Blog Archives - Page 9 of 19

The benefits of multilingual selling

Posted on 27 February 20203 June 2025 by Doug Roots

Local connections for global success

In a global marketplace, only selling in English will genuinely limit the effectiveness of your sales strategy. If your business is serious about expanding into new territories, then it’s time to move away from a one-language fits all approach. It’s true that native English speaking businesses have been slow to grasp this opportunity, from assumptions that most globally operating businesses are willing to deal in English, to not translating their website. Some of the world’s leading brands have failed to adapt their marketing materials and sales approach to make sense across borders and cultures. Here’s why they’re missing a trick:

Germany and the Netherlands are the second and third largest export markets for UK goods and services (next to the USA). France and Belgium follow on place 4 and 7. Senior decision makers within large companies in European countries may have an excellent command of English. In smaller businesses outside of major cities it’s far more likely that people will be much more comfortable dealing in their native tongue. Especially in Latin countries like France and Spain for example, there remains a strong emphasis on using the French and Spanish language, demonstrating a willingness to deal in their language engenders a spirit of trust, professionalism and serves as a mark of respect for their culture.

Getting past the gatekeeper

When it comes to understanding accents and idioms, native speakers will always have the edge. By removing the language barrier, conversation can flow freely. A native speaker can much better convey the benefits of your product or service, and ultimately better gauge the success of the call, resulting in more meaningful conversations, and leading to higher conversion rates.

Building trust and opportunities

The multilingual debate extends to online presence. Research shows that over half of people prefer buying in their own language; and the days of English language websites dominating the web are over.  70% of people will only make an important buying decision if product specs are in their native language (Common Sense Advisory survey); this strengthens the case for multilingual selling. The customer experience is more important than ever today. If you approach a prospect taking into account the nuances of the local market, you can build trust between seller and client, leading to greater opportunities in previously untapped markets.

Why Air?

We’re experienced in delivering multilingual campaigns. For our English-speaking clients we can open access into foreign markets, ensuring your brand is communicated effectively through using native speaking, lead generation experts. You will deal with an English-speaking account manager who will work with you closely to understand your aims and goals for the campaign. We can seamlessly blend multilingual marketing into a wider outbound sales strategy; you have the ease of dealing with a single supplier, supporting your expansion into new markets.

We only use native speakers, so our agents always sound authentic when talking to prospects; all of our agents are skilled in selling over the phone and making every customer touch-point count.

If you’d like to hear more about how we can help you raise your profile in new territories and target prospects globally with messages that resonate locally, get in touch with our multilingual lead Wouter Vanaelst today directly on 01392 575282 or complete our contact form here.

What should stop you outsourcing your lead generation?

Posted on 19 February 20203 June 2025 by Doug Roots

There are so many powerful arguments for outsourcing lead generation. It gives you back time and frees you up to concentrate on more strategic projects while safe in the knowledge that you can rely on a consistent and quality supply of leads. What’s not to like?

So when is outsourcing not the right decision?

The value of your product

It comes down to the value of your product. A good barometer is if your sales value is below the £5,000 mark (one off sale or annualised if you’re selling a monthly subscription model) then outsourced lead generation might not deliver the results you’re looking for. A good lead generation company is able to guide you on this and let you know the potential return on investment (ROI) they can deliver for your project.

Be realistic

Lead generation can deliver incredible results but it’s important to have realistic expectations at the outset. It’s not a magic bullet that can expertly cut through your sales cycle; the expertise is derived from the skill of the agent’s approach and their commitment to achieving results for your business. If it were easy, you’d simply expand your team and see immediate results.

It takes time

Lead generation campaigns need time to gain momentum, taking up to 6 months to prove their ROI. In the same way you wouldn’t expect a new employee to deliver sales on day one or even month 1, you cannot expect to see immediate results from a very limited trial or a very short campaign. It simply won’t be a meaningful reflection of what could be achieved with the proper time and investment in the project.

The foundations for partnership

Lead generation companies worth their salt will want to build a partnership and collaborate closely with you so they can learn how your business operates. Nobody knows your business and products better than you, so communicating your advice and experience is vital to success. Remember, they are experts in their field but they’re not experts in your business processes, so they will need time and support to get things right for you. This requires access, regular meetings and a level of involvement with your in-house team. Things don’t always go to plan, it’s important to be able to have an honest and open conversation with your supplier. Work with them to find solutions and spend some time listening to their agents making calls. If a supplier isn’t prepared to let you listen to calls, or see how they train their agents, take them off your list at the supplier selection stage. The relationship works both ways and they need to be transparent about their processes to ensure your partnership thrives.

You have a different sales model

All businesses have quirks that are unique to them. If most of your sales come from referrals and you’ve experienced organic growth as a result, then it’s important to understand that leads generated from cold calls will have a much lower conversion rate, typically between 5% and 30% (dependent on product, price and relevance to the customer).

Know your numbers so you can set expectations

It is important to start outsourced lead generation programme with a clear understanding of what to expect.

Check out our video where Owen Richards, MD of Air Marketing and Richard Forrest, MD of Forrest Marketing Group in Australia, dive deeper into the topic discussing the impact of pricing models and perceptions of supplier collaboration on the success of lead generation initiatives.

At Air, we work with clients to create a tailored, blend of services that will deliver the best conversion rates in their desired market. If you’d like to hear more about how we can help your business grow or show you how we’ve helped businesses from all sectors achieve success, get in touch today or call us on 0345 241 3038. Hear more from our existing customers here.

How to decide what to spend your investment on?

Posted on 12 February 20203 June 2025 by Doug Roots

Successfully securing investment can be daunting and those tentative early days spent working out exactly how to translate that winning pitch into a winning strategy that delivers, can be a daunting prospect. In our blog, You’ve secured investment, now what? we covered how it’s vital for businesses to work out the practical aspects of delivery, taking an honest look at in-house resource and scoping out where you might need to buy-in expertise or scale up. This is a vital process. Spending money and thinking later will only lead to regrets when investors need to see return on investment (ROI), and so it’s worth investing the time upfront to do this.

Once you’re happy that you have a solid overarching strategy, it’s time to get into the detail on the tactical plans, specifically where you’ll be spending your budgets. In an ideal world you could press pause for a bit, start to see the benefit of your campaign efforts and product development plans but we all know that’s just not realistic. You need to pay your staff and invest in reward schemes to ensure they stay motivated. You must continue to invest in your brand and your external marketing efforts to let the world know you have a new and exciting proposition on offer. You need to make sure that you’re across your target markets; not only understanding them but also proactively ensuring your business is a relevant contender in that space. To keep that cash flow well, flowing, you need to be confident that you can generate sales, consistently hitting the targets to power your growth and support your investment. Without those sales, things can spiral pretty quickly and there simply won’t be time to see your plans come to fruition.

In the SaaS industry, there’s a real challenge in refining the sales approach in a crowded marketplace where external service, maintenance and development factors can also impact the sales cycle, making it vital for any sales strategy to balance the inbound and outbound efforts, appropriately.

With outbound sales strategies you need to make sure that your sales team are targeting the right accounts, and having informed and tailored conversations that get prospects close to conversion. Even so-called ‘hot leads’ aren’t necessarily ready to buy. SaaS salespeople need to have knowledgeable conversations and ready-to-go sales enablement assets that readily and effectively showcase the benefits of their product.

It’s also vital to consider how customer profile impacts the sales processes; those high value enterprise contracts can take far more time to get over the line. They also need to be mindful of tailoring the approach to prospect, learning to navigate different organisations and their complexity without getting bogged down or limiting the pipeline, is a tough nut to crack. To get the ball rolling it can be worth looking at outsourcing a portion of your inside sales activity to get some of those big contracts closed. The key differentiator in this area is often exceptional relationship building and attention to detail. An inside sales professional can be trusted to nurture your most valuable prospects through the entire sales cycle, as a true extension of your team, adding value to your brand and reputation.

In the meantime, it’s equally important to ensure a healthy influx of leads into the pipeline. That’s where outsourced lead generation activity simmering away in the background can be of huge benefit to your sales team. Sourcing new leads is time-consuming and costly; by removing the burden from internal resource you can focus your efforts on where you need to succeed, confident that a consistent supply of high quality leads will be delivered over time.

At Air, we’re experienced in working with clients to design sales strategies that deliver value from the outset. We deliver value and expertise to our clients’ prospects, at any point in the buying cycle, removing the pressure from your in-house team whilst guaranteeing quality and premium customer experience on your behalf. We work with clients to create a tailored blend of services that will deliver the best conversion rates in their desired market. If you’d like to hear more about how we can help your business grow or show you how we’ve helped businesses from all sectors achieve success get in touch today or call us on 0345 241 3038. Hear more from our existing customers here.

The marketing trends you shouldn’t ignore in 2020

Posted on 27 January 20203 June 2025 by dukadmin

Marketing is a fast-changing and often fickle landscape; how do you really know if today’s buzzwords will translate into a meaningful line in your future strategy. Marketing in 2010 is a far cry from marketing today and that’s just the job titles. The growth of digital has changed everything, bringing businesses closer to customers than ever before – it’s been a steep learning curve with brands striving to meet the seamless technology and customer experience expectations of today’s consumer.

Then there’s the searching, no pun intended, questions; is everything offline pointless? Where should I be focusing the marketing strategy?

We can’t see into the future but here’s our take on the trends to watch in 2020.

AI is here to stay

Artificial intelligence (AI) has powered big strides in marketing efforts in 2019, with data insights helping build a more accurate picture of target audiences, campaigns can be much more predictive and focussed. And that’s just the start, AI allows marketeers to target content to potential buyers and deliver a refined content strategy personalised to their interests, which allows marketeers to predict trends. Past research suggested that by 2020, businesses that leverage AI to power customer insights could make $1.2 trillion more than their comparatively less-well informed peers! So it’ll be interesting to see the up-to-date figures this year.

Conversational marketing

In 2020 real-time matters. Immediacy is the new ‘we’ll get back to you in 24 hours’, with research showing that 82% of consumers rate an “immediate” response as very important when they have a question. Interestingly, only 36% of companies use live chat for marketing, sales or customer service enquiries (Hubspot, 2018). There’s a huge opportunity here for businesses ready to invest in their real-time marketing efforts. Chatbots can make this truly scalable, offering your customers true responsiveness. The challenge for businesses is ensuring those scripts are well researched and provide the answers consumers need. It goes beyond product specs and must replicate a friendly, authentic conversational experience.

Customer Experience (CX) really matters

Businesses across the board are recognising the shift of power towards the consumer. Gone are the days where customers gleaned the benefits of your product from your carefully crafted magazine advertorials; today’s consumer comes armed with research, making your website an absolutely crucial first touch-point. Your entire reputation is predicated on how customers perceive you, how easy it is to interact and buy from you. The value of your interactions and approach adds to the buying experience. That means everything from your Instagram videos to your customer service conversations has to be seamless, intuitive and in-line with consumer expectation.

Video just makes sense

It’s easy to generate, and a versatile and imaginative storytelling medium. People love consuming video, whether it’s for learning or educational purposes or to hear others’ experiences – it’s arguably the most powerful tool for brands wanting to win hearts and minds and it’s set to stay that way. In fact, your customers are far more likely to share a brand/ product video than anything else you produce. According to Optinmonster, video marketeers get 66% more qualified leads per year with video marketing achieving a 54% increase in brand awareness. Additionally, 93% of marketeers say they’ve landed a new customer thanks to a video on social media.

At Roots to Market, we build intelligent marketing capabilities using a mixture of proven marketing tactics to reach your target audience and produce marketing qualified leads for your sales team. We offer tailored, blended services of inbound and direct marketing, automation and complete tactical campaigns, dependent on clients’ needs. If you’d like to talk more about how we can help you design a future proofed marketing strategy that delivers results, get in touch today on 01392 796 702.

You’ve secured investment, now what?

Posted on 17 December 20193 June 2025 by Doug Roots

You can still hear the echoes of the champagne corks popping but you know the real work lies ahead. Any business that’s been through rounds of investor pitches, meticulously prepared presentations and hundreds of handshakes to successfully secure investment, knows that feeling of celebratory relief. When you’ve been focussed on securing the money for so long it’s hard to shift to the next phase. Your strategy is clear…in theory. And now someone else believes you can do it too, which presents a new pressure, living up to the pitch.

How do you ensure you make your budgets work as hard as possible, so you can deliver the profitability your investors need to see and achieve your predicted growth?

Start with a solid self-appraisal

You’ve likely got a very strong idea or product to sell, some great market insight and a formidable sales strategy. What do you think will be the hardest part of your strategy to get right? Are you struggling to distil the benefits of your product into a targeted marketing strategy? Maybe you need help reaching decision makers. It’s worth thinking about this at the outset. If you’re in the SaaS industry, for example and the bulk of your time and expertise has been focussed on developing your software, it’s going to be a steep learning curve for your team in areas where your strategy demands immediate excellence in sales or marketing. Look at your budget and make some decisions about buying in expertise. Working with experts who can nail your brief and give it the time and attention it deserves, will save you money in the long run.

Don’t limit your own success

Maybe you really are the best person to do it all, but think of the scale of the opportunity. Do you have time to do everything? Or, will you free up valuable diary space if you carefully outsource elements that you believe you could oversee with a guiding hand? Think about where your money and your time are best spent. If you’re the face and the voice of the business, you’ll eventually need to relinquish some of the day-to-day.

Build your supplier network

A trusted supplier is genuinely worth their weight in gold. They can give you a steer on where to allocate budget and where you’ll get the most return on investment, provide a valuable sounding board for any ideas or concerns you may have and genuinely look out for opportunities on your behalf. Good suppliers are an extension of your team, bridging that gap in knowledge and expertise and working with you collaboratively to achieve mutual success. They won’t sell you anything you don’t need but instead make even the tightest budget align with your business aims.

You can be ambitious and realistic

When it comes to your business, there’s nothing wrong in thinking big. We’re living in an age of business insight, if you’ve got an ambitious target in mind you can work out what your conversion of leads needs to be to achieve your goals. A trusted supplier can advise of typical conversion rates and how they’ve achieved this for their other clients, giving you an educated idea of what’s realistic for your business and your timescales.

At Air Marketing, we’re experienced in working with clients to maximise their outsourcing budget to achieve their business objectives. We’ve worked with businesses at every point in their journey to leverage the best return on investment for budgets that need to deliver results. We work with clients to create a tailored, blend of services that will deliver the best conversion rates in their desired market. If you’d like to hear more about how we can help your business grow or show you how we’ve helped businesses from all sectors achieve success. Get in touch today, call us on 0345 241 3038. Or hear more from our existing customers here.

Outsourcing your demand generation, everything you need to know

Posted on 16 December 20193 June 2025 by dukadmin

Demand generation demystified

Demand generation is exactly what you’d think, generating demand for a business’s products and services. Where it differs from lead generation is that it’s a long-term, nurturing approach that takes prospects on a journey, moving them from interesting browser to converted buyer. As prospects move through the funnel towards becoming customers, an integrated marketing and sales approach is used to ensure they remain engaged and are targeted with timely relevant content. The upshot, marketing activities can be focussed on delivering quality leads to sales teams that are much more likely to convert. Prospects that aren’t ready to buy today remain under marketing’s watchful expert eye, targeted with relevant messaging designed to maintain the relationship and influence a future purchase.

What’s involved?

Demand generation encompasses all marketing activities from brand building, tactical campaigns, social and digital efforts to targeted email marketing, what makes it distinct from traditional marketing programmes is that all activities build and nurture key relationships for the long term and closely influence the sales cycle.

Why invest the time and effort when I can reach out using lead generation activities on ad hoc basis?

Lead generation, done well, is a vital part of any successful sales strategy, but consider the following: Only 3% of your market is actively buying. 56% are not ready, 40% are poised to begin (source: Vorsight). And 63% of consumers requesting info on your company today will not purchase for at least 3 months (source: Marketing Donut). This makes every interaction a valuable touch-point and an opportunity to convert prospects down the line and importantly, one that can’t be wasted.

But my marketing team are delivering stacks of leads, why would I outsource demand generation?

79% of marketing leads never convert into sales. Lack of nurture is the main cause for this (source: Marketing Sherpa). Research shows that targeting users with content relevant to where they are in the buying process achieved 73% higher conversion rates (source: Aberdeen).

Delivering content that’s relevant to where your prospect is positioned in the buying cycle is the most effective way to achieve conversion. Unless you have a full roster of content specialists in your team, it’s a tall order to expect your in-house resource to design and implement demand creation strategies that deliver immediate results. Producing high-quality leads is the number one challenge that B2B marketers face (source: Hubspot) and, with nearly 7 in 10 marketers still unable to identify their funnel (source: Marketing Sherpa) it makes sense to on-board a partner that has deep expertise in delivering results focussed demand creation strategies into businesses. There’s no need to do away with what’s already in place, often these programmes can work in partnership with the existing marketing plans to leverage existing best practice and content.

Why Roots to Market?

At Roots to Market, we build intelligent marketing capabilities using a mixture of proven marketing tactics to reach your target audience and produce marketing qualified leads for your sales team. We offer tailored, blended services of inbound and direct marketing, automation and complete tactical campaigns, dependent on clients’ needs. If you’d like to talk more about how we can drive tangible results from your demand generation strategy, get in touch today on 01392 796 702.

My 5 Tips to Personal Development

Posted on 4 December 20193 June 2025 by Doug Roots

I started my journey with Air Marketing back in 2018 as a Business Development Executive. I really enjoyed the role, the culture and the opportunities that were clearly available from this position. But I was hungry for growth and I knew I wanted to develop my career, within the first year I quickly excelled and was rewarded with the management of my first account. I was thrilled by this opportunity to really show what I was made of and also to give the client the best experience of working with Air.

Fast forward to today, just over a year later and I’m stepping into one of just three Account Manager roles, with my sole focus to deliver ROI for our ever-growing client base.

I wanted to share with you how I got here, so these are my 5 focus areas:

Training

I’m a huge believer in achieving anything, if you’re willing to learn and open to change. Within my time at Air I’ve had the opportunity to learn from various senior team members and taken part in some fantastic training sessions. These have been vital to my progression as it doesn’t feel like I have ever stopped learning. My favourite training was a Time Management session run by our in-house Learning and Development Co-ordinator. It taught me how to balance my workload and keep stress levels under control, which is vital in a fast pace, high performance environment like Air.

Feedback

I may be a Gen Z; however I don’t agree with snowflake culture that the generation has been tarred with. I value and really take on board feedback from those more knowledgeable both inside and outside of work to aid my professional development. Sometimes the feedback has been negative, but I always feel you can take learnings and constructive criticism from these moments. Being in sales I have a tough skin anyway!

Honesty

Yes, honesty. I’ve always taken the approach of transparency with my colleagues and clients. It’s something that fits well in our culture and something we pride ourselves on at Air. You can’t lie when it comes to statistics and data. If you’re honest with clients this will create a strong and respectful relationship for the future.

Creative thinking

A large proportion of my role is process driven, with this we see consistency of delivery and of results. However, you need to be one step ahead in account management. This means you need to be thinking of new ideas all the time to keep things fresh. Nine times out of ten your original strategy is going to change, and you will need to adapt to this to keep on the front foot.

Passion

I believe that passion is the biggest thing you need to get to the next step. I love what I do, and I am lucky to work in a culture that nurtures that passion and ignites it even further. Being dedicated to reach your goal is important and it is this drive and dedication that will see you become successful.

I’m looking forward to everything 2020 has in store in my new role, working with more fantastic clients and achieving great results for them. If you’re interested in joining Team Air, visit our careers page or call 0345 241 3038.

Opinion piece by Gracie-May Bryan, Account Manager at Air Marketing Group

The real differences between telemarketing, telesales and inside sales: could this be the key to a winning sales strategy?

Posted on 20 November 20193 June 2025 by Doug Roots

Even the most experienced sales professional might struggle to pin down a comprehensive definition for each discipline and others might not differentiate at all; so it’s not hard to understand where the confusion arises.

The sales and marketing landscapes have vastly changed in the past decade. Digital marketing, content marketing and sales enablement specialisms have emerged alongside the advent of marketing automation and analytics tools. As a result, businesses are closer to their customer data than ever before, meaning campaigns can be focused and personal, and sales and marketing professionals can become laser-focused on their target market. You might ask what does this have to do with telemarketing, telesales and inside sales? The answer, absolutely everything. 75% of companies say closing more deals is their top sales priority, yet 40% of salespeople say getting a response from prospects is getting harder (source: Hubspot). It’s these solutions that help bring businesses closer to the decision maker, generating meaningful leads and supporting your overarching sales goals and objectives. Here’s how.

Telemarketing – a vital part of your outbound strategy

There’s a huge difference between a telemarketer reading a tired, poorly thought out script in an uninspiring environment and outsourcing the job to a professional and dynamic agency who can demonstrate genuine return on investment through happy clients. Highly trained telemarketers are skilled sales professionals, adept at staying on brand and message whilst nurturing a conversation. They are focused on building rapport with your desired targets and delivering detailed reporting that helps you inform and shape your future campaigns. The best agencies offer you full transparency, connecting you to the team making the calls, live reporting and a dedicated campaign manager. They will provide you with a true extension of your in-house team.

Telesales – professionalism and scalability

Telesales is a slightly different focus. Homing in on the sale of a specific product or service, it’s ideal for businesses that might need to scale up their sales resource around a product launch or campaign. Done well, this approach is far cry from the high volume, light touch methods some might associate with telesales; it can help you increase conversion rates and boost your brand in the markets you need to be known. These skilled telesales professionals can build valuable customer relationships without the hard sell.

Inside sales – turning interested prospects into active clients

Inside sales teams target prospects and customers through email, phone conversations or online through LinkedIn, business groups and forums. These professionals are not only skilled in the art of identifying opportunities for upsell and nurturing conversations through a sales pipeline but a valuable support to traditional ‘outside sales’ identifying key opportunities beyond the scope of their role. Converting a sales lead into a valued customer can be challenging to say the least, this is where inside sales comes into its own, taking greater ownership for nurturing this valuable conversion process.

We understand the reasons driving the decision to outsource are often complex. You might want to save time, protect your internal resource, or bring in the expertise you need, when you need it. Whether you have a project in mind or if you’d like to explore how our services could support your business and sales objectives, we’d welcome the opportunity to take this forward and show you how we’ve helped businesses from all sectors achieve success. Get in touch today or call us on 0345 241 3038. Or hear more from our existing customers here.

Are you losing 17% of the sales year by stopping activity in December and January?

Posted on 15 November 20194 July 2023 by Doug Roots

Every year we find the same old chestnut rears its head. As we get past Halloween and December is just around the corner, some of our clients tell us they want to stop their sales lead generation campaigns, saying that they will restart them either in mid-January or early February. After all, the reasoning goes, everything slows down in November and then nobody is at work in December and early January. 

But should we really be writing off December and January? After all, allowing sales activity to stop in December and January means losing 17% of the selling year. That’s the same as letting your sales team work a 4-day week for 10 months of the year! Well logic seems to say that this period is not a good time to be filling the funnel and selling. But is that actually true? Is this period just the same as any other time of the year? Might it be even better? 

As a global Group, we’ve always found that December and January are a great time for lead generation activity and for years we’ve been saying to anyone who’ll listen that we get our best results of the year during this period. This year, we thought we’d go one step further and run the numbers to prove it. And the answer is a resounding “yes”.

We looked at those clients who kept their lead generation campaigns going over this period (other than during our break from 20 December 2018 to 8 January 2019). We compared the results we got for them during December and January and compared these with the results we got for them in the three months prior (September to November). What we found was: 

Call rates increased by 26%;

Conversations with Decision Makers increased by 18%;

The time required to generate a qualified sales lead dropped by 51%

So (as we’ve been saying to anyone who will listen) it turns out that there are people at work during the December/January period – lots of them, in fact. And when you think about it, our results make complete sense.  

Sure, our call rate increased because some people are not back at work yet, so we have to make more calls to reach each decision maker, but we still had more conversations with decision makers. And for those people who are back at work, it’s quiet. They’re getting things done and they’re thinking strategically about the year ahead. They have more time to take our calls and are more open to having a conversation with our agents. All of this means that we set many more appointments in December and January than at any other time of the year. 

However, the clients that saw the biggest improvement in their results were those who started back with us right at the beginning of January. For those that came back in mid-January or later there was far less of an impact on their results. And on reflection that makes sense too, because there was very little loss of sales momentum on their lead generation campaigns. 

Now there are some caveats with this, of course. 

If your customers are retailers, are running restaurants or cafes, or if they are schools, then you’re not going to want to do much in December and January because these groups either aren’t there (schools) or don’t have the time to talk to us (due to peak season demand).

If you have a very niche market (less than 100 potential customers to reach in the market you want to target), it makes sense to avoid December and early January. People are away at this time and with such a small market to reach, there’s too much likelihood that calls will stall.

If that’s not you, why wouldn’t you keep your lead generation and sales activity humming as late into December as possible and restarting in early January? At worst, the results you get will be the same as you got in the previous months. At best, you could see a 51% (or more) increase in leads generated for your sales team.

But what if your reason for pausing sales activity is that your sales team take a large chunk of December and January off? Well, going forwards you might want to think about changing this: should they be away for that period of time when it is such a good time to meet prospects? But in the short term, we’ve found that calls made in late December and early January can be used effectively to set up meetings for your sales team when they get back so that they hit the ground running from day 1. You’re still clawing back as much of that “missed” 17% of the year as you can, giving you and your team the best chances of meeting and exceeding their sales targets for the year.   

Are you ready to increase your sales leads by 51%?

If you are thinking about running an outsourced sales campaign, don’t think about putting it off till next year, get up and running now – we’re coming into our peak performance period and you’ll get really great results. If you would like help implementing and conducting a successful outsourced sales campaign, get in touch. Our expert team have years of experience across a broad range of industries and will be able to help you reach your business and sales goals.

Call: 0345 241 3038 or visit our contact us page.

Myth busting the ‘disadvantages’ of telemarketing

Posted on 6 November 20193 June 2025 by Doug Roots

It’s common knowledge that the telemarketing industry carries with it strong stereotypes. The word ‘telemarketing’ has a negative connotation for many and this has resulted in an abundance of myths becoming associated with telemarketing.

This is extremely unfortunate for one of the most direct routes to market with incredible case studies to back it up. As a company that sees our clients get great results out of telemarketing campaigns, we’ve set out to debunk these and explore why they really are just myths.

FALSE: Telemarketing diallers always have to stick to scripts
Sticking to strict scripts does not result in conversations that are tailored to each and every individual on the phone. Although there may be some structure to the calls, a strict script is not adhered to. This enables real conversations that adapt to the prospect’s needs, build a relationship and trust in your brand.

FALSE: There’s no emotion – each call is just a number
If our diallers had no emotion and didn’t care, we wouldn’t have achieved what we had in the last financial year. Each call isn’t just a call. It’s a conversation which looks in to pain points and reasons why a service or product might help someone. This therefore requires a deeper and emotional understanding that goes way beyond statistics.

FALSE: Complex products or services can’t be sold over the phone
This all comes down to training. We would agree that without the right training, no product or service can be sold over the phone. If you’re looking to work with an outsourced telemarketing supplier, it’s important to understand that full training is carried out in order for telemarketers to be confident in what they’re talking about. At Air, we work on a vast range of products and services, which means we have to be seriously clued up on the details of each and what they could potentially offer a prospect. In the last financial year, we conducted 534 hours 45 minutes of training focused on our clients’ products and services.

FALSE: Telemarketers are inexperienced staff that don’t stick around
The phrase ‘call centre’ brings with it connotations which surround the idea of young and inexperienced team members who leave not long before their seat is warm. At Air, our diallers are ex-directors, business owners and sales professionals from a variety of backgrounds, spanning a wide age range. We take pride in nurturing all employees who wish to build a career with us – read Yasmin’s story here.

FALSE: Dishonest or aggressive methods are used to win sales
The belief that telemarketers hammer the phones, they’re aggressive and their practices are dishonest is one that is far from true. Before any campaign, we ensure that our data is as clean as possible with the right information and that we adhere to any TPS registers. Ethical selling and quality assurance are at the top of our priority list.

FALSE: Cold calling is dead
And this is the biggest myth of them all! There’s an ongoing debate which is based on the concept that cold calling just doesn’t work anymore. This simply isn’t true. Moreover, the results from both telemarketing and multi-channel marketing campaigns are proving this ideology wrong every year. In fact, our clients make an average return of £18 for every £1 they spent with us.

At Air Marketing Group, we don’t throw mud at a wall and hope some of it sticks; we look to nurture leads to encourage conversions. Read our top 10 tips for successful telemarketing blog here.

We’re passionate about the way we work with your business. We’ll ensure that any questions or uncertainties you may have surrounding a campaign with us are answered.

To arrange a free consultation with one of our Sales Directors, get in touch today or call 0345 241 3038.

Category: Blog