Every day for the next few weeks, sales and marketing executives are making the decisions that will set the course for achieving their 2010 sales goals. This requires considerable fact gathering and ROI estimation.

As a provider of outsourced lead generation services since 1992, CCSI is pleased to see a number of completely US-based outsourcing alternatives surface and gain acceptance as not only the “cost-effective” way to manage business, but simply the “best alternative” with the most desirable result when compared to developing the expertise in-house.

Get to know your outsourced providers. Every time CCSI issues a newsletter either for themselves, or for a client who provides an outsourced solution, we hear the same thing, “I didn’t know you could outsource that.” Whether it’s some niche sales strategy such as database qualification or prospect profiling, or some larger function such as “office of the CMO”, Finance, HR, or product re-design, we have reached a point where you may outsource virtually anything – to a reliable, proven provider whose entire workforce is literally “right down the street”, or at least in the same time zone. Outsourcing to the appropriate third party can actually enhance an executive’s financial control over the process, while erasing the management overhead that is required to manage team members in-house.

| Outsourcing to the appropriate third party can actually enhance an executive’s financial control over a process, while erasing the overhead required to manage team members in-house. |

Create a “hybrid” outsourced / in-house model. There are two key reasons why your outsourced team needs to work in lock-step with your internal stakeholders.

#1. Productivity measurement: Everyone needs to be on the same page regarding project results at all times in order to reap the full potential of the initiative.  

#2. At least one internal person should have a complete understanding of the process and results in order to “represent” the outsourced solution to management. This will help demonstrate ROI to those who are not involved in the day to day results, and pave the way for a smooth renewal of the outsourced solution. Outsourcing at its best makes the lives of internal stakeholders easier and more successful in a clearly demonstrable way. Someone needs to be the “keeper” of the stats to prove that value.

Another benefit to “hybrid” sourcing is the ability to outsource to specific experts that it might be difficult to hire against. Perhaps these individuals are cost-prohibitive to hire full-time, their expertise is only needed sporadically, or they are difficult to find. These individuals would integrate well with existing team members, offering their capabilities as needed, or educating internal team members first-hand until their services are no longer needed.

| Outsourcing at its best makes the lives of internal stakeholders more successful in a clearly demonstrable way. Someone needs to be the “keeper” of the stats to prove that value. |

Conduct pilot marketing programs with mitigated financial risk. Whether your firm is a nationally-recognized technology provider, or a small management consultancy, no firm squanders cash on an unproven concept. That should not, however, stifle your willingness to test new sales or marketing solutions. Whether you are considering a new lead source, a new online marketing play, testing the waters of social media (all things that you should be testing throughout the year) – you can, and should, participate in new programs, while mitigating your financial risk in the process.

If your prospective vendor has a business model that gives you pause, take the wheel and come up with another. Provided it’s a win/win with manageable downside and considerable upside, you may find an alternative with attractive results. Savvy marketing executives are taking control of the purchase process and redefining what it means to negotiate. Not only are they revisiting pricing, but terms of service, and deliverables. Vendors who truly want to meet market demand will be open to this type of “redesign” in the customer’s image of a “good deal”.

| Marketing professionals are finding ways to test new programs, by building some degree of certainty into the arrangement. They are willing to spend on results, not process. |

All suggestions mentioned allow sales & marketing executives to remain nimble and in a constant “test” mode – without adding one dollar of fixed overhead to their 2010 budgets. For more specifics on marketing test programs and potential compensation models, please contact us.

Good luck achieving your 2010 sales & marketing goals. We are here to ensure that you do.

Kathryn Tito

Director of Marketing & Business Development

Call Center Services, Inc.

(978) 513-1225