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Sales Lead Management Association Radio

19
May

How to decide if outsourcing inside sales is right for your company.

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This is a replay of a show from December with Jeff Feuer of Customer Solutions Group.

You'll have to listen to the full show, but here are some highlights:
Outsourcing as a TOOL, it can be used to great advantage or great disadvantage.

The in-house sales force that can handle the workload, probably doesn't need to consider outsourcing that much.

Some reasons you may want to consider outsourcing are trigger events. These trigger events may include:

  • Near term large expansion of sales force.
  • Perhaps immediate need or temporary need that would be difficult to ramp up and ramp down for in house.
  • Desire to benchmark the existing sales force against an objective third party that could trigger good healthy competition that could make both the in-house
  • Launching a new business or a new product is another trigger event that should cause a manager to think about outsourcing, because a fresh perspective can be valuable to assist in solving unique problems
  • Lack of scale to justify an impact, or telephone capacity issue that could hinder a successful launch and related scale issues.

*How to get ROI - is it more or less expensive?*
If you allocate the costs properly, in-house sales should be 10% less than outsource. That's typical.
Depends on where you are located and your in-house work force location - Silicon Valley is way different than more industrial areas.

After analyzing costs, you'll have to decide if you have a greater capacity for success keeping it all in-house or will you have a greater capacity of success if you outsource for this specific situation.

Jeffrey's company 130 front line full time sales people.
"Sales is part of our core DNA - we've been doing it for 21 years. We are a sales firm."

09:00 Quoting Gerhard at Sales 2.0, "Majority of firms are not hiring outside sales people, they are hiring inside sales" and then using outsourcing more when they have the extra need."

09:20 Technology and the way people work, really tends to favor inside sales today.
Someone can cover a lot of grounding a phone call. Inside is more economical.


Outsourcing offers a lot of flexibility.


Outsources see a lot of different sales problems. Where inside sales relies on one set of experiences from their own services.

10:30 Warm Transfer topic. How and why it's used.
It's another word for outsourcing the prospecting leg of your sales process.
The task is to find the decision maker. Outsourcer can do it less expensively. They have more experience in this piece of the sales process.

11:48 Using a divide an conquer approach where the prospecting is outsourced and the closing, demos and customer service remain with in-house.

15:30 Outsourcers are specialists in the infrastructure and execution of programs. Most have space to grow and create quickly.

How long does it take to get up and running?
3-5 weeks is typical. Depends on services are necessary.

Do most of your clients use CRM?
With over 90 CRM systems out there. Important to have one system, but not all of the bells and whistles.
I want my sales people to focus on SELLING, not filling in little forms and data. That's what they do best - SELL. Persuasion skills are more important to sales than administrative skills. 

25
Nov

How Outsourcing Sales can Increase Revenue 10-20% in 90 to 120 Days

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Outsourcing of sales, not just sales lead qualification is growing, so say many of the people SLMA Radio Host Jim Obermayer knows and interviews.  In this SLMA Radio Interview with Jeffery Feuer, president of the Customer Solutions Group, the two of them tackle the subject of how outsourcing can increase sales in 90-120 days. 

 
Some questions that will be covered, time permitting:
  • Can a company expect increased revenue in 90-120 Days?
  • Why and when should someone outsource their sales?
  • Are sales outsourcing more or less expensive than doing it in-house?
  • Is sales outsourcing an all or nothing proposition?
  • What is warm transfer?
  • How good are appointments that are set by an outsourced service?
  • What should someone look for when they select an outsource vendor?
  • Besides good salesmen, what are the most important elements for successful outsourcing?

 

About Jeffery Feuer 
 
For over 25 years, Jeff Feuer, President of Customer Solutions Group, has created sales tools and developed sales teams. His professional goal is to apply efficiencies to the process of turning leads into customers. “Leads are great, but they really shine when converted into customers,” he says. 
 
Jeff co-founded Customer Solutions Group, a sales outsourcing and consulting firm, over 20 years ago. Since then, he helped hundreds of firms nationwide to reduce their cost of customer acquisition. Feuer and his team provide services that advance sales at their client firms including appointment setting, telephone lead qualification, sales consulting, and sales outsourcing. Jeff designed specialized sales testing software used at his firm’s InsideSalesLab, a sales incubator that discovers and optimizes customer acquisition strategies. He is expert with every element of sales operations, from recruitment to reporting.
 
Jeff is a cum laude graduate of the University of California with a BA degree in Economics and an MBA from Harvard Business School.
 
About Customer Soilutions Group
Customer Solutions Group (CSG), a 21-year-old sales consulting and outsourcing firm, has assisted hundreds of firms from startups to Fortune 500 to increase sales, shorten their sales cycles, and reduce sales cost. 
CSG consultants are sales veterans. They combine years of sales line management experience with years of consulting expertise to produce practical solutions to common sales problems. They are familiar with all facets of sales technology and infrastructure as well as the human elements needed to drive superior sales performance.  
 
Clients can benefit from CSG’s perspective on their existing sales operations or outsource part of all of their sales process to CSG. CSG pioneered sales testing at its InsideSalesLab, a sales incubator that runs pilot programs helping firms discover their best path to profitable sales.
 
Through its warm-transfer service, CSG manages telephone lead qualification for some of the largest firms in the US. Each day, CSG receives, scores, calls and qualifies tens of thousands of sales leads for its clients. Qualified leads are warm-transferred directly to client sales persons to pitch and close. To date, CSG has warm-transferred over 4 million qualified prospects to its clients throughout the US.
 
Through its sales-appointment service, CSG performs important groundwork locating, qualifying, and scheduling good prospects for its client’s senior sales persons.  
 
For more information, visit CSG’s web sites: