Lots of companies look to outsource their lead generation to telemarketing vendors that provide turnkey services for calling into prospect accounts and qualifying leads. In fact, our own company has experience providing these services to clients. Im here to tell you today that this process of outsourcing your telemarketing to a tele-services firm probably is not a very efficient or cost effective way to do business in todays day and age. Why? Well, its been proven that telesales and telemarketing is a strategic part of most companies competitive arsenal today. Companies that outsource telemarketing or telesales typically pay a much higher price per lead and gain a lot lower lead intake, than companies that actually perform those functions in-house. If your company has been outsourcing its lead generation to a teleservices firm, you might want to consider taking this function in-house. If youre concerned that you dont have the expertise to do telemarketing, consider employing the services of a good inside sales consulting firm. The good ones have experienced inside sales managers who are capable of setting up the process, recruiting the people, training them to the process and managing them to a defined set of outcomes or metrics. A good telesales consulting firm can help you to take a core competency away from your telemarketing vendor and convert it into a core competency within your company. In the process, youll improve your overall sales efficiency and gain improved oversight and the ability to continuously improve your selling model. Youll also lower your cost per lead. |
