Increasing IT Sales with Effective Telemarketing

Just like businesses in any other industry, companies selling IT and software products are always aiming to attain business growth. In order to achieve this, they need to generate enough qualified IT leads that can be nurtured into sales. One of the most effective ways is through a professional knowledge led IT lead generation campaign. As almost all B2B IT sales require effective human dialogue.

Which is why the real-time interaction that a good B2B telemarketing agency provides, makes it a top choice for IT companies– especially startup software vendors – in turning cold leads into potential business opportunities. However, not all software and IT companies are converting their telemarketing campaigns into lead generation and increased sales. Increased revenue generation fails when the company doesn’t understand telemarketing or the telemarketers don’t understand the IT industry.

Presenting IT products is indeed difficult compared to selling other B2B solutions.. In order to achieve a sale, you will need to know and understand the technical language used in IT lead generation telemarketing. Potential customers will more likely engage with you, once you are able to determine the particular IT solution they need. And very often, effective conversations will result in a higher chance the prospect will consider your offering seriously and look at it further.

So here are some key points to bear in mind, when looking at planning a telemarketing campaign:

Plan your call script

A telemarketing call script serves as an essential guide and reference tool to form the basis of an opening conversation and ensure the conversation stays on track. Whoever you are confronting in a cold call, it is essential to know your way around a conversation. So, building your call script based on your target’s profile, looking at key indicators such as budget, employee size and industry sector. If you already know a prospect’s annual revenue for instance, it makes it much easier to guide the prospect to the best fitting solution for their business. One of the biggest turn off’s to any prospect is being “oversold” to. Not every business needs an “enterprise” solution.

call 2Image Source – Nick Page (CC License)

Less questions and more listening

A effective telemarketing conversation is one in which the prospect is provided enough space to detail the issues his or her organisation is facing. But when inquiring about their specific needs, IT marketers should refrain from subjecting people to an interrogation. It should not turn into the Spanish Inquisition! It is better, to ask just general questions, and listen to the prospect’s answers and then zero in on the important topics. If the discussion turns towards effective network management, highlight awareness by telling the prospect you have the appropriate support services.

Support the Campaign with other marketing tools

A successful campaign is often accompanied with the appropriate inbound and outbound marketing tools. A well scripted relevant email can make the follow up telemarketing call a much more engaging experience. Using tracking tools for opened emails provides an immediate warm prospect list for the callers. Tracking click through links, provides us with where the prospect’s potential interest lies. Also effective use of social media and Google Adwords all go to increase the company’s credibility and relevance.

Talk with a B2B telemarketing specialist
Indeed, telemarketing can still be a very risky business. Either you succeed or you fail, and it all depends on how well you approach your targets. So if you are at this point, if you really want to achieve the best for your business, you might want to at least talk to a competent IT lead generation company, to provide the expert profiling and IT telemarketing for you. Lead generation telemarketing for IT is still very effective, owing to the ever present desire for personal business dialogue. Prospects have a higher chance to commit through a direct engagement, so it is wise to include IT telemarketing in your marketing mix.

So What Next..
Whether you are an IT service provider selling direct or through a channel, see how B2B telemarketing and lead generation can act as an extension of your sales team to provide a qualified sales pipeline among the right audience of IT decision-makers.

If you would like to learn more on how VSL can help your IT sales, then: Please contact Andy Dickens at VSL either by emailing at or calling on +44 (0)1403 788480. Or come and see for yourself how our intelligent telemarketing can work for your business.

Andy Dickens

Andy Dickens is a veteran of IT Sales, used to leading by example. He is the CEO of Virtual Sales Limited (VSL) who offer telesales, telemarketing, lead generation and appointment setting services to B2b businesses. He previously was Sales Director EMEA for Red Hat and before that ran sales at Visio before it was acquired by Microsoft.