Inside Sales Outsourcing: Making The Most of Lists

There’s really nothing wrong with lists. In fact, they are necessary to succeed in getting more leads. Even in case an organization decides to opt for inside sales outsourcing, lists are certainly going to be the primary focus of the team that will work towards getting more leads. A new list brings with it many interesting opportunities to get more business and consequently, gives a better perspective of the situation at hand. However, the problem comes when the calling team begins what is commonly referred to as ‘thoughtless dialing’, i.e., the act of just calling one number after the other with no sense of purpose or strategy.

True, inside sales outsourcing companies impart a great deal of training to their executives, which essentially makes them so good. But firms need to give the team time to analyze the data being given before calling. This is a must-have on the part of the organization that is giving the responsibility to an external party. At first, the internal team on the client side would obviously go through the list before giving it forward.

However, even after sending it ahead and giving approvals, the inside sales outsourcing team just doesn’t begin calling. The calling team is given a day or two, or maybe even more depending on the size of the list, to come up with a strategy to call. This little delay pays off quite well when one sees the results, since the trick lies in paying attention to the nuances like updating the contact status to ensure that warm and hot leads are followed up upon and cold leads are discarded, to improve the overall efficiency of the team and reach the targets faster without having to either spend more resources or wait for longer periods of time.