeting business decision makers and physicians. “We are seeing that sales and marketing have more budget available but management is hesitant to expand sales forces and add headcount,” explained Temperante. “As a result, leadership is focused on making their current sales and marketing resources as efficient as possible.”

“We are also seeing that CRM systems continue to play a larger and larger role,” said Temperante. “Unfortunately, the data in these systems tends to be in pretty bad shape due to all the moving around people do in the job market today. A lot of our programs have been focused around pre-qualifying prospects for sales and marketing so that their efforts are better targeted and likely to close.”

Growth in capturing market intelligence and an increasing interest in brand enhancement through interactive media such as telemarketing are other trends Temperante spoke to at the event.

“B2B telemarketing enables sales and marketing to engage their target audience in two-way dialogue and gain valuable information surrounding their competitive landscape, prospect pain points and buying timeframes,” commented Temperante as she shared examples of how Volkart May clients have focused their efforts to achieve better sales force efficiency.

Volkart May’s clients range from healthcare and medical device companies, to manufacturers and professional services providers looking to connect with a large target audience. Typically clients generate 5-15% sales opportunities for B2B lead generation campaigns and around 40-50% or more for pre-qualification campaigns. Clients also typically see about 70-90% of their database updated with more accurate contact and account information.

“The bottom line,” Temperante stated, “is that sales and marketing need to generate new revenue and they are realizing that having better marketing information and strengthening their brand allows them to decrease their sales cycle and better focus their resources for results.”

About Volkart May & Associates, Inc. - Volkart May & Associates, Inc. (Volkart May) is a B2B sales and marketing outsourcing partner that enables companies with high-value product and service solutions to increase sales force efficiency and grow their business by identifying more qualified sales opportunities. Volkart May specializes in making live, brand-enhancing lead generation and inside sales calls, securing sales appointments with decision makers, qualifying inquiries and building accurate, targeted marketing databases. For more information about our 20 years of healthcare, medical device, high tech and other industry experience, visit http://www.volkartmay.com.


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Caroline Cronk
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