Some tips on how to build a successful relationship with a call center that will generate leads and appointments for you.

1. What’s the secret to a
successful relationship with a
call center?
York Consulting Inc.
Business-to-Business Call Center
416.410.2222
Inquiry@yorkc.com
www.yorkc.com

2. Secret to a successful relationship with a call center
There are many companies out there that need
to grow their sales pipeline and many of them
hesitate to outsource cold calling because they
think a call center wouldn’t be able to present
them properly.
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3. Secret to a successful relationship with a call center
But, there is a whole list of companies that
outsource their pre-sales process and are very
happy with how things work out.
Collaboration
After 10 years in this business we can say that
the most important thing in outsourcing is the
working relationship.
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4. Secret to a successful relationship with a call center
A few tips on
what makes
outsourcing
lead
generation &
appointment
setting
beneficial for
both, you and
the call center!
www.yorkc.com

5. Secret to a successful relationship with a call center
1. Choose a team that knows your industry well, has
experience promoting your products/services and
calling your target markets.
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6. Secret to a successful relationship with a call center
2. Decide what you need them to do:
• Determining initial interest and responding to
requests for information; and/or
• Staying in touch with the contacts over time, as their
needs mature; and/or
• Qualifying the company and contact for size, need,
decision making process, budget, timing; and/or
• Generating leads and setting appointments.
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7. Secret to a successful relationship with a call center
3. Set the right expectations.
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8. Secret to a successful relationship with a call center
If your industry has a 1 to 2 year sales cycle, that is
what you should also expect from call center leads.
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9. Secret to a successful relationship with a call center
An outsourced team won’t be able to present your
products and services at the same level of detail
as your team would, but it would certainly be able
to qualify more prospects and make them
interested enough to want to find
out more from your sales
representatives.
www.yorkc.com

10. Secret to a successful relationship with a call center
We know that not every prospect closes, and similarly
not every contact who may want an appointment will
see it through. Usually a superior tells them that the
issue is not high on the company’s agenda, so the
meeting is not necessary at this time. Expect a small
percentage of attrition.
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11. Secret to a successful relationship with a call center
It takes longer to set meetings by calling into a target
group of large companies pursuing VP and C Level
people than it will to reach manager or owner levels in
medium and smaller companies.
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12. Secret to a successful relationship with a call center
4. What the call center needs to get the
program going.
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13. Secret to a successful relationship with a call center
Relevant targets
(vertical markets,
company size,
territory you can
effectively service,
appropriate
decision makers).
www.yorkc.com

14. Secret to a successful relationship with a call center
Enough information to deliver a
relevant message — most important
points that need to be covered – a brief
introduction of your company, a
description of your products and
services, the value proposition that
these represent.
www.yorkc.com

15. Secret to a successful relationship with a call center
Criteria that will help the pre-sales staff qualify your
leads better – what qualifying questions they could ask
to identify the best opportunities for you.
www.yorkc.com

16. Secret to a successful relationship with a call center
Information as a PDF
presentation that could
be sent by email when
prospects require some
information first.
www.yorkc.com

17. York Consulting Inc.
Business-to-Business Call Center
416.410.2222
inquiry@yorkc.com
www.yorkc.com