| Insource it! There are lots of companies out there | | | | selling model. Oftentimes the best way to improve |
| offering outsourced telesales and lead generation on | | | | your telesales or telemarketing effectiveness is by |
| a pay per lead basis. Indeed, our own experience in | | | | keeping that function in house, where you can watch |
| the past in having performed those sorts of services | | | | over it, constantly refining the call approach, the |
| for clients shows that there's a large demand for | | | | target, the message, the warm up questions, the |
| that service. A better way is to bring that function | | | | qualifiers, etc. |
| inside your company where you can more tightly | | | | So if you're considering outsourcing your lead |
| manage and control it. | | | | generation or telesales function to a third party, our |
| Why is this? Inside sales and lead generation are a | | | | experience shows that building this kind of capability |
| strategic part of any successful company's sales and | | | | in-house is much more efficient, much more cost |
| marketing arsenal and cannot be efficiently and cost | | | | effective and can lead to a much higher lead |
| effectively outsourced in today's environment. The | | | | conversion count than you'll get from an outsourcer. |
| nuances of your customers' changing needs, your | | | | Yes it's more costly in terms of up-front cost, but |
| value proposition, the features and benefits of your | | | | the actual return on investment is typically a lot |
| products and the whole consultative selling process | | | | higher. This is why leading companies in enterprise |
| require that you constantly define and refine your | | | | software, hardware manufacturing and health care all |
| inside sales approach. When you outsource this kind | | | | have established their own outbound call centers and |
| of function to a third party, what you're getting is a | | | | telesales operations in order to develop and master |
| team of people who are working on a project and | | | | this core competency. Why insource this function? |
| who don't adapt to the subtleties of a changing | | | | Because it's strategic. |