Tele Strategies that Get Results™

Case Studies: Outsourced Lead Generation

Problem/Situation

The Marketing and Sales leadership determined they needed to develop a strong lead pipeline for the Field Sales organization using an outsource telemarketing provider. The CMO started the process by developing a list of potential partners. With this list in hand, he called Teledirect Partners seeking a professional opinion of the telemarketing companies on the list. As he continued to explore his options, the CMO realized that the project would only be successful if the project was managed by someone who had expertise in managing lead generation programs so he engaged Teledirect Partners to be the program manager.

Solution

Teledirect Partners reviewed the partner finalists, ranking the companies according to capabilities and match to the project and to the client. We created a project plan to track and manage the details of the set-up and implementation of the lead generation program.

Teledirect Partners managed the details of the Lead Generation project plan and the contributors to the plan. Working closely with the outsource partner, we ensured a strong opening of program with the initial call campaign, implemented the components of subsequent campaigns, and monitored the performance of the outsourced team.

Results

The outsourced Lead Generation program was up and running by the target start date. The program was fully operational within two weeks, delivering leads to Field Sales from week 3. The lead quality and pipeline has exceeded our client’s expectations. This has been attributed to the selection of a strong partner who matches the client and program requirements and to the execution of a strong project plan.

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