The Father of modern day economic thought, Adam Smith, would be rolling over in his grave if he knew that many MSP’s were using sales people to also make telemarketing calls.

Adam Smith aided the Industrial revolution by calling for ’specialization’ along with other ground breaking economic theories.  The general theory was that instead of having one employee work on different aspect of a product [or marketing] development cycle that there would be  an increase in productivity if different worker specialized in each phase of a product creation.  Thereby each worker could ‘master’ their specific discipline and the whole process would gain increased efficiencies.

Today while many computer consultants preach to their clients about ‘core competencies’ many fail to realize that this idea can also be applied to the marketing process.
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If you took a survey of Managed Services Providers and ask the question, “Does Telemarketing Work?”  You would get mixed results.  Some have used telemarketing to fuel their startup and have had great success with it; however, most would report dismal results from their past telemarketing efforts.

Logically if telemarketing has worked for some IT consultants then it should theoretically work for everyone.  Since thats not happening let’s briefly evaluate what has lead to the success and see where others can improve.
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