Study Shows Outbound Marketing Generates Most Leads

When you’ve got a best-in-class contact center as your business partner, you have more than just great B2B customer care support, you have help with meeting your company’s goals and improving your bottom line.

In fact, a recent study revealed that 39 percent of B2B sales leads are generated from outbound marketing in the form of inside sales or telecommunications—compared to just 27 percent from trade shows and 17 percent from online searches and testimonials. From these statistics, one can ascertain that human interaction still wins out when it comes to maintaining customer loyalty and acquiring new patrons.

To maximize your contact center services ROI, therefore, use your contact center to help generate leads, segment your marketing database, and build stronger relationships with new and existing clients.

Business intelligence tools, like market segmentation software paired with a robust consumer database, can help brands improve their marketing campaigns by reaching more-qualified and sensible leads. For instance, marketing segmentation technology works to extract business contacts from your consumer database, aggregate their characteristics including demographics and buying behavior, and help guide your marketing initiatives toward a strategically targeted consumer base.

In addition to these technology benefits, the level of expertise and poise displayed by your agents while handling phone calls can boost your sales as well. For example, a team of expertly trained agents who act as your brand ambassadors can help portray your brand in a positive light. Mature and knowledgeable brand representatives with social intuitiveness will boost your brand’s ability to make the long-lasting connections you need to retain and attract more consumers.

So think again before putting outbound marketing on the back burner—it’s just what you need to rejuvenate your B2B sales success!

Steve Brubaker began his career at InfoCision in 1985. In his current role as Chief of Staff and as a member of the Executive Team, he is responsible for HR, internal and external communications, and manages the company’s legal and compliance departments. Brubaker is a member of a number of professional organizations, including the DMA and PACE. He also donates his time to serve on several university boards, including the Executive Advisory Board for The Taylor Institute for Direct Marketing at The University of Akron and The University of Akron Foundation Board. He has also been honored with a number of awards and recognitions for his contributions to the call center industry, including the ATA’s highest honor, the prestigious Fulcrum Award.