Outsourcing Telemarketing Services

Telemarketing is the way by which a salesperson solicits a prospective customer to buy products or services either other the phone or through newer technologies such as email, fax or web conferencing scheduled during the call. Outsourcing of telemarketing services can help an organization augment their existing customer relationships.

Telemarketing can increase and enhance an organization's revenue by effectively closing sales through competent inbound/outbound telemarketing functions by creating sales leads.

Business-to-Business (B2B) is defined as trade or commerce conducted electronically. This model of commerce is solely indented to be a point-to-point business without any third party involvement. Business involving individuals or end-to-end customer is referred to as Business-to-Customer or B2B. Many organizations conduct trade via Business-to-Business and Business-to-Customer however an organization may choose to specialize in just B2B or B2C.

Telemarketing services can either be run onshore or offshore. Offshore telemarketing services are generally outsourced business functions which are governed by set rules and regulations and business ethics along with market dynamics.

Some Difference between B2B Environment and Telemarketing

There is much confusion in the minds of many B2B organizations - particularly SMEs - about the distinction between lead generation and telemarketing. Many even quite senior business professionals do not understand the distinction and see the two as interchangeable terms.

Lead generation campaigns consist exclusively of business-to-business outbound calling conducted by sales professionals with finely honed presentation and qualification skills and who are highly trained on the products and services they represent. Products and services are generally complex and high-value and they are marketed to high-level decision makers.

In a B2B environment, Telemarketing campaigns are generally not used to gather information, qualify prospects or generate interest, but rather to sell such things as publication subscriptions, advertising space or exhibition space. Telemarketers most frequently represent easy-to-understand products and services and often do not receive extensive sales training. Presentations are frequently robotic and result in many ineffective calls. Volume not targeting is frequently the key to success.