How Outsourced Telemarketing Services Can Shrink Any Sales Process

By Author: Daljeet Sidhu
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In contrast to popular belief, telemarketing calls are not only suitable for B2C or companies that serve individual clients or for goods and services that are not too expensive. Telemarketing is as effective in B2B markets or for businesses that serve other businesses. They can improve the sales cycle no matter how complex it is. Keep in mind that telemarketers are most helpful in the early phases of the sales cycle. Once a lead is acquired, it should be followed up by your in-house sales persons.

Telemarketing services compress the sales cycle

In the early phases of the sales cycle, a large volume of calls need to be made to a long list of potential buyers. A number of of these will turn into leads while others will not be worth pursuing. Telemarketing services are just right for generating a large number of cold calls. Towards the end of the sales cycle, prospective customers will need additional information and facts of the product or service that is up for sale. It is wise to bring in your in-house sales persons who have the ability and knowledge to take the sales process to a successful end. It is unwise ...
... to expect a telesales service to finalize a deal and a specialized sales person to waste precious time in making preliminary calls.

Numerous roles of telemarketing services

Telesales services help in generating leads by dialing a large volume of preliminary calls. This appreciably shortens the sales cycle for the busy sales executive. An organization can put together an in-house telemarketing service for the task - and use it as a training ground for promising sales persons - or outsource to an external telemarketing service for fast ROI.

Assembling a telemarketing team and have it call prospects is not going to get you new business without good training to add value to the sales cycle. Robo-calls or unprofessional conversation is often why people dread telemarketing calls. It is imperative that businesses instruct telemarketers the art of telesales and appropriate business processes to avoid any problems.

Telemarketing services can help businesses by:

* Fixing erroneous data: Customer databases may consist of numerous inaccurate entries or have insufficient details. As telesales services call prospects, they can correct the data.

* Adding proprietary data: Telesales services can also add proprietary data to a customer's record in the database. Small but important details such as the names of the company's decision makers, replacement due date of equipment, etc. work well in making a sales call at the right moment.

* Building brand awareness: The purpose of telemarketing calls is not only to qualify sales leads but also to spread brand recognition. Repeated calls (but without harassment) to customers creates a feeling of familiarity and generates confidence in the business' commitment to the market.

* Effectively timing a sales call: By gathering all the important details from prospects, telemarketing services set the stage for the sales person's call. For example, if the prospect informs the telemarketer that an equipment or part may need to be serviced in three month, the sales executive can call at the dive in when the time is ripe and take the conversation towards a sale.

It is recommended that a business spend too much time and internal resources in the initial phases of the sales cycle. The greater its focus on the later phases, higher will be the productivity of its sales executives. Use telemarketing services to qualify sales leads and build brand awareness.
About Author:
Daljeet Sidhu. Read Telemarketing outsourcing advice. Compare Tele marketing and