Brian Carroll

Conquering telephobia – A new era in sales

Brian Carroll March 2nd, 2004
2 comments Leave a comment

Vital sales leads are being wasted every day, according to this article by Sandra Saka. Sales people simply avoid calling people they don’t know. My is estimate is at least 9 out of 10 sales people struggle with some form of telephobia.

Saka asserts, "that each lead lost (due to telephobia) is especially poignant when up to 70% of the final customer brand image and preference are determined through direct contact with a sales person."

Conquering telephobia – A new era in sales published in Biz-community

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Cold Calling, Lead Generation, Sales, Sales Leads



  1. Eric Van Buskirk
    March 17th, 2004 at 00:33 | #1
    Reply | Quote

    Brian,

    The Telephobia article does a great job explaining why outsourcing lead generation benefits most company’s sales departments.

    As you know, outsourced BtoB lead generation is one of the phone jobs that is increasingly being filled by companies that have off-shore offices.

    There’s been a lot of debate in the press about the effectiveness of inbound programs based in countries such as India and the Philippines.

    What’s your take on the how successful an off-shoring campaign is for lead generation and appointment setting? There are a tremendous number of top shelf call center companies offering these services, so I’d guess you’ve looked at whether your company’s clients would benefit if you offer an offshore solution. Have you read any literature that discusses successes or failures quantitatively?

    About me: I have been overseeing large on-site, inside sales campaigns for a sales outsourcing/consulting company and previously did biz development for software companies.

    Regards,
    Eric Van Buskirk

  2. Brian Carroll
    March 30th, 2004 at 08:15 | #2
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    Eric,

    Thank you for your comments. I haven’t had any personal experience with off shore call centers but will be changing in a few months. I have a client who’s requested that my company manage some people remotely in the call center based in the Philippines.

    There are benefits to economic incentives to offshore outsourcing however I’ve been seeing more chatter about the practical implications to customers. See the links below for more comments from others who have more experience than me on off shore call centers.

    Regards,
    Brian Carroll

    http://www.metafilter.com/mefi/29813
    http://www.jethrotech.com/blogs/Clack/archives/000152.html

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