• Insource or Outsource Telemarketing: Things to Consider

    By: M. H. “Mac” McIntosh

    To Insource or Outsource Telemarketing

    Telemarketing can be a cost-effective method for identifying and qualifying leads and then moving these prospects along the sales cycle. When companies are considering implementing telemarketing for leads, frequently the first two questions that come up are: “Should we set up a telemarketing team in-house or outsource it?” and “If we outsource telemarketing, how do we find the right company?”

    Can we do it ourselves?

    “Doing it yourself,” that is, insourcing telemarketing versus outsourcing telemarketing, offers a number of benefits. Your call team is 100% dedicated to your project. Call reps are down the hall, rather than across town or across the country, and are behind the “firewall,” making it easy to access business systems like order history and inventory programs. In-house telemarketing teams also make it easier to leverage your existing training programs and personnel.

    Should we outsource telemarketing?

    When should you outsource your telemarketing function? The scenarios can vary from company to company but in general, it makes sense to outsource telemarketing for the following reasons:

    • Adding head count is not an option.
    • You’re already stretched too thin and cannot manage another team.
    • You have peaks and valleys in terms of when leads come in (i.e.: during trade show season).
    • You need to get up and running quickly.
    • You want to test new programs without negatively impacting your existing operations.

    Depending on your specific telemarketing needs and resources, you may decide it’s better to outsource telemarketing to a third-party provider instead.

    The bottom line: Whether done in-house or outsourced, business-to-business telemarketing can be an effective tactic for generating, nurturing and qualifying sales leads.

    M. H. “Mac” McIntosh is considered by many to be one of America’s leading business-to-business sales and marketing consultants and an expert on the subject of outsourced marketing services. He can be reached by e-mail at mcintosh@salesleadexperts.com.