Demand Generation — Phone Engagement

Our phone engagement will have your competitors throw in the towel

Our phone engagement is different: from the way we operate to the people who make the calls. Our team consists of seasoned business professionals from a variety of industries. We combine proven database marketing best practices with lead generation expertise and a deep knowledge of B2B to create opportunities for your business.

Most telemarketing companies submit only leads or appointments that meet the minimum criteria—and then walk away.

We do more than deliver qualified leads that have a genuine interest in talking to salespeople. We believe in harnessing the value of every call.

  • If the contact isn't the correct person for your solution, we find out who is
  • If a contact isn't interested in your solution, we probe to understand why
  • We determine who replaced a contact in a target company and reach out to that person

You get the full value of every call. Our clients benefit from greater intelligence and more accurate information about prospects and their interest level.

Our clients' successes speak for themselves. See how we dialed up successful phone engagement programs for two of our technology and industrial clients:

“From scripting to appointment setting to follow-up, Sudden Impact Marketing has delivered a winning campaign for our sales team.”

Marketing Manager
A Leading Global Industrial Company

Lines, leads, and landmark results: See how we created U.S. interest for field marking robots

View case study

Cooling systems manufacturer finds hot prospects

View case study

Phone Engagement FAQ's

How is B2B Phone Engagment difference from B2C?

B2B Phone Engagement campaigns generally involve levels of complexity that go far beyond what B2C efforts entail. Topics are more technical, with contextual understanding on the part of the caller requiring more depth.

The intent of B2C Phone Engagement campaigns is typically very different—generally attempting to get the audience to buy or commit to something. B2B Phone Engagement works best when the intent is to inform, educate, and raise awareness of solutions.

Do you use scripts?

No. Instead, we create a brief, hold training sessions, and develop a conversation platform. Content briefs provide our team with the essential details they need to have a conversation. Conversation platforms are instructive to what information we want to share with the audience and what questions we want to ask and build a discussion around.

What skills, expertise, or training does your Phone Engagement team have?

The talent of our team sets us apart. Our staff are well-educated, highly skilled, US-based callers with professional backgrounds. For each new initiative, our team is trained on the specific product or service, and provided with a brief and conversation platform that equip them to have true dialogue with prospects to ensure relevant, productive engagement.

How can they learn the complexities of our products and/or services?

We're not selling. We're offering information or inviting prospects to an event. Our goals are to create solution awareness, offer information, and engage your audience. Campaigns that involve very complex products break down complexities into easy-to-understand terms, which are what prospects respond to best.

Do I need to provide a list, or can you acquire one?

We prefer to start with your target list from sales or your CRM. However, we often see outdated and inaccurate house lists. If that's the case, we purchase a list that best matches your intended audience.

Either way, we will cleanse and update the list as we proceed. That's an additional benefit to you because, at the conclusion of our efforts, you get an updated, cleaned, and deduplicated list. Unlike some firms, we will provide you copies of all updated data fields and net new records to update your in-house systems.

Is Phone Engagement cost effective in B2B?

That depends on what you are selling or promoting. Phone Engagement, like every other marketing medium and tool on the market, is right for certain situations.

The rule of thumb is, phone engagement executed well is a terrific business development tool for big ticket solutions and products, where personal touch complements digital efforts. It's definitely not the right approach for $200 products that can be purchased online.

Can you integrate or work from within our CRM systems?

We can input and export data to and from CRM systems via either API or batch uploads. We work within our proprietary system when making calls, and we adjust our capture forms to accommodate specific information you may need to collect.

Although we can and have worked inside client CRMs, that tends not to be cost-effective due to the number of screens and navigation required to make and document calls. Our purpose-built platform gives callers all critical information in a single pane of glass and promotes higher productivity.

Can you work in concert with our marketing automation system?

Marketing automation platforms represent the perfect use case for telemarketing campaigns. Email campaigns and digitally driven leads, combined with lead scoring, offer a great path for generating sales opportunities.

Most of our clients find that marketing automation moves prospects through the layers of awareness and evaluation, but it's the personal conversations in telemarketing campaigns that convert leads to opportunities.

How do I handle the resistance by our sales force to have a phone rep contact customers or prospects?

Everything we do is intended to help the sales team—from creating awareness to generating leads. We are not selling. We are trying to help shorten the sales cycle and identify opportunities.

There will be instances where customers are called who are actively engaged with the sales team. However, there's an upfront option to remove active clients from phone campaigns to avoid that scenario. Over time, we find that strong collaboration between our telemarketing team and field sales is developed, and those early concerns are replaced with anticipation of new leads.

We tried this before and it failed. Why do you think you can do better?

First, we need to understand why your program failed. There are many factors to consider: quality of list, offer, solution, caller skill, timing, etc. Sometimes, expectations aren't realistic for a given market or audience. But, odds are, we've encountered problems and found solutions to situations similar to yours.

Do you make international calls?

We can make international calls to English-speaking countries. We don't support multiple languages.

Can I use Phone Engagement whenever I need to generate leads?

Yes, within reason. Turning on “cold call” campaigns probably won't bear the results you want. However, attaching phone programs to follow up on leads from events, webinars, trade shows, and conferences can add a burst of lead qualification on demand.

We can also follow up on clicks and opens from campaigns on LinkedIn and Google Ads, for example. Finding the best use of Phone Engagement for on-demand lead generation requires test pilots to determine lead sources that convert most cost-effectively and in a timely manner.

How do you charge for phone work? By the Call? By the hour?

We estimate costs based on the specific needs of your project. We use a quote calculator to factor in all your project's details, then provide an estimate based on the number of contacts in your list, the required number of calls, projected hours involved, and the reporting you need.

What can I expect?

We'll sit down with you to fine tune your strategy, then develop a plan forward. For starters, you can expect an honest assessment of whether Phone Engagement should be an option, and if so, how to best set up and test a program.

Our business is built on the foundation of making clients successful, and that leads to retention. We aren't in the business of churning through clients or selling dreams. We are in the business of shortening sales cycles and filling pipelines.

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