Top Tips for B2B Marketing Solutions - #3 The Truth about the Telephone

Using the telephone as a part of your B2B integrative marketing strategy can backfire if your sales team isn’t quick enough.

As a part of an internet customer acquisition strategy, many companies offer either on their lead generation forms or in lieu of those forms, the chance for a potential lead to be contacted by one of the company’s sales team.

This is a classic example of B2B integrated marketing, where different media are brought together to the company’s best advantage to move the lead along in their buying process. Indeed, many companies pride themselves on returning a lead’s request for a call within 24 hours as a part of their global lead management system.

It is here, however, that effective B2B marketing falls down.

Studies show that leads are receptive to calls received within 60 minutes of the initial request and after an hour, a lead has begun to develop a slightly negative reaction to that company.

If your sales team wants to nurture quality leads, they have to treat them like the quality leads they are. Fast, efficient, at their fingertips information is the only way to move a lead along the sales cycle.