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Outsourcing Sales Leaders Brainstorm in the Big Apple

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...

It’s Not Too Late to Start 2010 Planning

2010 is just around the corner   As we entered 2009 all indications were that it was going to be a tough selling year.  Layoffs were being announced daily; capital expenditure budgets were drying up; there was intense pressure to reduce costs; and at the same time the revenue targets for many companies were increasing; certainly not the best recipe for success from a sales achievement standpoint.... Read More...

Sales Leaders First Quarter Checklist

It is the end of the first quarter and time for sales leaders to assess their year-to-date performance against their goals and targets.   After completing this assessment most find themselves in one of the following quadrants.   1.  Ahead of plan on year-to-date closed business, a full, healthy pipeline and looking for ways to exceed their numbers. 2.  Achieving plan and a reasonable pipeline... Read More...

The Best Sales Training Available is OI’s “The Transaction”

A MBA level sales training course is unfolding on the pages of the Outsourcing Institute (www.outsourcing.com).  It’s called The Transaction and it’s a one-of-a-kind video chronicle following a buyer team at Kodak on their journey to find and contract a Recruitment Process Outsourcing provider.   Lesson 3, I’m sorry, I mean Episode 3 just premiered, and as Gary Bragar, HR Outsourcing Research... Read More...

Getting Started With Sales and Marketing Outsourcing - SMO

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

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...

A Fresh Start For Marketing, Sales and Revenue Leaders

January is an energizing time of year for sales leaders.   Sure the new revenue target may transcend previous levels of believability, but with twelve full months to ‘make the number’ everything is possible!  Some leaders see it that way, while others may be paralyzed by the task now facing them.  Where to start?  First, CEOs and Presidents expect and deserve a plan on how sales (and marketing)... Read More...

Basics for Sales Force Development

“How much do I have to spend on sales?”  This topic has become a common discussion lately for 3forward colleague Dan Hudson and me as we have helped a number of clients develop (or rebuild) new sales teams.   It’s a sensible question and to answer it with a realistic measure of accuracy we first work with our clients to identify the following key data points. Sizing the Sales Force Revenue... Read More...

OutsourceWorld 2008 - Emerging Providers Missed A Great Opportunity

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...

Why US Companies Should Partner With Indian Outsourcers, Part 1

Most technology and solution providers in the US are missing a tremendous opportunity to grow their sales through alliances with India’s IT outsourcing leaders.  This is particularly true for firms offering on-site services, possessing vertical or domain specific solutions or operating in highly commoditized industries such as desktop support, product acquisition or transactional-based services. To... Read More...

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