A few months ago we blogged on famous quotations about customer relationship management that we picked up during our sessions with the local office of Sandler Training.
Now we thought we’d take a look at quotes about salesmanship and great sales techniques, and this quote from Morris Hite caught our eye:
“Advertising is salesmanship mass produced. No one would bother to use advertising if he could talk to all his prospects face-to-face. But he can't.”
Exactly right. No one person can talk to every prospect. But besides advertising there’s another way to quickly reach thousands of prospects: using an outsourced B2B lead generation and appointment setting call center services company.
That’s the beauty of an outbound call center: it goes where no single salesperson can go and delivers explosive market outreach. When you engage with a B2B lead generation call center, you hire a team of salespeople to cold call thousands, even tens of thousands, of prospects in a matter of days or weeks.
They can call a list of potential new customers with the characteristics appropriate for a given product or services. Or they can call a list of old customers who have grown inactive, and may need to have their buying motivation re-charged.
Or they may be prospects who responded to a direct mail piece or an email blast, and there are too many of them for the in-house sales staff to cold call themselves.
Which brings up another issue: Many salespeople either dislike, or never get around to, cold calling. Salespeople want warm, closeable leads, not cold leads.
It’s different for an outsourced call center services company. Outbound call centers are staffed with agents trained and measured on the craft of B2B lead generation, appointment setting, customer win-back and customer surveys. Cold calling is all they do. They’re not pulled in a hundred different directions, they don’t have anything else they “have to finish up” before getting to the database of contacts that need to be cold called. And because cold calling is their career they get really good at it.
Here’s an ancillary benefit of using an outsourced appointment setting firm: improved morale of the in-house sales team. As mentioned, salespeople love nothing more than interested prospects. The outbound call center delivers them in large quantities, filling the sales staff’s pipeline with closeable leads that generate more commission checks, more Quota Club members, more quarterly revenue targets accomplished – in short, all the good things in life.
This single-minded focus on cold calling in high volumes enables companies to extend their market reach much further than their regular sales staff could ever hope to. OK, maybe not as far as an ad campaign, but you get the idea.
Mark Fichera, CEO
OnBrand24
Call Center Services
Beverly, Massachusetts