April 16

Podcast: How to Optimize Teleprospecting Vendors

Lead Generation



I just interviewed Sridhar Ramanathan, President of Pacifica Group, on how to evaluate and optimize outsourced teleprospecting partnerships (a.k.a. inside sales, telesales, telemarketing).

Sridhar is an industry thought leader in marketing and former HP executive that grew HP’s Managed Services unit to $1B in revenue. He has spent that last seven years advising his clients at Pacifica group on how to implement successful marketing strategies that increase revenue.

If you are involved in lead generation for a complex sale, this podcast offers practical information you won’t want to miss.

During the interview you will hear Sridhar discuss:

  • Why his clients decide to outsource
  • What to have ready before engaging a firm
  • The criteria companies should use when hiring a firm
  • Success metrics used to evaluate the effectiveness
  • Pitfalls to avoid in a partnership
  • Co-sourcing or Outsourcing?
  • Best practices that make teleprospecting partnerships very effective

Listen to the podcast now (27 minutes MP3 9.58 MB)

Podcast: How to Select and Optimize Teleprospecting Partnerships

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About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. My firm offers outsourced teleprospecting services, so I was interested to listen to this podcast and delighted to find out that our client engagements meet or exceed the criteria for a successful project. I give a lot of the credit to my customers for their commitment to creating a true partnership.

    I would add another qualitative success metric, and that is sales rep productivity. Our clients are firms that want to create more selling opportunities for their highly skilled professional sales personnel. By outsourcing the prospecting to us, they allow their reps to focus on selling.

    Working from their prospect profile, we hunt down the right contacts, phone them and do a quick-qualify, and then close for an appointment. In some cases it may take 15 repetitive calls to one organization to nail down the meeting. It would be tough if not impossible for our client’s reps to maintain the same momentum. Every hour we invest in this process is an hour the client’s rep can reallocate to selling and closing business.

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