B2B Teleprospecting

While not as ‘buzz worthy’ as other lead generation tools, the humble telephone is still one of the most effective ways to generate new business leads.

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B2B Appointment Setting

Outsourcing your B2B Appointment Setting is all about saving you time finding sales leads and appointments, so you can focus on meeting prospects and clients.

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GDPR Database Cleansing

Focus One can help build and manage a GDPR compliant buinsess data list of key contacts for your sales and marketing team.

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Top Tips for Managing Outbound B2B Sales Calls

  • Fail to Prepare, Prepare to Fail

    The call should be tailored around the specific needs of the company or prospect, and how you can help. For this you need some basic knowledge on the company and prospect. 

  • Follow up

    If you managed to get a meeting, then follow up with a brief email confirming the meeting and the details. If you weren’t able to land a face-to-face, ask the prospect can you possibly take an email address and send on some further details; because a no now doesn’t necessarily mean no in the future.

  • Treat the Gatekeeper as an Ally

    Being polite, honest and friendly is a good strategy when dealing with gatekeepers. Consider them as a friend and offer the same respect as you would to your prospect.

  • Ask the Right Questions

    The questions you ask are what’s going to determine the direction and flow of the conversation. Your questions should connect your solution with the specific needs or issues of your prospect. Asking the right questions can help you to better understand the needs of the prospect; while giving them a clear view of their current situation and how you can help to improve it.

  • Listen More than you Speak

    Don’t just launch straight into a one-sided sales pitch. Once you’ve asked a question, give the prospect a chance to answer and explain their position, and how they’re affected by specific issues or problems.

  • Have a Clear Reason for Calling

    The goal is to get the prospects attention so keep your pitch direct and concise; avoid overly specific, technical or detailed explanations that can cause the prospect to lose interest.

What Our Clients Say

“Highly recommend! The biggest positive for me is they take my goals on as their own, constantly working to improve campaign effectiveness.”

Marie Murphy
Marie Murphy Project Manager - TM Forum

“We have worked with Focus One to develop target lists and lead generation and appointment setting for our corporate team since 2011. I wouldn’t hesitate in recommending them.”

Peter Griffin
Peter Griffin Director - Allied Pension Trustees

Have a campaign in mind?

Call us on +353 51 364201 or Request a Call

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