Why more companies are choosing outbound telemarketing in a down economy?

As the Vice President of Sales and Marketing for an outsourced sales and marketing company, I’ve seen the slowing economy actually increase our business.  So, I asked myself why are technology companies allocating more of their budgets to activities like lead generation and appointment setting?   

Here’s what I came up with:

1.  “Cold Calling” is still the most efficient way to proactively hunt for new business especially to the SMB market.

2.  Compared to other marketing activities, return on investment can be tracked easier.

3.  Public technology companies still have a big number to hit and need to get aggressive.

4.  Deals are closing around you.  Businesses today are still spending money and investing in technology where it impacts operations.  I’ve seen several deals close just recently on 100K+ IPT opportunities.

5.  Lead nurturing activities seem to take a back seat to activities with a more potential immediate impact, such as appointment setting.

6.  Hiring, Training, and motivating an inside sales force is not most technology companies “core business.”

7.  CEOs don’t have time to read “IP Telephony for Dummies” or do a Google search.  They are busy running their business!  If you present them a solution that will improve their business, and stay ahead of the competition they will listen.

Open to any comments on types of marketing activities your focusing on or vendors are providing to you during a down economy. 

Comments

[Darin Dixon]

Very good points. I never heard of this trend before. Makes sense thought that companies would stick to activities that they can track and that are proven. And you're right, if companies have the right software, they can automate the mundane and overlooked tasks of marketing and also make it easier to do the more effective, trackable activities like smiling and dialing.