What Experience Does the B2B Firm Have?
 
Not only should companies ask about the leadership and experience of firms but they should also ask about the experience of individual reps.  Since there so many B2B telemarketing firms to choose from these days, the power is in your hands to choose the one with the experience to match your needs.
 
When selecting a firm to do your cold call prospecting, it is important to ask the firm about their experience.  Have they ever called on behalf of companies in your industry?  What success have they had reaching your target market?  Are they comfortable having a conversation with a prospect whose title is your ideal buyer?
 
When I did work for B2B telemarketing firms, their experience varied.  One firm specialized in working with high-tech firms.  Another was great at consulting.  Then there was one that would take on any client with a checkbook, regardless of if they thought we could perform well or not.  (Most firms are paid based on activity not productivity.) 
 
Don’t be afraid to gather all the right information on your vendor’s experience.  Ask which of their reps will be prospecting on your behalf.  See if the firm is willing to share your reps’ resumes with you before you hire them.  Find out how they will overcome objections.  How are the firm’s reps trained and for how long?  Can you be involved in their training?  Are they using cookie-cutter scripts or having real conversations with prospects?
 
Ask how you can be involved in quality control.  Can calls be recorded?  Can you listen in on some live calls?  Can you provide phone numbers answered by you without the reps’ knowledge so that you can put them to the test?
 
Hiring the firm with the right experience can make the difference between cold call failure and cold call success.  Asking the right questions about their experience before hiring them can almost guarantee it will work well for you. 
 
Be sure to check out Part IV of this series, “Are You Helping My Competition Too?”