Traditional telemarketing and direct mail may be a cost effective tool for identifying stand-alone decision makers.
However, most of our clients have a vastly more complicated buying process. The line-of-business manager is generally the purchase influencer and decision maker in large-scale purchases.
For this reason, many "telemarketing" companies are finding it more and more difficult to develop actionable sales intelligence for their clients. This is due to inexperienced staff, lack of context (how does a business problem map to a solution) as well as the simple problem of engaging with the decision-maker.
Once the decision makers has been identified and contacted, most telemarketers find it extremely difficult to engage with the decision maker. Because of all these factors, our approach is much more effective.
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