Lead Generation | Celsius GKK International - Part 2

Success Story: Creating a High Value Sales Pipeline with Celsius Telemarketing Call Center Network

Telemarketing Sales Pipeline

Our client, a leading hardware solutions provider, wanted to grow its business across Western Europe. Celsius was able to provide the ‘best of both worlds’ in lead generation by combining central control with local engagement, enabling our client to create a sales pipeline worth more than 750 million Euros within 3 years.

The challenge: Increase brand awareness and generate leads in Western Europe

The solution: Celsius delivered a centrally managed program providing both the Database and the Telemarketing

The results: 750 million Euros within 3 years

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Marketing Automation or Telemarketing in the race for leads?

Last week we had a meeting with a top corporation assessing the impact of marketing automation in their lead generation programs. I doubt it will surprise anyone to learn that we found that the vast majority of MRL (Marketing Ready Leads) were not good enough for their Sales to act upon. Maybe more poignant, however, is finding that the company was implementing the right operations but were just falling short in the last stages of the qualification.

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So Go On, Guess – How Many Businesses Use Marketing Automation?

This figure is going to shock you. In fact, it shocked us. We like to think that businesses are pretty clued up these days when it comes to marketing automation. Yet, this is not the case.

Now, the actual percentage of businesses that use marketing automation is just 22%. Yes, not even a quarter. But why? We asked ourselves this question and when you think about it, the answer is pretty straightforward.

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Don’t Let Your Social Channels Take a Break

We all know that summer is the period when seemingly everyone is on holiday but, just because your potential customers are away, it doesn’t mean they have gone incommunicado.

Email traffic within the business sphere may lessen during summer but latest research shows that 90% of executives will keep on using their social media channels whilst on holiday. It’s as though such channels are considered acceptable during the holiday period, whereas replying to emails is considered by family members as ‘working.’ Read more

Lead Generation in the Digital Age

It comes as no surprise that most large B2B corporations engage in multi-touch marketing, with digital channels even supplanting traditional ones. But just because the vehicles have diversified and changed in character does not mean that the fundamentals of qualification are different: companies must still deliver qualified leads to sales.

Used properly, the explosion in digital channels and the continued existence of traditional methods can radically improve the qualification process. The thesis here is that a process design bringing together all the data (both digital and traditional ‘touches’) will deliver higher even quality and timely leads to sales. Read more

Customers are not only for Christmas, they are for life

As acronyms go, L2RM (lead-to-revenue management let’s not forget) is a good one within the B2B space, but as with all things, it can be improved.

Let’s look at it closely. The lead to revenue part works best, because that defines exactly almost the whole process, because we are taking a lead and converting it into a sale. That’s the whole point of the exercise afterall. What’s more, the focus is the revenue part of the exercise, gaining the customer. Essentially, it’s a more managed approach than the traditional marketing-to-sales process.

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