Q: How can a third-party firm position my technology offering as well as, or better, than an internal resource during the lead generation process?  

A: There are a number of ways that ensure the proper positioning of your offering by an outsourced sales lead development firm.

First, it is important to treat your outsourced team as if they are your full-time employees. Train them via conference calls, show them a demo if you have one, describe what you’ve found works and what doesn’t. If your offering is new to the market, you can rely on the third party to help you hone your messaging. Every day of calls is like a market research project – and that feedback is invaluable to your sales process.

Second, you should monitor your outsourced team on the phone. Some companies are set up to do this remotely.

Third, choose a firm that has experience generating leads for technologies similar to yours. Choosing a firm with low turnover will also help ensure an appropriate level of technology industry expertise.