Frequently Asked Questions On Telesales Training, Telemarketing and Sales Lead Generation

What is "sales productivity"?

Sales Productivity is the process of generating more income with the same or less resources. It focuses on making your sales lead generation more successful and hence the sales process more efficient, more effective or both. Ultimately, it means a higher return on investment from your sales and marketing expenditure and any telesales training you may have paid for. If you are based in North America, you can effectively grow your business using methods that include telesales Europe and other parts of the world, such as the growing Chinese markets in Shinzen and Hong Kong.

Won't lead generation fix my sales problem?

It's possible, but unlikely that telesales or any other lead generation method will fix your sales problem. TSL started out as a lead generation agency for high tech companies. We quickly realized how far lead generation alone can bring a sales organization, and its limitations. This led to our creation of a more comprehensive sales development service.
Lead generation only addresses one component of a complex process. Leads can be poorly qualified, the lead handover process to sales may be weak, lead nurturing may be non-existent. These plus many other factors contribute to increased lead generation on its own, which sometimes reduces sales productivity using telemarketing or any other method of sales.

What's the difference between driving sales productivity and generating leads?

Sales productivity is focused on driving closed sales at the right cost. Lead generation is focused solely on the first few activities in the process. In order to drive more sales it is critical to get deeper into the sales cycle, ensuring that sales people are engaged in the leads, measuring the effectiveness of sales resources and market segments, etc. TSL's services go deeper into the sales cycle to make your sales staff more productive.
This topic is too large to cover within this FAQ but your account manager can explain the differences in more detail.

How much should I expect my sales productivity to increase by if I use TSL?

Do TSL only deal with the major technology companies?

Not at all. Although we work with many of the largest companies worldwide, we also work with many small and mid-sized technology companies. TSL brings "best practice" in new business development to help these companies grow faster and break into new markets and accounts avoiding enormous conventional marketing costs.

What do TSL mean by "best practice"?

There are lots of ways to drive sales productivity, and even to do the lead generation component. However, many of these tactics create weaknesses in the system that reduce return on investment and may even cause turnover in sales staff.
TSL has specialized in this area since 1999, working for some of the best technology marketers in the industry. Our US operations also plug us into the most cutting edge methods being used in the US. This allows us to bring "best practice"in lead generation and sales productivity to our clients. The analogy is that with TSL you are getting tomorrow's newspaper today.

Does TSL have multi-lingual capabilities?

Yes. TSL has been implementing multi-lingual business development projects since 1999. Our language capabilities include English-English, US-English, French, German, Spanish, Italian, Dutch and Czech. We are adding new languages all the time so please check with us for an update.

Would my company get better results at cheaper cost doing this in-house?

If you simply look at the cost of hiring people and the cost of their calls, then the answer is possibly yes. However, if you factor in the potential cost of getting it wrong, opportunity cost for management, hiring, training, management, retention and all the other overheads involved then it quickly becomes apparent that you would be better "sticking to your core competencies".
This is a complex area, so please discuss this with your Account Manager. They have a number of tools to help you understand the business case for doing this work in-house or with a partner company.

How does the Service Level Agreement work? How do you guarantee results?

The SLA is quite simple. If we don't hit targets on lead rates, we drop our prices by the amount we missed. It shows our commitment to having "skin in the game". This is a partnership focused on driving sales, and TSL is prepared to take responsibility for our deliverables.
There are some minor caveats relating to the SLA that you should discuss with your Account Manager.

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