Inside Sales Outsourcing: Doing it Right

The concept of inside sales outsourcing has suddenly taken a lot of prominence across organizations of all shapes and sizes, for the simple reason that the realization that this marketing tactic is a low investment and high return methodology. However, before just handing over the task to an agency that offers such services, it’s important to evaluate the skill level of the people who will be carrying out the sales and lead generation operations on behalf of one’s organization via inside sales. The litmus test in this case is just to evaluate the knowledge with regards to how one should speak over the phone.

However, to evaluate whether the agency in question is right for inside sales outsourcing, it’s important that the evaluator must be in a position to judge correctly. To begin with, the telephonic calls are broken down into three parts, i.e., introduction, where the identity is established; purpose, where the other person is told about the intent of the call and analysis is done through well-constructed questions; and lastly, conclusion, where a summary is presented to the prospect, and the next step is arrived at. Here, the most important part is definitely the kind of questions that are asked.

There are basically three kind of questions important for effective inside sales outsourcing.

·         Open questions: These are the simplest to answer, since the choices are generally yes or a no.

·         Closed questions: These questions are primarily used to verify information, and begin with phrases like ‘are you’, ‘will you’ and ‘did you’.

·         Option questions: These are like multiple choice questions with an either/or response, and the listener always has at least two options.

It’s very important to see how these questions are utilized to generate leads, since the secret to success lies within them, and only an agency capable of handling the challenge properly, can deliver when it matters most.