How to Evaluate and Select a B2B Teleprospecting Partner

    A number of marketing firms are placing importance on teleprospecting as part of their lead generation plan.

    One reason for this is the acclaim that Teleprospecting is receiving from SiriusDecisions which is a prominent research and advisory firm since it added teleprospecting into the brand new Demand Waterfall model.

    In the wake of this, large numbers of companies are using third-party teleservice suppliers initially. The vast outsourcing market of service providers is a daunting task even to the most experienced marketing professional.

    Here are seven steps to aid you in finding, evaluating, and selecting the most suitable Teleprospecting company for your business.

    1. Determine the services you require.

    Before you begin your assessment, it’s crucial to determine your requirements.

    Management of Sales and Marketing must discuss together your company’s needs for teleprospecting. For instance, businesses might require expert knowledge in account profiling to help in identifying leads, making appointments, or assisting with the nurturing of long-term leads.

    All of these be classified under the umbrella term that is “teleprospecting,” so if you fail to define the needs of your team, you could be wasting time dealing with vendors that aren’t suited to the job.

    1. Sort and prioritize your most needed items vs. the ‘nice to have things

    Create a list of the services you need from a teleprospecting partner. Though most people are looking for high-quality outcomes (in terms of appointments, leads, and data), …), certain needs are unique for each business, such as the following:

    • Integrating your marketing or CRM system or both
    • Data augmentation
    • Scalability to handle the massive growth
    • Expertise in a specific industry or area of expertise
    • Integration of multimedia
    • Social media, Creative and Web services

    The process of making a list of items that are the most essential to you and classifying those “must have” and “nice to have” things helps you talk to suppliers and write a convincing request for proposals (RFP).

    1. Request referrals and do your own research

    Teleservice firms are popping up all over the place. While many of them are focused on quality some are “smile and dial” firms that have questionable quality. Your professional network can provide suggestions for Sales managers, marketing colleagues as well as business partners. the marketing firms you work with are great sources.

    Additionally, take the time to go online. Check out B2B magazines and directories for marketing. Check for vendors who have been invited to speak at events for marketing and those who were featured in best practices or featured in marketing publications, and who have written articles with bylines. These are all signs that the company is a market leader.

    1. Make a request for a call through the website of the vendor

    After you’ve made your list of possible vendors, visit their sites and ask for an appointment. This will provide you with an idea of how quickly and professionally they answer a Web inquiry.

    In your first conversations make sure you look for these positive indicators:

    • Can they clearly define their areas of expertise and also how do they distinguish themselves?
    • Have they asked you specific questions that help you better comprehend your requirements?
    • Are their core services in line with your requirements?
    • Are they clear on the next steps with you?

    The sales rep’s ability engages in a meaningful conversation with you during the initial conversation is vital, since it’s an indication of the vendor’s personality and overall communication skills.

    1. Create and distribute a relevant RFP that is meaningful

    Once you’ve narrowed your options down to 4-6 potential vendors, you can create and issue an RFP. A well-written RFP will assist you to select the ideal company for your needs.

    To ensure that vendors give you valuable insights and timely responses, fully detail your current circumstances, needs, and expectations in the RFP. Be as specific as you can about your proposed solution, market target, volume, as well as the region of focus, etc.

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