“Doing it yourself,” that is, insourcing demand generation versus sales outsourcing and B2B appointment setting offers a number of benefits. Your call team is 100 percent 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. Using an in-house telemarketing center also make it easier to leverage your existing training programs and personnel.

However, before implementing an inside sales team, you must also take into account all the marketing and sales responsibilities you already have.

Effectively managing demand generation in-house includes such factors as:

  • Hiring experienced personnel – You can’t put just anyone on the phone to represent your company.
  • Training – Experienced inside sales reps may have the requisite phone skills, but they still need to be trained about your company, its products, your industry, the lingo, etc.
  • Motivation – Inside sales reps take a lot of rejection. Are you prepared to constantly motivate them verbally and with other incentives?
  • Supervision – In addition to the inside sales reps themselves, you’ll also need to hire an inside sales team manager who will not only supervise and coach the reps but also monitor daily and weekly call goals.
  • Facilities and equipment – Inside sales require more than a phone at a desk crammed in the corner of a company’s basement. Savvy companies equip call reps with up-to-date PCs and large monitors; software specially designed for telemarketing centers including call queuing, efficient data entry, call recording and links to online information; ergonomic chairs, quality headsets, and a clean, quiet and professional working environment.
  • Continuity – All businesses experience peaks and valleys — those times when sales leads are coming in fast and furious versus other times when nothing is happening. As a result, you often wind up staffing for the mid-point, being overstaffed for the valleys and understaffed for the peaks.

Needless to say, the pressure can be intense. Turning to sales outsourcing companies is an option B2B sales and marketing companies should consider for such situations. SalesStaff aims higher than other sales outsourcing companies by providing real opportunities for your company to generate sales by utilizing techniques that are geared to improve results, as well as get the attention of top executives. You’re not just outsourcing sales reps to a company like ours, you’re just outsourcing sales prospecting, so your experienced sales team can still close the deal. By allowing SalesStaff to provide real-time marketing intelligence through our Opportunity Research Group, your sales team will have a full schedule of sales prospects complete with projects, initiatives, plans and specific details. Our team is also experienced in communicating the messages that fellow business professionals understand since many of them have backgrounds in similar fields. They have the business acumen needed to generate actionable sales intelligence for the main decision makers in the targeted company. Sales outsourcing companies should have all the right people and tools at their disposal, and you should expect them to provide the best demand generation service available.

With each company, there is a unique message that is connected to their products and services. SalesStaff will structure our demand generation programs around these messages and convey that value proposition to executives when generating sales appointments. Our sales outsourcing team will have a full understanding of all important aspects of your products and services thanks to our pre-Discovery program which is designed to gather all pertinent information for opportunity research and sales appointments setting. We will put together a list of prospects to keep your sales team busy and include a calling plan targeted to the companies that will benefit from your products and/or services the most.

When adding headcount is not an option for your sales or marketing team and your budget does not allow for additional personnel to pick up the slack, SalesStaff has the ability to advance your sales pipeline and generate sales appointments that produce positive results. Seeking out the services of sales outsourcing telemarketing companies or lead generation companies can place advantages in your hands that you did not have before. SalesStaff can meet the demands placed on a company’s marketing department and generate sales appointments that create opportunities for your company to experience growth.

If you are interested in contacting sales outsourcing companies and to outsource your B2B marketing services in the USA, talk to SalesStaff today. For more information on sales outsourcing companies, call us at (888) 591-8022, Ext 333 or email