Generating leads for IT security firms is probably one of the most difficult and intimidating processes telemarketers need to undergo in their job. Why is that so? For one, finding people who need security systems in their business is not that easy. Two, when working in security sales, one needs to have the skills (and probably a little luck) to know where to generate good sales leads for his/her firm. Perhaps, generating security sales leads is a daunting task for anybody in the industry, but with telemarketing as b2b lead generation tool, any IT business can reach its desired market and create a supply of potential customers.

So, how do you generate security sales leads using IT telemarketing?

There are two telemarketing services that IT security companies can use to generate sales leads for their business; inbound telemarketing and outbound telemarketing.

Inbound telemarketing involves a call coming from a prospect or another company to inquire about the product or service. This process of generating leads is considered one of the best methods because in the first place the prospect has already showed interest by calling in. As the potential customer expresses his/her interest, the telemarketer could have the chance of making a sale by just sounding professional and accommodating. Generally, inbound telemarketing is used to gather important information about a product and/or service or check about sales or discounts, if there are. Now, the possibility of generating a lead greatly lies on the ability of the telemarketer to say the right thing and give all the facts that the caller demands.

Outbound telemarketing, on the other hand, involves a cold call coming from the telemarketer to generate a lead, set an appointment or make a sale. As compared to the former, lead generation using outbound calls is less victorious. Why? For outbound calls are unexpected calls, they are hardly attended by anyone, most especially by people who are reluctant toward unsolicited calls. Nevertheless, when one has excellent communication skills and ability to handle any rejection coming from the customer, successful sales leads are still very possible to obtain using outbound telemarketing.

Now, it is true that inbound telemarketing and outbound telemarketing are two services that can generate sales leads for an IT security company, however, with lack of proper planning, hurried and poor training, inadequate testing and faulty measurement of results, these marketing via telephone are still bound to fail. So you know, less than 20 % of the telemarketing services today are long term ( On the other hand, a well thought telemarketing program can generate more leads and higher ROI. So to ensure success in your IT lead generation, you need to decide whether to do the campaign in-house or outsourced.

In house or Outsourced?

Well, if you want to have an inexpensive , yet successful telephone campaign, you need to consider the outsourced telemarketing service.
When properly implemented, an outsourced telemarketing project will almost yield better results than the internal effort of the in house project. Come to think of it, when you outsource your telemarketing needs to a dependable telemarketing company, you no longer need to set up your own telemarketing department or hire people and buy equipments. Worth considering right?

Phillip Mckenzie is a successful lead generation and appointment setting consultant specializing in IT Telemarketing. To know more about IT Telemarketing, Phillip recommends you to visit

Leave a comment

Your email address will not be published. Required fields are marked *