Telemarketing Vs Teleprospecting

Telemarketers and teleprospectors typically get labelled as one of the same.  However, there are many fundamental differences.

Telemarketers are entry-level employees who can begin making calls with little sales experience and work in a "revolving door" atmosphere.
Telemarketers are entry-level employees who can begin making calls with little sales experience and work in a “revolving door” atmosphere.
Teleprospectors are highly trained, seasoned, and well-paid experts.
Teleprospectors are highly trained, seasoned, and well-paid experts.
Business to CONSUMER
Business to CONSUMER
Business to BUSINESS
Business to BUSINESS
High volume of calls to a long list of prospects using a sales pitch approach.
High volume of calls to a long list of prospects using a sales pitch approach.
Structured calls delivered by agents with an expertise in prospecting methodology, using intelligence-based outlines to gather market intelligence to uncover sales opportunities.
Structured calls delivered by agents with an expertise in prospecting methodology, using intelligence-based outlines to gather market intelligence to uncover sales opportunities.
One-sided conversation based on the ability to out-talk the prospect.
One-sided conversation based on the ability to out-talk the prospect.
Engaging 2-sided interaction with prospect based on the art of asking questions.
Engaging 2-sided interaction with prospect based on the art of asking questions.
Simple product to wide audience.
Simple product to wide audience.
Complex product/sales cycle marketed to a targeted audience.
Complex product/sales cycle marketed to a targeted audience.
Fast-talkers whose only goal is to close a sale over the phone, preferably with a credit card number in hand.
Fast-talkers whose only goal is to close a sale over the phone, preferably with a credit card number in hand.
Understands the nuances in a business conversation. Has the ability to listen carefully and ask the right questions to draw out qualifying lead info.
Understands the nuances in a business conversation. Has the ability to listen carefully and ask the right questions to draw out qualifying lead info.
Ultimately, you hire a teleprospector if you are looking to have an experienced and high-level conversationalist representing your brand to gather market intelligence, uncover new business, and/or convert inquiries to qualified sales leads. You turn to a telemarketer if you wish to sell the newspaper over the phone.
PLG 2018