The key to this model is the separation of cold calling, lead generation and appointment setting from the actual face-to-face selling performed by an outside sales force. Many benefits are realized from using this model. First, the laser beam focus of each function allows both teams of professionals to specialize. The top salespeople are left to do what they do best – use their knowledge capital, top-notch communication, presentation, negotiating and closing skills to close deals. Since 93% of all outside salespeople hate or dislike cold calling with the telephone, they perform poorly. By outsourcing the cold calling, the outside sales team is using their time and skills more effectively. They spend more time in front of qualified prospects selling and less time pursing marginal leads. As a result, the top salespeople close more sales, while the company experiences an increase in revenue.

ABOUT THE AUTHOR

Mark is CEO of Blue Zebra Appointment Setting, www.bluezebraappointmentsetting.com. He has trained thousands of salespeople over the past 25 years. He also wrote “The Sales Managers Interviewing Questions & Hiring Guide”, and is a motivational speaker for national, regional and annual sales meetings.