Your Outsourced Inside Sales Team: Is it a Great Appointment Setting Resource?
What do you expect of your in house sales staff? You probably expect them to be true team players, to communicate with others in your company, deliver results, and make changes as necessary to boost results?
Do you expect the same of your “outsourced” cold calling firm? You should – actually you should expect far more. Your outsourced cold calling firm is your partner, even if the team is not located right at your office. This team can be fired easily if it is not generating the results you need or at least being a key resource to help boost performance. The outsourced team should not simply execute your wishes, but should go above and beyond, making new recommendations.
Companies in search of an experienced outsourced cold calling team should be aware of some important factors when researching who to add to their marketing mix. Many firms are able to follow your instructions, using your lists to navigate prospects and relay their results back to you for follow up by your in house staff. However, far fewer firms are experts in the prospecting process and have the ability to be a true partner in that process. What does it mean to be a true partner with your organization? At VSA, we offer the experience, knowledge and character to advise and deliver on the entire teleprospecting process, not just follow a generic plan for appointment setting.
The leadership team at VSA spends a lot of time with our clients before the program begins, reviewing and tweaking the calling scripts and emails, going over the appropriate calling lists, educating the selected calling team, and deciding on the appropriate goals of the project. No client is “cookie cutter” at VSA – each client has a program tailored to their needs and geared toward success. In addition to the set-up, we have the necessary reports and statistics to quantify results and begin to project future results. This data helps our clients make the best decisions on steering the cold calling campaign.
Your outsourced cold calling partner really should provide constant communication, just as if they were in the office next door! This fluidity and flexibility enables a true team environment that is crucial for a successful sales and marketing experience.
Taking all of this into consideration, look for an outsourced cold calling team will function as if it were located within your own building. The calling team should behave as if they were sitting at desks right outside your own office! Your inside sales team – whether in-house or outsourced – is your sales partner. This organization must take responsibility for developing the teleprospecting program and improving upon your ideas, not just executing them.