The Evolution of B2B Telemarketing

Reading, UK (Sep 11, 2009) - Slipstream, a leading B2B marketing services organisation, has continually refined and proven best practice for telemarketing over the past 10 years for their B2B technology customers, as part of their fully integrated and consultative service portfolio.

This month, Client Services Director Geoff Wells contributes his expertise to a feature in B2B Magazine “The new tone of telemarketing” which addresses how the most interactive of marketing media has evolved and kept pace with new developments in the world of B2B communications. Geoff stresses the importance of understanding the business and technical environment of the target audience, and of articulating the value proposition in a way that intrigues and relates to the decision makers.

The article features a Case Study from Philip Wicks, marketing manager at valued Slipstream client Morse, a consulting IT services and technology company. An extract of the case study follows:

“Morse uses Slipstream as its primary provider because it had experience of selling complex services. But Wicks still believes it is crucial to listen in to some calls, to ensure telemarketers are acting appropriately in their frontline representation of the brand.

He also believes it’s key to set expectations at the right level from the offset, both internally and in conjunction with any outsourcer. At Morse, a closed loop process means that – even though it may take six to twelve months to follow an opportunity, it is tracked.