Create. Increase. Accelerate. tm
Outsourcing Sales Leaders Brainstorm in the Big Apple
May 1, 2009
Observations from The Outsourcing Institute’s Service Provider Summit, April 23, 2009, New York City The Outsourcing Institute hosted an industry wide day of ideas and collaboration last week at the generous accommodations of the Law Offices of Kelley, Drye & Warren, Manhattan. The event attracted a well rounded consortium of outsourcing leaders; analysts and advisors; on-, near- and off-shore... Read More...
Getting Started With Sales and Marketing Outsourcing – SMO
January 29, 2009
Excerpts from an article originally written for Global Services magazine, “Sales & Marketing Outsourcing to Gain Momentum in the Coming Years,” January 05, 2009 Sales Outsourcing Approaches Sales and Marketing Outsourcing (SMO) today has evolved into three primary models, including inside sales, outside-transactional sales and more recently, outside-consultative sales. Most mature of... Read More...
Sales and Marketing Outsourcing – The Next Great BPO Model
January 29, 2009
We have all watched company after company, industry after industry, make decisions to outsource functions previously considered too proprietary or critical to ever trust with outsiders (IT, HR, Payroll, CRM, etc…). So we shouldn’t be surprised that sales and marketing is rapidly moving up the list of business processes now receiving that same consideration. Sale and marketing outsourcing... Read More...
OutsourceWorld 2008 – Emerging Providers Missed A Great Opportunity
October 23, 2008
OutsourceWorld 2008 Observations This year’s OutsourceWorld conference featured several dozen individual providers from regions and countries worldwide. As Esteban Herrera, the President and founder of NovaSphere Group LLC, a global sourcing consulting firm, said on his blog, we too were surprised by what appeared to be a light showing of buyers for such a dynamic, resource rich event. Many... Read More...
Selling Strategies for a Tough Economy, Part 6
October 9, 2008
Tactical Adjustments For Tough Economic Conditions (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Consider outsourcing certain sales activities. Companies which outsource certain sales or marketing activities do so for the same reasons many other functions are outsourced – cost reduction, acceleration of results, and the benefits of performance-based... Read More...
Selling Strategies for a Tough Economy, Part 5
October 9, 2008
Tactical Adjustments For Tough Economic Conditions (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Fine tune your value proposition. Spend time analyzing and refining how you explain the benefits your products and solutions provide customers. Marketers are taught to ask the question, “So what?” Do you take steps out of a process? Add... Read More...
Selling Strategies for a Tough Economy, Part 4
October 9, 2008
Tactical Adjustments For Tough Economic Conditions (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Consider indirect sales channels. For outsourcing companies trying to penetrate the US mid-size and small business market, an indirect sales strategy through the Value-Added Reseller and System Integrators channel is often the only viable approach because... Read More...
Selling Strategies for a Tough Economy, Part 3
October 9, 2008
Tactical Adjustments For Tough Economic Conditions, Part 2 (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Intensify focus on existing accounts. Even in healthy economies IT decision makers generally find their existing solution providers less risky than unknown vendors. Two proven approaches to increasing outsourcing sales in existing accounts... Read More...
Selling Strategies for a Tough Economy, Part 2
August 30, 2008
Tactical Adjustments For Tough Economic Conditions (This article originally published in the Global Services Oct 2008 issue www.globalservices.com) Some sectors thrive in bad economic times – like Outsourcing! Throughout 2008 study after study from firms such as TPI, Everest, Gartner and others have shown an acceleration of outsourcing activities as companies search for more cost effective... Read More...
Selling Strategies for a Tough Economy, Part 1
August 29, 2008
(This article originally published in the Global Services Oct 2008 issue www.globalservices.com) “The U.S. Slowdown: Survive & Thrive” reads one headline while “Grim Outlook for IT Spending” reads the next. “Outsourcing Takes a Hit” says a Wall Street Journal blog the same day CIO News posts TPI’s report of outsourcing’s best two quarters in ten years. Although the headlines... Read More...
