Outsourcing is nothing new. In the mid-1980s, many forward-thinking companies took advantage of outsourcers for their prospecting needs. But today, as salespeople have continued to be laid-off and leads have continued to dwindle, even more companies have turned to outsourcers to keep their pipelines full. Until enough sales close to justify taking on the expense of full-time employees, outsourcing can be a very cost-effective solution.

But is it the right solution for your organization?

Teleprospecting vs. Telesales

First, before looking at the benefits of outsourcing, it is important to differentiate between teleprospecting and telesales. Generally, the first time you talk to a prospect and get them interested in your offering, you are teleprospecting. In many companies, this is a specialized function. It is a front-end process before a salesperson responsible for a quota becomes involved with the customer. Teleprospecting generates leads. Telesales, or inside sales, takes that lead through to the end of the process.

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