Cold calling · Sales

Telesales/outbound telemarketing recommendations?

Edward M. Yang

August 7th, 2016

Can anyone recommend either individuals or companies (here or offshore) that they've used for outbound cold calling telesales to technology company executives?

Richard Harris Top 25 Inside Sales Leader, Public Speaker, 40 Most Inspiring Leader, Sales Trainer, Start-Up Advisor, SalesHacker

August 7th, 2016

Hi Edward, 

There are 3 companies I recommend all the time. Vorsight, InsideSalesTeam.com, and Annuity Systems. The first two are on the east coast; Annuity Systems is in the Bay Area. 

Here is one thing I always remind people who ask this question. If you know this already, I apologize. 

  1. There could be things that are unique to your needs that can affect what works best for you.
  2. There is no simple turn-key solution when you hire outbound.
  3. You will spend just as much time ramping these teams as you would your own. 
  4. Cost savings comes AFTER their team is fully trained ramped.
  5. You should expect to have someone from your org spend several days/weeks on-sight, in the beginning, to handle the reps "what about this" kind of questions.
  6. Quality data is paramount to the success of this execution. If you don't have quality data they will not perform any better than your own team with bad data and in fact will probably do worse. 
If you have other questions feel free to contact me, happy to provide additional insights.

Richard

Theresa Marcroft Marketing Strategist / CMO / Interim VP Marketing

August 7th, 2016

I’ve worked with the team of tele-marketers at DMP (Direct Marketing Partners) and can highly recommend them.   You can find them at www.directmarketingpartners.com/ 
My contact there was Tom Judge,  email
tjudge@dirmkt.com. 
Also, I agree with Richard's reminders, above. Good points.
Good luck!
Theresa Marcroft
Interim VP Marketing
www.Market-Savvy.com/

Chad Burmeister Sr. Director, Sales Development @ RingCentral | Author of Sales Hack | Top 25 in Inside Sales | @saleshack

August 7th, 2016

Transcend is a new one. Noah is CEO. Noah is ex vp sales from televerde. Their agents are in Baja, Mexico. Chad Burmeister Cell: 415-994-6496 *Sent from my iPhone

Bill Lennan Red Rope Social - everyone is an influencer.

August 7th, 2016

Hi Edward,
along with Richard's advice - you need to be 100% sure the script you are giving the call center is good. 
This means you need to create, test, and evolve the script. 
This may be the hardest job in the world for a company founder - and it's not one you can expect the call center to figure out. IMHO, 99% of startup failures are because the founders are afraid to make those calls. You will get feedback about your pitch and it won't be pretty. 
I speak from the experience of trying to get someone else to do this work for me. Ultimately, I started making calls myself. As hard as some of the calls have been, the lessons have been invaluable. 
B-)

Ashar Samdani VP, Growth & Strategy. Product & Technology Enthusiast.

August 8th, 2016

Yup, that's correct. Consistency in follow-ups is what's needed the most, along with Patience :)

K. Robbins Head Moose at Moose WorldWide Digital

August 8th, 2016

As a digital interactive software development shop serving the agency marketplace here is what we do after many years of experimentation.

We hire recent college graduates (Masters Degree Level) in Kharkov where our development offices are.  We look for people who have done internships in the U.S.  We start them out on sales administration tasks, expose them to pitches, send them to basic web development school, teach them the organizational structure of our prospective clients, and invest time practicing, practicing, practicing with them.

Their goal is to qualify a suspect, and not be annoying.  Above all we train them to be honest, and to be themselves.

Selling dev using a call center - or buying one of those marketing lists - is a waste of money.  Development is not a commodity, it is a relationship based on trust that must be earned.  I get five, six calls a week from call centers pushing development, I play along, 99.999% of them are so bad I feel sorry for them.

We didn't do any of this until I had sold to the end of my contacts, and my contacts friends.  If you're just starting out you need to find your voice, identify your strong points, get a rock solid process, and build a good portfolio before you throw money at outbound marketing.  Building a successful dev shop takes a couple of years of foundation building, and a lot of very hard work.

In the development business clients are not hard to find.  It's the good clients that are tricky...  


Claus Skaaning CEO, Sales on Tap, PhD

August 7th, 2016

My company, Sales on Tap, http://www.sales-on-tap.com, provides this service - but mainly in Europe, due to time zone differences. We're helping many technology companies set up appointments with executives.

Ashar Samdani VP, Growth & Strategy. Product & Technology Enthusiast.

August 8th, 2016

Thanks for sharing this. Does anyone have experience in using outbound cold calling for selling development services (web & mobile application) in specific?

Claus Skaaning CEO, Sales on Tap, PhD

August 8th, 2016

Selling development services is generally not easy. You need to have a specialty that will differentiate you from all the many competitors and you need to be crystal clear on which target market to approach

Kelly Kuhn-Wallace Tech startup consultant, founder coach.

August 8th, 2016

I have not seen a "cold call" approach be successful for a dev shop. But a teleprospecting team that has technical knowledge can be highly effective in closing leads that have been pre-qualified by marketing's lead generation activities. Claus Skaaning's point about the need to differentiate is critical. The fact that most teams are full-stack and can literally create any web or mobile app is irrelevant to a prospect: they only care if you are the best fit for them. Make sure it's easy for them to figure that out.

For any business, I would always run test cells of pure cold calls against some kind of warm ups. Even something as simple as a postcard -- yes, the paper kind with a stamp -- impacts conversions.

Also, I would not recommend outsourcing outbound until it done with great success and efficiency in-house. For startups, everyone on the exec team (including the founder) should be actively selling. There's no better way to learn about how your product is "received by the market" than to try to sell it before your prospect hangs up the phone. You have about 5-7 seconds. Make it good!

Back to the original question: I have not had much success with outsourced outbound selling into tech execs in the US, but not because there aren't excellent sales teams available. If and when my sales teams have been able to have a live conversation with a CTO or a CIO from a cold call, those execs move quickly into very technical questions. The in-house team that is being groomed to move into account exec positions is better prepared to handle that level of scrutiny -- or flag down someone else on the floor who can assist.