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Outbound Telemarketing
01276 856275 |
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Client Site Teams
Many organisations use or have used telemarketing in one format or another as a business generation tool to drive qualified leads or appointments to a sales team, to support seminars or events, to support their channel or to build market information. It is probably fair also to say that these projects or programs have met with mixed levels of success. Any number of factors will have contributed to the success or otherwise of these projects but it is possible to eradicate some of the variables and give your project / program the better than average likelihood of providing the success you seek.
Traditionally telemarketing has been handled by organisations in one of two ways, in-house, where the team is sited within the organisation or outsourced to a call centre / telemarketing organisation. Both of these solutions have advantages and disadvantages –
In-House
An in house team has the benefit of being very visible and close to the main sales team within the company leading to a good hand over of leads and appointments whilst ensuring that the telemarketing team is up to speed with training and product knowledge of the company’s solutions.
The down side to this however is the management issue, this is an area that is not normally a skill set that exists within organisations wishing to build this sort of calling team. There are the constant distractions of recruitment and replenishment of the team. On top of this are the constant needs to train, motivate and incentivise and keep on top of the team output from both a quantative and a qualitative point of view.
Outsourced
On the other hand you can outsource the solution. Again this has both good and bad points. The obvious advantages are that the issues of recruitment; training; management and discipline are taken away but this is offset by the more remote nature of the team and the lack of visibility of workload. In addition an organisation’s input to training and product knowledge for their team is by the very nature of the exercise reduced dramatically.
An alternative solution...
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