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.
The skill and patience it takes to get through to gatekeepers, reach a decision maker and close an appointment instead of a sale; are things many sales people lack. The time they spend trying to set appointments would be better spent in front of prospects, using the skills they excel at to close more managed services contracts.
Outsourcing the IT telemarketing portion of the marketing process to a firm that has a serious vertical focus on MSP’s, like MSP Telemarketing does, could help your organization make more IT sales!
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and var marketing to help them get more IT sales