How do you charge?
Can we run a Pilot Program to make sure it is going to be effective?
Do your marketing representatives use a script?
Can you provide a prospect list?
Do you provide documentation on all calls?
How do you get trained on our product or service?
Will I get to be part of writing the script and voice mail messages?
Who will own the database you develop?
How long does it take to get a campaign started?
How long will it be before I receive some qualified leads?
Why outsource lead generation?
How is professional lead generation different from telemarketing?
Does B2B have a closed loop lead management process?
What is your training philosophy at B2B?

FAQ Spotlight
Is having a prepared script absolutely necessary?
	Absolutely. In order to grab your prospect's attention and present your product or service in the best light possible, you need a solid presentation that is succinct, powerful and compelling.

How do you charge?
We charge by the hour. The fee is based upon several criteria including:

• Type of campaign, i.e., market research, lead generation, telesales
• Size of database to be penetrated
• Timeframe in which the campaign must be completed
• Degree to which a prospect needs to be qualified

A flat fee is charged for script writing, training, and database set up and management.


Can we run a Pilot Program to make sure it is going to be effective?
Yes. While it is essential to give any type of marketing campaign enough time to ensure results, we can work out a pilot program so you can see for yourself how beneficial a lead generation campaign can be.


Do your Marketing Representatives use a script?
We design and follow a script as a guideline only to ensure we cover all the information and present all the benefits. However, we don’t READ the script and sound like a robot. Our marketing representatives are skilled conversationalists. They know how to present products and services in a clear, confident, and natural manner.

Can you provide a prospect list?
A quality list is one of the most essential components of a successful campaign. B2B is an authorized Dun and Bradstreet List Broker. We can research, select and license a list that meets your prospect criteria, or append your existing list with key contact information. We can also assist you in obtaining quality lists from publications and associations.

Do you provide documentation on all calls?
Absolutely. We will provide you with leads as they are generated. Comprehensive reports are provided weekly showing the results of all the calling activity. And, we even have a weekly telephone conference call with you to discuss results and strategies.

How do you get trained on our product or service?
We can typically get ample training in just a few hours. We will provide you with a training session workbook to ensure we get all the information we need. Training can be done on site or via conference call.

Will I get to be a part of writing the script and voice mail messages?
Absolutely! No one knows your product or service better than you do. This is going to be a partnership – we will be a part of your team. By combining our expertise we are sure to reach our goals.

Who will own the database you develop?
The prospect database, and all the information gathered during the lead generation campaign, will belong to you. This information does not become the property of Business to Business Marketing nor will it be shared with or divulged to any other entity.

How long does it take to get a campaign started?
We can launch a campaign within a couple of days if necessary. However, we do need sufficient time to establish a strategic plan, conduct a thorough training session, craft effective voice mail and live presentation messages, and complete a role-playing session. We want to make sure we are completely ready when we "go live" The optimum time is 10 business days.

How long will it be before I receive some qualified leads?
In many cases we can begin generating leads the very first day of outbound calling. However this depends upon the market we are trying to penetrate, the individual we are trying to reach and the level of qualification necessary.

Why outsource lead generation?
Because it makes good business sense. It’s more effective and in the long run costs considerably less than doing it in house. Here's why:

It gets results. Most salespeople don’t do enough prospecting to keep their pipelines full. By outsourcing lead generation you are assured of a steady stream of new prospects. And those prospects in your prospect database won’t turn cold, or worse, go to the competition.

It saves you time. Advertising, Interviewing, hiring and managing an in-house lead generation team takes time and money. You have to interview a plethora of candidates to find the right people for the job. And, if you’re doing your due diligence, you will be testing applicants and conducting extensive reference checking.

It saves you money. In order to hire, maintain and motivate telephone Marketing Representatives you must provide attractive compensation plans complete with a competitive hourly wage, benefits package and incentive program. You must also have an experienced manager training, motivating and managing to ensure results. Not to mention the cost of office space, computers, and long distance charges.

You pay only for hours worked on your campaign (no vacation, holidays, sick days, etc.).

It’s fast. A lead generation campaign or customer survey can be launched in a matter of days with little effort on your part. And, you can turn campaigns on and off as your needs dictate.

Training is a key factor in a successful lead generation campaign. It takes time and a highly skilled marketing professional to train others on how to present, qualify and close. And, training must be on going to keep everyone sharp and productive.

It’s hassle free. You don’t have to worry about turnover. Losing a trained Marketing Representative can stifle your entire campaign and cost you greatly in missed opportunities. By outsourcing you won’t jeopardize your campaign, or incur the cost of retraining.

How is professional lead generation different from telemarketing?
Lead generation campaigns consist exclusively of business-to-business outbound calling conducted by professional Marketing Representatives with finely honed presentation and qualification skills and who are highly trained on the products and services they represent. Products and services are complex, high-ticket, high-volume and are marketed to high-level decision makers.

Lead generation is an interactive medium. It is used to gather information, "qualify" prospects and generate interest. Lead generation identifies prospects worthy of a sales person's attention by providing pertinent information, such as motivation for buying, common objections, decision maker, purchase process, interest level and key competitor information. Lead generation provides sales people with the information they need to close the sale.

Telemarketing is not an interactive medium. Campaigns are not used to gather information, qualify prospects or generate interest, but rather to sell such things as publication subscriptions, timeshares or long distance services. Telemarketers conduct consumer calling campaigns, often resulting in interrupted dinners and 6:00 am wake-up calls. Telemarketers represent easy-to-understand products and services and often do not receive effective training. Presentations are robotic and result in hang-ups or uncompleted calls due to telezapping products.

Does B2B have a Closed Loop Lead Management process?
Yes. B2B's Closed Loop Lead Management process ensures that the marketing and sales processes remain synergistic. It is vital that the "message" stay the same the entire way through the process. Further, it is essential that information gathered about the target market be maintained in a format that is easily queried and analyzed. A win/lose analysis at the end of the campaign will be an invaluable tool in understanding the needs of the market place and in addressing any improvements required to more accurately deliver the marketing message.

B2B imports the client's prospect database into a contact management system. Key fields are imported to track SIC codes, database origin, territorial delineation, previous marketing campaign participation/response, product/service interest, etc. Custom fields and look up screens are established to document critical contact information, degree of interest and responses to qualifying questions.

B2B maintains accurate daily records of all calls made and the results of each call. Leads are sent electronically on a daily basis containing all prospect information. Comprehensive Campaign Updates are sent electronically each week outlining all calls and results. Detailed reports include a list of all qualified prospects generated for the week and to date.

It is essential that the client supply B2B with a weekly update of the status of each lead provided in order to complete the loop. This will make it possible to generate analysis reports identifying which prospect lists, territories, SIC codes, etc., generated the best results.

Leads are sent electronically in the client's requested format (i.e. Word, Excel, DBF, comma delimited, etc). B2B can send the leads to one contact and/or to individual sales representatives based upon territory/product offering, etc. If the client so chooses, information can be posted on an FTP site so that information is available 24/7/365.

What is your training philosophy at B2B?
At B2B the training never ends. That goes for our management team as well as our Marketing Representatives. From our five-day new recruit boot camps to our intensive six-week B2B High Tech University Certification Program, we are dedicated to continuous learning.

Training programs vary in both content and format. We provide classroom instruction, one-on-one mentoring sessions, role-plays, workshops and our "Take 20" refresher courses.

Marketing Representatives must participate in accreditation programs and on-going training programs in order to advance within the organization. Those Marketing Representatives that wish to work with the most innovative, high tech organizations must graduate from B2B High Tech U. The curriculum covers such topics as high tech terminology, databases, supply chain solutions, ASP models, ERP systems and more.

Periodicals, technology reviews and newsletters are always available along with training tapes in our learning library.