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In-House Vs. Outsourced Telemarketing Programs
By M. H. “Mac” McIntosh
Expert Author
Article Date: 2003-06-06
Q: Should I outsource telemarketing programs designed to identify qualified sales leads, or try to do it in-house?
A: It depends on a number of things...
Is your company willing to invest in the headcount, facilities, management and training of the personnel required to get the job done? Many are not, which would lead to outsourcing.
Do you have experienced people to direct and manage the in-house telemarketing lead qualification department? If not, outsourcing might make more sense.
Can we find outsourced telemarketing companies whose people can have "peer-to-peer" conversations with decision makers? If not, in-house is probably better.
Do the telemarketers require direct access our CRM systems, customer records, or order and inventory systems? If so, you might be better off in-house.
Will extensive training of the telemarketers be needed? If so, it may be better to have it done in-house where you can more easily leverage existing training resources.
Will the project be ongoing or a one time or short-term project? If short-term or one-time, you are probably better outsourcing.
Both approaches (in-house or outsourced) can work, depending on your situation. But to be successful, be sure to hire the best people you can afford and give them lots of training.
About the Author:
With 20+ years of high-tech marketing communications experience, B2B sales lead expert, M.H. "Mac" McIntosh can help you drive sales for your hardware, software, and information technology products and services. To learn how you can generate more sales leads, improve awareness for your IT products and services, reduce your cost per lead and ultimately generate more profits for your company go to http://www.sales-lead-experts.com/category/high-tech.cfm for a free Decision Makers Kit.
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