Icons of customers giving five star ratings. Text reads "The Power of Testimonials and Reviews"

The Power of Testimonials and Reviews

It is safe to say that one of the best marketing tools to help seal the deal are testimonials and reviews. People want to hear about the good and the bad and, truthfully, anything you see on a company’s website will always come with some bias. Hearing from past clients or customers is a good way to decide whether the product or service will be the right fit. Ultimately, there are many benefits – for both your prospects and your company – that come with sharing testimonials and reviews. Some of these benefits include: 

Testimonials and reviews can increase trust 

According to Big Commerce, 72% of consumers say positive testimonials and reviews increase their trust in a business. Potential customers may be more willing to use your product or service if they see that your company is being transparent and honest with them. While other tools, like case studies, can also be helpful in attracting customers, they are often written by the company. According to a 2017 survey of 250 B2B Buyers conducted by TrustRadius, “most buyers think both case studies and reviews have their place in the research process, and see the two forms of social proof as serving different purposes.” As seen in the chart below, B2B buyers consider testimonials and reviews to be significantly more authentic and trustworthy than case studies. 

However, in a B2B telemarketing call, a 2 – 4 sentence case study is a fantastic way to verbally demonstrate the Problem-Solution-Outcome that the customer experienced by going with your firm. It adds to the credibility of your presentation and puts the prospect in the shoes of your customer and allows them to visualize the advantages realized.

A screenshot of a cell phone Description automatically generated

They can generate more revenue 

And revenue is the name of the game right? According to Big Commerce, every time a consumer interacts with your review, they generate 62% more revenue per site visitor. Similarly, consumers that interact with reviews are 58% more likely to convert and buy. This is most likely due to the increase in trust that testimonials and reviews also bring. With evidence that testimonials help in increasing revenue, it is almost a “no-brainer” to include them on your website. People are interested in hearing about what others have to say about your company, product, or service. Even if reviews brought in just a few new customers a year, it would be well worth it. 

They can drive web traffic and improve SEO 

Surprisingly enough, testimonials and reviews can drive a lot of new web traffic and improve your SEO. The goal of SEO is to deliver users, not only the information they are looking for, but also the most helpful information possible. Using bots, search engines crawl the internet looking for the most relevant information and then rank webpages based on this information. According to data collected by Yotpo, “websites using testimonials saw a 45% increase in traffic compared to those who didn’t.” So why do testimonials and reviews rank so well? Ultimately, search engine bots are looking for content that is new, interesting, and can’t be found anywhere else. User-generated content, like testimonials, are perfect for this reason. The graph below illustrates how using testimonials and reviews can impact the traffic on your company’s webpage. 

A screenshot of a cell phone Description automatically generated

The benefits that come with sharing testimonials and reviews are undeniable. Your customers will consider your company to be more trustworthy because you are sharing authentic messages, rather than biased ones. With so many people turning to the internet to help them make buying decisions, it is important that they can find information that they can trust online. Convert prospects that may e Once you increase trust, you will likely be able to generate more revenue because people are more likely to convert and buy after reading testimonials and reviews. Lastly, if your company has been struggling to bring traffic to your website, testimonials may be the key. Search engines are looking for unique content and testimonials are the perfect way to include content on your website that does not exist anywhere else on the web. When developing or adjusting your company’s content marketing strategy, adding testimonials and reviews may not be top-of-mind, but given the benefits it can bring to both your customer and your company, you may want to consider it as a part of your future content strategy.

Demand Generation, Marketing, MarketReach Blog Comments Off on The Power of Testimonials and Reviews
Measuring Sales Rep KPIs

Measuring Sales Rep KPIs

Key Takeaways

  • Identifying KPIs for your sales reps will help you evaluate their effectiveness.
  • Making your KPIs known to your sales reps will help them self-evaluate and improve performance. This reduces the need for intervention from you and other administrators.
  • When evaluating your sales rep’s performance, your highest priority KPIs should include:
    • Opportunity-to-Win Ratio
    • Number of Appointments Booked
    • Rate of New Contacts
    • Number of Qualified Leads
    • Average Deal Size
    • Customer Lifetime Value (CLV)
    • and Monthly Revenue
(more…)
Data Management, MarketReach Blog, Sales Comments Off on Measuring Sales Rep KPIs
A person holds a tablet with data on it. The text reads "Using a CRM system for data organization".

The Importance of Using a CRM System For Data Organization

Without an organized client relationship management (CRM) system, prospect qualification, lead generation, and every stage of the sales cycle would be complete chaos. This is especially true if you have multiple lead generators or sales reps working those same records. It’s important for there to be a way to streamline and organize the data collected during each stage of the sales cycle. 

Having a CRM system in place is a great way to stay organized, make sure you are reaching the right prospects, capitalize on prior intelligence gathered, and make sure salespeople are not calling the same prospects simultaneously. Lastly, prospects will still remain even if the sales rep leaves. Don’t let the prospect notes disappear along with the rep! If you don’t already have a CRM system in place, consider the benefits that come with having one: 

(more…)
Data Management, Lead Qualification Process, MarketReach Blog, Prospect List Management Comments Off on The Importance of Using a CRM System For Data Organization
8 Essential B2B Demand Generation Best Practices for 2023

8 Essential B2B Demand Generation Best Practices for 2024

Image result for integrate logo

Written by William Anthony
For Integrate.com

Key Takeaways

  • Demand Gen is a marketing tactic that helps bring your ideal clients to you by generating interest in your product or service.
  • You can generate demand by building better relationships with businesses, enhancing operational efficiency, and focusing on your top-of-funnel process as well as implementing account-based marketing tactics.
  • Consistent communication with your clients, as well as your sales and customer service teams, will help you get the best information about how to generate demand.

When you have a product or service that is in high demand, you’ll see in increase in profits and the lead generation practically comes to you.

Demand generation is a B2B marketing discipline designed to create interest in products and services that results in greater sales pipeline opportunities and revenue. A comprehensive, effective demand generation strategy will also result in happier customers and better sales-marketing alignment.

(more…)
Demand Generation, Marketing, MarketReach Blog, Sales, Trends and Research Comments Off on 8 Essential B2B Demand Generation Best Practices for 2024
B2B business call center

Why You Should Outsource Your Overflow of Customer Service Calls

Key Takeaways

Outsourcing overflow customer service calls will:

  • Reduce the time you spend hiring new staff.
  • Reduce the risk of hiring the wrong people for the job.
  • Reduce the time and money spent on training new staff.
  • Reduce the uncertainty of payroll costs, allowing you to dial up or dial down spending as needed.

Receiving customer service calls means that your customers know they can contact you for assistance, but when you have an overflow of them, it can change that perception.

When you have tons of customers needing your help, it can lead to many not getting responsive and timely answers. Or they can feel rushed from the conversation. These can bring your company’s perception down rapidly.

Perhaps you’ve been toying with the notion of calling all customers in an outbound, proactive approach to either touch base, understand their new needs, or just simply – to show you care. While there is no telling when we will go back to business as usual, it is important to make decisions now that will benefit your company in the future. Ultimately, outsourcing your overflow of customer service calls will eliminate the costs of:  

(more…)
Inbound Call Services, MarketReach Blog, Telemarketing Comments Off on Why You Should Outsource Your Overflow of Customer Service Calls
A man using a laptop.

How to Research Prospects Before a Sales Call

When it comes to B2B sales, preparation is everything. Jumping into a sales call without proper research is like trying to build a house without a foundation—you’ll struggle to make a connection and ultimately fail to close the deal. Instead, strategic research transforms cold calls into warm conversations that lead to stronger relationships and better conversion rates.

Key Takeaways

  • First, use resources online to research your prospect. Look for their website, social media, articles they’re cited on, and news articles mentioning them.
  • The best information you’ll get will come directly from the prospect themselves. Refer to records of your company’s prior engagements with the lead. You may find these records in your CRM or prospect spreadsheet.
  • When setting up your call with the prospect, remember to be timely with your prep for the call. Show up with an outline of what info you want to share with them. During the call, confirm that you’re on the same page regarding key points.

By using the right research strategies, you can identify key decision-makers, tailor your pitch, and increase your chances of a successful sales outcome. Below, we’ll break down how to effectively research prospects before a sales call, ensuring that every conversation is insightful, engaging, and positioned for success.

Step 1: Conduct Thorough Online Research

Your first source of information should be publicly available data online. In today’s digital age, a significant 81% of retail shoppers conduct online research before making a purchase, that is even higher with B2B customers and clients.

With the right approach, you can quickly gather valuable insights into a prospect’s business, needs, and potential pain points.

Where to Look for Valuable Insights

  • Company Website – Review their About page, service offerings, and any recent blog posts or news updates. This will help you understand their industry focus and potential needs.
  • LinkedIn Profiles – The company’s LinkedIn page and individual employees’ profiles provide useful details about company growth, hiring trends, and key decision-makers.
  • Industry News & Publications – Check for any press releases, acquisitions, partnerships, or awards that might be relevant to your pitch.
  • Competitor Analysis – Understanding how a prospect compares to competitors can help you position your product or service as the ideal solution.

Key Questions to Answer Before the Call

  • What does the company do, and what industry do they serve?
  • Who are their biggest competitors?
  • Has the company been in the news recently?
  • What challenges or pain points might they be experiencing?
  • Who are the key decision-makers involved in purchasing decisions?


By answering these questions, you will walk into your call well-prepared and ready to engage.

Related Read: B2B Lead Generation: How to Find and Engage Decision-Makers

Step 2: Leverage Internal Data & Engagement History

While public research provides a good foundation, internal data from your CRM or prospect list can help personalize your approach even further. Effective pre-call planning has been shown to improve sales win rates, as it demonstrates to customers that the salesperson is prepared and understands their needs.

Why Past Engagement Matters

  • Track Previous Interactions – Your CRM (Customer Relationship Management) system may have past call notes, email exchanges, or previous objections raised by the prospect.
  • Identify Decision-Makers – If your company has interacted with this business before, previous conversations might reveal who holds purchasing power.
  • Spot Buying Signals – Have they opened past emails? Clicked on links? Attended a webinar? These are indicators of interest and engagement.

How to Use This Data Effectively

  • Review past emails and phone calls to identify pain points they have already shared.
  • Check prior objections and prepare counterpoints based on new information.
  • Use name-dropping strategically—mentioning a previous touchpoint makes your call feel more familiar and less intrusive.


If you have no prior engagement records, start logging them now. Keeping detailed notes on past conversations streamlines future outreach and improves conversion rates.

Related Read: Building Initial Rapport and Questions to Qualify

Step 3: Master the Art of Pre-Call Preparation

Once you have gathered your research, it is time to refine your approach. Notably, 76% of top-performing sales representatives “always” research their prospects before reaching out, highlighting the critical role of thorough preparation in successful sales engagements. An organized, structured call is more effective than one based on guesswork.

Pre-Call Checklist

  • Set a Time Limit for Research – Spending too much time on a single prospect can diminish your efficiency. Allocate five to ten minutes per prospect and focus on the top 20 percent of high-value leads.
  • Outline Key Talking Points – List three to five points you plan to cover during the call.
  • Prepare Custom Questions – Based on your research, craft thought-provoking questions that encourage discussion.
  • Anticipate Common Objections – Have responses ready for potential pushback on price, timing, or relevance.
  • Organize Your Notes – Whether you use a CRM, spreadsheet, or handwritten notes, ensure your information is structured and easily accessible.


Writing out a 30-second introduction script that highlights how your solution aligns with their needs can help you sound natural and confident.

Step 4: Execute the Call with Confidence & Flexibility

Now that you are prepared, it is time to make the call. However, even with the best research, no two conversations are alike—so adaptability is key. 80% of sales require five follow-up calls after the initial meeting, yet 44% of sales representatives give up after just one follow-up, emphasizing the need for persistence and adaptability during the sales process.

Best Practices for Engaging Conversations

  • Start with a Warm Opener – Mention a relevant detail from your research.
  • “I saw your company just won an award for innovation in [industry]. Congratulations! That is exciting. I would love to hear more about what is next for you.”
  • Validate Information – Ask or confirm key details before launching into your pitch.
  • Focus on the Prospect, Not Just Your Offer – Frame your solution in terms of how it solves their problems.
  • Listen & Adapt – Pay close attention to tone and responses, adjusting your approach accordingly.


If the prospect is not a good fit, do not push the sale—qualify or disqualify them early to avoid wasting time.

Related Read: 3 Tips for Gaining the Prospect’s Attention on an Introductory Call

Final Thoughts: Research is the Key to Sales Success

In today’s competitive B2B landscape, sales success starts with research. A well-prepared sales call allows you to:

  • Build credibility and trust
  • Engage decision-makers effectively
  • Personalize your pitch and increase conversions
  • Maximize your time and effort on qualified prospects


By taking the right steps before every call, you will improve your ability to turn cold leads into warm relationships and, ultimately, close more deals.

Ready to boost your sales strategy? Schedule a Consultation with MarketReach Today.

More Resources from MarketReach

MarketReach’s Lead Generation Services

B2B Telemarketing Guide

How to Set Sales Appointments Using Telemarketing

See if MarketReach is right for you!

If you are looking for more qualified B2B leads, more sales appointments with decision-makers, and a reliable telemarketing partner – then MarketReach may be the partner you’ve been waiting for!

Set up a free consultation to find out.

Book your free consultation
B2B, Cold Calling, MarketReach Blog, Sales, Telemarketing, Trends and Research Comments Off on How to Research Prospects Before a Sales Call
Trends In Phone Outreach And Business Growth

Trends In Phone Outreach And Business Growth

After the year we’ve just been through, there’s no time like the present to have your sights set on growth. Phone outreach is one of the most efficient and effective ways to generate revenue. But let’s be honest – phone outreach isn’t easy. 

From dealing with hard-to-reach prospects to getting in touch with the wrong people, phone outreach can be difficult. But, if you’re not already using it as a strategy to grow your business, you’re going to want to start now. The numbers speak for themselves – look at these statistics and trends about phone outreach and business growth:   (more…)

Cold Calling, MarketReach Blog, Telemarketing, Trends and Research Comments Off on Trends In Phone Outreach And Business Growth
3 Tips to Gain Your Prospect’s Attention

3 Tips to Gain Your Prospect’s Attention

The first 15 seconds of a phone call can make or break how successful it is. This time period is your only opportunity to grab their attention, making it even more daunting.

Since their time is valuable, represent yourself and the company in a concise, yet unique, manner. Differentiate your company in order to create a lasting first impression through an intriguing conversation. Be sure you are interesting to talk with by using vocal variety in your tone.

Follow these tips to help capture your prospect’s attention on a cold introductory call, and secure more time with decision-makers!

(more…)
B2B, Cold Calling, MarketReach Blog, Telemarketing Comments Off on 3 Tips to Gain Your Prospect’s Attention
Sales Tips to Finish 2020 Strong

Sales Tips to Finish 2021 Strong

Even though there didn’t appear to be much of a “summer”, the calendar kept moving. Not long ago we were writing about What to Expect From Salespeople During this Time and Adapting Your Value Proposition, and now fall has already arrived. Whether vacations were canceled, rescheduled or modified, working people hopefully took some time off to refresh and sales has become top of mind again. Let’s turn up the momentum as decision makers return from their “summer” vacations, eager to start the last quarter strong.  

Track Your Efforts and Re-strategize. 

Identify the prospects you contacted these last few months, and ask yourself the following questions:  

  • Did you make ‘touch base’ calls by phone when businesses were adapting to the pandemic?  
  • Did you utilize any direct mail campaigns or email newsletters and monitor engagement?  
  • Did you attend any virtual networking events or conferences?
  • Did you enter new contact information into your CRM or prospect Excel spreadsheet?   

(more…)

MarketReach Blog, Sales Comments Off on Sales Tips to Finish 2021 Strong
What To Do When Prospects Ghost You

What To Do When Prospects Ghosts You

Have you ever made it far along in the sales cycle with a prospect and then, just when you are about to close the deal, all communication stops? When a prospect ghosts you, it can be frustrating, leaving you wondering what you did wrong and what you could’ve done differently. However, just because communication has stopped doesn’t mean that you won’t ever hear from them again – there can be many reasons for the “ghosting,” and if you had a good feeling about an ultimate sale, the ghosting could simply be due to bad timing. Consider these suggestions for what to do when a prospect ghosts you:

Key Takeaways

When a prospect ghosts you, you should:

  • Follow up. Avoid being overbearing when following up, being too pushy will drive them away.
  • Send more personalized messages with very specific questions.
  • Remind the prospect of their desired outcomes, then remind them how you’ll help them achieve their desired outcomes.
  • If nothing else works, keep them in your database to revisit another time.
(more…)
Appointment Setting, B2B, Lead Qualification Process, MarketReach Blog, Prospect List Management, Telemarketing Comments Off on What To Do When Prospects Ghosts You