If you engage with the right (ahem) outsourced business development firm, what you should get is comparable to a prospecting event planner and concierge. Now, I know that sounds odd, so let me explain.
Read more … The Prospecting Concierge
I'm working very hard to help people differentiate between telemarketing and teleprospecting. I'm sure most people would look at the two terms and see no difference. But it's important to differentiate, especially if your company is interested in outsourcing pipeline development. Choose telemarketing and you may not get the results you're seeking.
Read more … Why It's Called "Teleprospecting"
My firm offers outsourced sales, marketing and business development services. One of these services is outsourced prospecting, where our clients turn over top-of-funnel activity to us and we hand over prospects to them. The notion of outsourcing this aspect of the sales cycle to 3rd party professional firms is gaining popularity, but there's still tremendous, and unfounded bias against the idea.
Read more … Cultural Bias Against Outsourced Prospecting