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Telesales/outbound telemarketing recommendations?

Can anyone recommend either individuals or companies (here or offshore) that they've used for outbound cold calling telesales to technology company executives?

18 Replies

Richard Harris
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Richard Harris Entrepreneur • Advisor
Top 25 Inside Sales Leader, Public Speaker, 40 Most Inspiring Leader, Sales Trainer, Start-Up Advisor, SalesHacker
Hi Edward,

There are 3 companies I recommend all the time. Vorsight, InsideSalesTeam.com, and Annuity Systems. The first two are on the east coast; Annuity Systems is in the Bay Area.

Here is one thing I always remind people who ask this question. If you know this already, I apologize.

  1. There could be things that are unique to your needs that can affect what works best for you.
  2. There is no simple turn-key solution when you hire outbound.
  3. You will spend just as much time ramping these teams as you would your own.
  4. Cost savings comes AFTER their team is fully trained ramped.
  5. You should expect to have someone from your org spend several days/weeks on-sight, in the beginning, to handle the reps "what about this" kind of questions.
  6. Quality data is paramount to the success of this execution. If you don't have quality data they will not perform any better than your own team with bad data and in fact will probably do worse.
If you have other questions feel free to contact me, happy to provide additional insights.

Richard

Chad Burmeister
1
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Chad Burmeister Entrepreneur
Sr. Director, Sales Development @ RingCentral | Author of Sales Hack | Top 25 in Inside Sales | @saleshack
Transcend is a new one. Noah is CEO. Noah is ex vp sales from televerde. Their agents are in Baja, Mexico. Chad Burmeister Cell: [removed to protect privacy] *Sent from my iPhone
Theresa Marcroft
2
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Theresa Marcroft Entrepreneur
Marketing Strategist / CMO / Interim VP Marketing
I've worked with the team of tele-marketers at DMP (Direct Marketing Partners) and can highly recommend them. You can find them at www.directmarketingpartners.com/
My contact there was Tom Judge, email [removed to protect privacy].
Also, I agree with Richard's reminders, above. Good points.
Good luck!
Theresa Marcroft
Interim VP Marketing
www.Market-Savvy.com/
Bill Lennan
1
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Bill Lennan Entrepreneur • Advisor
Red Rope Social
Hi Edward,
along with Richard's advice - you need to be 100% sure the script you are giving the call center is good.
This means you need to create, test, and evolve the script.
This may be the hardest job in the world for a company founder - and it's not one you can expect the call center to figure out. IMHO, 99% of startup failures are because the founders are afraid to make those calls. You will get feedback about your pitch and it won't be pretty.
I speak from the experience of trying to get someone else to do this work for me. Ultimately, I started making calls myself. As hard as some of the calls have been, the lessons have been invaluable.
B-)
Claus Skaaning
0
0
Claus Skaaning Advisor
CEO, Sales on Tap, PhD
My company, Sales on Tap,http://www.sales-on-tap.com, provides this service - but mainly in Europe, due to time zone differences. We're helping many technology companies set up appointments with executives.
Ashar Samdani
0
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Ashar Samdani Entrepreneur
VP, Growth & Strategy. Product & Technology Enthusiast.
Thanks for sharing this. Does anyone have experience in using outbound cold calling for selling development services (web & mobile application) in specific?
Claus Skaaning
0
0
Claus Skaaning Advisor
CEO, Sales on Tap, PhD
Selling development services is generally not easy. You need to have a specialty that will differentiate you from all the many competitors and you need to be crystal clear on which target market to approach
Kelly Kuhn-Wallace
0
0
Kelly Kuhn-Wallace Entrepreneur • Advisor
Marketing and Strategy Consultant
I have not seen a "cold call" approach be successful for a dev shop. But a teleprospecting team that has technical knowledge can be highly effective in closing leads that have been pre-qualified by marketing's lead generation activities. Claus Skaaning's point about the need to differentiate is critical. The fact that most teams are full-stack and can literally create any web or mobile app is irrelevant to a prospect: they only care if you are the best fit for them. Make sure it's easy for them to figure that out.

For any business, I would always run test cells of pure cold calls against some kind of warm ups. Even something as simple as a postcard -- yes, the paper kind with a stamp -- impacts conversions.

Also, I would not recommend outsourcing outbound until it done with great success and efficiency in-house. For startups, everyone on the exec team (including the founder) should be actively selling. There's no better way to learn about how your product is "received by the market" than to try to sell it before your prospect hangs up the phone. You have about 5-7 seconds. Make it good!

Back to the original question: I have not had much success with outsourced outbound selling into tech execs in the US, but not because there aren't excellent sales teams available. If and when my sales teams have been able to have a live conversation with a CTO or a CIO from a cold call, those execs move quickly into very technical questions. The in-house team that is being groomed to move into account exec positions is better prepared to handle that level of scrutiny -- or flag down someone else on the floor who can assist.
Ashar Samdani
0
0
Ashar Samdani Entrepreneur
VP, Growth & Strategy. Product & Technology Enthusiast.
Yeah. We've learned that the hard way. Does your company have any experience in this area?
Claus Skaaning
0
0
Claus Skaaning Advisor
CEO, Sales on Tap, PhD
We've set up appointments for development service companies on several occasions. But it's tough. However, there is value in identifying relevant contact persons and engaging them in a dialog. Often there isn't an immediate interest but it can be developed over time - and it is important to be top-of-mind when the execs actually have a need. This could be 1-2 years from the initial contact.
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