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This paper looks at some of the reasons Telemarketing doesn't work when it's used outside of an integrated marketing and sales process - a repeatable process that should be in place to quickly get you to the real decision maker with the right message, in the right market sector. Most technology companies who need to employ a solution sales approach to close profitable new business use telemarketing for lead generation, either employing their own team or using an external 'Telemarketing agency' Telemarketing is perceived as a low cost, productive way of interacting with many potential customers but the results don't always meet the expectation of providing quality selling opportunities for your sales team.
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