A real life battle of two firms competing for the mindshare of the lead generation industry.
Over the past 90 days, InsideOut went head-to-head with a traditional call center, in pursuit of the client’s business. The customer wanted to determine which solution would generate the most leads, highest sales conversion, and best ROI. It’s killing me to keep the call center’s identity confidential, but for now, I’ll just say it’s the traditional, butt-in-seats, dialing-for-dollars company with over 2,000 employees (just message me for the name – you know I can’t keep a secret).
Naturally, our competition was extremely revealing, especially with regards to the differences in traditional and unconventional approaches.
While call center agents make cold calls into main switchboards, send cold emails, and call down lists as quickly as possible, innovation accelerators make relevant timely calls to decision makers, send content tailored to a prospect’s interest, and prioritize our calls based on the data presented to our sales agents.
Obviously, approaches make all of the difference. As the anti-call center, we know that there is only one formula to succeed in today’s B2B sales word; call it what you will, Social Selling, Account Based Marketing, Lead Generation, or Big Data, but each of these buzzwords boils down to the following key fundamentals: the right specialization of labor on the phones, the right technology stack, and the repetition of successful tactics.
To learn more about why you shouldn’t bother wasting your money on a call center that calls blindly into target accounts, check out the results of our head-to-head challenge in the infographic below: