| Many companies laugh off the idea of using inside | | | | telemarketing sales professionals, it's really critical that |
| sales or telemarketing professionals in order to | | | | you bring in the right outside consulting or outsourcing |
| generate leads or close business over the phone. Yet | | | | capabilities to set up the function in the absence of |
| the biggest companies and the best in class firms | | | | having your own experience in this area. An |
| across just about every industry are using that as | | | | outsourced telesales or pipeline development |
| part of their arsenal in order to accelerate their sales | | | | consultant can bring you a myriad of experience |
| and drive their growth. It's a lot more efficient to | | | | which will have a huge impact on your ability to |
| deploy inside sales people and telemarketing | | | | actually be successful when deploying this capability. |
| professionals than it is to use outside field sales | | | | Many companies have tried and failed at telesales and |
| professionals for the same function. | | | | telemarketing efforts because they lack the |
| Often, there's a big gap between marketing and lead | | | | experience and the management acumen to fine |
| generation programs and field sales people that can | | | | tune telemarketing and telesales programs for |
| only be filled by inside sales or telemarketing | | | | success. It's absolutely critical that you think about |
| professionals. Companies use telesales & | | | | acquiring the management skill that goes with hiring |
| telemarketing in a variety of ways: Perhaps, they are | | | | the bodies to actually do the phone work. A good |
| doing lead generation qualification or they're following | | | | telesales and telemarketing professional or consultant |
| up on leads that are coming from marketing | | | | will come in and help you to determine the message, |
| programs. Or, they are actually performing inside | | | | the approach, the target, the unique selling |
| sales functions and closing deals over the phone. | | | | proposition the call flow and the script, all of the |
| There's also a hybrid model which is commonly used | | | | essential elements to be used in order to train your |
| by companies to qualify opportunities, close deals | | | | telesales and telemarketing individuals. |
| that can be done over the phone, and then pass | | | | A good consultant also will help you recruit and hire |
| larger relationship based sales opportunities out to the | | | | the best telesales and telemarketing professionals for |
| field sales force. | | | | your company...which is not an easy task because |
| If you're thinking about deploying a field sales | | | | there are many people who are not capable of this |
| function or adding to your field sales force, think first | | | | kind of job. If you're considering deploying additional |
| about how you can use inside sales or telemarketing | | | | sales resources think about telesales and |
| go to boost your sales efficiency at a lower level of | | | | telemarketing and bringing in an outside resource to |
| cost. Once you've decided to deploy inside or | | | | help you with that goal. |