Tag Archives: B2B Outbound Marketing

Choose an Outbound Telemarketing Outsourcer to Hit Goals

By Megan Hottman, Brand Evangelist

Outbound TelemarketingI know firsthand how powerful working with an outsourced outbound telemarketing sales partner is. I also know how intimidating, overwhelming and daunting it can be. It sounds cliché but outsourcing to an outbound telemarketing partner really can save time and money by delegating labor intensive processes like recruiting and training, not to mention sparing you from other potential headaches like technology challenges. I’ve made a list of 9 distinct advantages I discovered while working with an outsourced outbound telemarketing partner over the years.

Advantages of outsourcing to an outsourced telemarketing company:

1.  Focus on key objectives

Outsourcing allows organizations to focus on their core business competencies and can help create a competitive advantage while reducing internal operational costs. The beauty of outsourcing is you can choose to outsource an entire function or only a part of it. Every business has limited resources, and every manager has limited time and attention. Outsourcing can help your business shift its focus from peripheral activities toward work that serves the customer and can help managers tackle their priorities more clearly.

2.  A different lens

The right outbound telemarketing outsourced partner typically has ideas for improvement to increase efficiency after they’ve worked through processes, prospects, and sales funnels. This fresh and necessary perspective is key to quickly accelerate growth. Outsourcing sales can bring in a whole new level of experience in this particular area, along with shared responsibility placed on the outsourced team to help detect and diagnose any issues that will ultimately close deals. In addition to this, my experience has been that it’s well beyond a diagnosis of issues. A great outsourced partner will help problem solve and bring many potential solutions to the table to discuss as a team.

3. Best in class training programs

It is extremely important to have a strong sales team in place. This team includes sales reps who can handle various stages of the sales cycle. Outsourcers do this all day, every day, so they have sales training expertise and the ability to ramp sales teams down to a science. The right outsourced partner that specializes in outbound telemarketing can take good salespeople and make them great. For you, this means less time and money spent on experimenting with training programs and new hires that may not yield results.

4. Amazing sales reps

Outsourcers know how to hire, motivate, and retain the very best sales representatives for a specific product or service, which translates to higher sales volume for you. They likely have access to different geographical regions and/or can hire from anywhere, depending if they offer remote positions.

5. Time savings & speed to market

Training a team of new hires often takes longer than you have time for. Outsourcing with the right partner who specializes in outbound telemarketing solves this problem by providing a scalable sales team that already work together. This is a tremendous advantage given the company already has resources ready to go. If you have shorter projects on the horizon, consider choosing a partner that is nimble and has the ability to scale programs up and down including those projects that have finite timeline for completion.

6. Diverse expertise

Companies who manage outsourced sales teams have trained a variety of teams with a mixture of sales experience levels to sell a diverse set of products and services. This creates an array of experience and viewpoints to help support your business objectives.

7. Consider an alternate growth strategy

Outsourcing part or all of your sales can be a great alternative growth strategy when your company may not have space, capital, or long-term need to hire a full sales team in-house. Because this investment is likely to return incremental sales, it’s a solid bet, and a great way to revive your sales stream when you can’t create and train a full in-house team yourself.

8. Technology

Selecting, purchasing and implementing the right tools to support your business objectives can be expensive and time consuming. The right outbound telemarketing outsourced partner has the technology and infrastructure established to meet your needs. They are well equipped with both the technical talent and expertise needed to meet your requirements and ensure a smooth project implementation.

9. New market exploration

Instead of tapping into your entire sales organization to enter new markets or verticals, a dedicated outsourced team can help lead the rollout. Most outsourced sales partners have experience in taking new products to market. Separating this from your internal sales teams can reduce expenses and will enable your business to get to market quickly without taking away from your current focus.

Megan Hottman is a Brand Evangelist for Quality Contact Solutions. Megan’s experience includes working as an outbound telemarketing manager for a Fortune 100 company for many years. Megan has been both a client and an employee of QCS, so she knows first-hand the quality, productivity and passion the team brings to work on a daily basis. As Brand Evangelist, Megan is a freelance contributor to our website. You can reach Megan at https://www.linkedin.com/in/meganehottman/

Lead Segmentation for Telemarketing Companies

By Megan Hottman, Brand Evangelist

Telemarketing CompaniesIt’s a known fact that most organizations place incredible pressure on their teams to shorten sale cycles and to improve close rates. A key piece that contributes to the effectiveness of increased productivity is to ensure the entire sales process is optimized every step of the way. What I’ve found to be an essential component in the optimization of the sales process is the segmentation of leads. Continue reading

Best Telemarketing Companies Focus on Their Niche

By Angela Garfinkel, President

Best Telemarketing Companies - B2B Telemarketing That Achieves Sales SuccessThe best telemarketing companies understand the niche they serve and define their growth strategy to deliver the highest performance in that niche. At Quality Contact Solutions, we’ve defined our niche as sales.

We exist because the world is driven by sales.

At QCS, every call center and telemarketing program we conduct for our clients has a direct tie to growing or maintaining revenues on behalf of our clients. Even customer service programs help ensure satisfied clients that continue to purchase from the client.

Here are a few examples of current B2B outbound, inbound and multi-channel call center client programs: Continue reading

B2B Healthcare Telemarketing Services Best Practices

B2B-Telemarketing-Services-HealthcareConducting B2B telemarketing services in the Healthcare industry is challenging.  The primary reason is that in this niche industry, communicating with the primary decision-maker can be a multiple phone call process.  In addition, the gatekeepers and staff within a healthcare provider’s office do not have patience to spend time on the phone with callers that they label as telemarketers.  For these reasons, it is critical that you follow 3 basic principles when calling healthcare providers.

In addition, if you decide to use a third-party organization to place the calls for you, it is critical to ensure that your selected partner is experienced with outsourcing sales calls in the healthcare vertical.

Fact:  Gatekeepers reign supreme in the healthcare provider’s office.

Our Best Practice:  B2B telemarketing services professionals work with the gatekeeper, not against them.

Although receptionists and other gatekeepers can be an obstacle to overcome with most B2B Telemarketing Services programs, the healthcare market is particularly challenging from that perspective. It’s not as simple as asking for a decision maker. In a lot of instances the decision maker is a Doctor, or nurse, or supporting care staff whose time is best spent helping patients. With that said, gatekeepers in the Medical Industry are experts at screening out unnecessary sales calls. Expierience has shown that less is more with the Gatekeeper, and when conducting sales calls it is paramount.  Differentiating yourself from other B2B Telemarketing services will inevitably be the difference between success and lack luster results.

Fact:  In the healthcare industry vertical, there are many specialties with different needs.

Our Best Practice:   B2B telemarketing services professionals use a discovery approach.

While in most markets it’s safe to make some basic assumptions of what your outsourcing sales calls offer will be, the healthcare market is unique in the fact that that each customer you reach will have their own specific challenges and struggles. The trick here is not to be an expert in the individual organizations themselves, but rather an expert in what you have to help them. Get your customer or prospect engaged in the conversation through meaningful open-ended discovery questions. Mind you, there’s nothing worse than getting “interrogated” with question after question with no objective in sight. However, asking the right questions to get your customer engaged in your conversation can mean the difference between a “pocket pitch” that you throw out in hopes that something will stick, and a solid offer of a solution to help overcome your customers challenges.

Fact:  The healthcare industry is in a constant state of change.

Our Best Practice:  B2B telemarketing service professionals evaluate offers, call guides and market opportunities constantly.

Be Flexible and ready to adapt!  The Healthcare Market is an industry of never ending change. From legislation, to advances in medical technologies, to changes in rules/regulations and guidelines, the only thing that remains consistent is the fact that change is inevitable. What’s working today, may not work as effectively tomorrow so it’s crucial to keep a firm pulse on your call flow and offer and be ready and able to make quick adjustments and act with intelligent urgency. While such frequent changes are a challenge when conducting B2B Telemarketing Services in the Medical field, this creates opportunity to bring new solutions and products to the table, and timely adaptation is the lifeline to long-term success.

At the end of the day, knowing your market is a fundamental unspoken necessity in any B2B Telemarketing services program.  Most professionals in the medical field dedicate their lives to helping others. Differentiate yourself from all the other telemarketing sales calls they receive and return the favor.

Ryan Apodac is an Operations Manager and Trainer for Quality Contact Solutions, a leading outsourced telemarketing organization.  With a background of more than a decade in sales, Ryan is passionate about developing and delivering training that ultimately results in improved performance for client programs.  Ryan can be reached at [email protected] or 516-656-5127.

Best Compensation Models for the Outsourced Call Center

By Nathan Teahon, Vice President

Outsourced Call Center cost modelsWhen utilizing outsourced call centers, there are many variables to consider when entrusting someone with your telemarketing campaign. One of those is choosing the appropriate compensation model. Below are the most common compensation models utilized by outsourced call centers.

Hourly Outsourced Call Center Compensation

Hourly pricing is the most frequently used pricing structure for the majority of outsourced call centers. The range of prices in this model, like all models, will vary depending on a number of factors. The level of call complexity, type of agent needed for success, size of the campaign, are just some of the factors that are typically considered when determining an hourly rate. Continue reading