The mandate of each inside sales team varies by company. The mandate of a company tasked with OUTSOURCED TELEMARKETING (often referred to as a ) is well defined. Many times that definition is a result of unsuccessful endeavors by an inside sales team that’s objective is to identify qualified prospects for an outside sales team to cultivate. And while that sounds straightforward, it is anything but.
Countless Intelemark clients have found that no matter how good the intentions are, an inside sales team ultimately finds a divided focus simply to meet the day-to-day demands of a functioning sales organization. Whether that means identifying a prospect and holding on too long before passing them to the outside sales team, or jumping on a special request from marketing that may have nothing to do with , or calling dead leads because the sales manager decided this was a good time to do so, the result is too few leads and ultimately not the focused and successful effort the sales team needs.
This is not to say that inside sales teams don’t play a key role in a sales company. However, many of the most successful have found that outsourcing at least a part of its mission critical tasks, namely appointment setting for outside sales executives, leverages the key success factors for the company. It is human nature for a person to take the path of least resistance. Even the most successful inside sales people will find and prioritize almost all other tasks ahead of “cold calling” or even warm calling to set an appointment.
When a company hires Intelemark to outsource its, they are assured of a one hundred percent focus on one thing and one thing only; appointment setting! There are no other distractions, other priorities, sick days or “fire drills” that prevent our agents from setting appointments every day.
At Intelemark, we hire mature, professional agents whose careers span multiple industries at varying levels. We have agents whose careers have included sales, sales support, customer service and training. More than 90% of our agents have never worked in a call center. They see their jobs as being that of an outsourced inside sales rep for the company they represent with the sole focus of setting appointments for the outside sales team.
This singular focus is not limited to the agents at Intelemark. The entire company is devoted to the success of each client’s project. It begins with a professional script writer who works with the client to develop the best tool possible with which to equip the agent. This is not a script to be read…rather a guideline for discussion one business person to another. A production manager is assigned to each account to oversee the progress and act as the first point of contact for the agent should an issue or question arise. There are regularly-scheduled calls with the client involving both the agent and production manager. In these calls, the quality of appointments set is reviewed and our agents receive additional training when appropriate (the client product has a new feature, special offer, etc.). Most important, our data department is regularly analyzing the data (the databases from which the agents call), making adjustments as necessary, and in general, managing a critical process that often times is lost with an inside sales team.
Our proprietary software allows us to both manage the data and the agents while providing real time reporting to the client. This software system was designed for our business and is the perfect combination of call center management software and CRM. This ASP program is easy for the agent to use and gives us full visiblility to their productivity.
At Intelemark, we make outsouced telemarketing an easy choice for a company to make.
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