By secretive, it does not automatically mean prospects whose name you do not know or where they are located. (No reputable lead generation company would even qualify them if that were the case.)
These could be prospects that have a verified need, a well-adjusted budget, and enough free time for an appointment.
How then can such prospects remain secretive?
Scott Edinger from the HBR Blog Network recently posted his findings about people who worked remotely from their superiors. In short, the results seem to lend some positive support which can be helpful for HR software vendors who are looking to revolutionize the worker. At the same time, it also lends some support for offshore telemarketing.
Now here’s just an excerpt detailing what he observed: “The team members who were not in the same location with their leaders were more engaged and committed — and rated the same leader higher — than team members sitting right nearby. While the differences were not enormous (a couple of tenths of a point in both categories), they were enough to provoke some interesting speculations as to why this might be happening.”
Recently there have been developments when it comes to remote business processes whether that process is in HR or in telemarketing. Edinger’s reasons however gives a good case for both:
For mobile HR
Software vendors who want to grant workers more mobility do so because of an increasing desire for workers to do their jobs out of the cubicle. In turn, there are companies who also desire this because it could potentially allow them to save up on office space without the fear of losing productivity. And speaking of which, if remote distances already increases productivity (as Edinger suggests), then that would make these companies very desirable HR leads. You already have a good reason to believe they’re interested so you should approach these prospects with more confidence. Finally, Edinger also states that remote workers can lead to a better use of virtual tools. That includes your HR software!
For offshore telemarketing services
You can increase your own productivity as well. If you’re outsourcing an offshore telemarketer, it could encourage you to collaborate more. Close collaboration is a standard that many telemarketing companies do their best uphold. Some of them will say that location doesn’t really matter but on the other hand, it can be a driving reason to not take this collaboration for granted. The distance should give your salespeople more reason to check on leads and even review recorded phone conversations. Speaking of which, many telemarketers come with their own virtual tools as well (such as their own CRM database). Like HR software, the distance will encourage your salespeople to use those tools just as it encourages your customers to use yours.
Today many people are still skeptical of outsourcing offshore and in some cases, they can be right. However, both telemarketing and HR software are both placing their focus on bridging that distance whether it’s between leaders and workers or telemarketers and salespeople. That focus can lead to more appreciation for the tools and methods used as well as their increased use.
Ultimately, it could go to show that distance isn’t actually so bad. And as Edinger puts it at the end, it could only demonstrate how communication and collaboration are what really matters despite the distance. It just so happens that distance itself is somehow acting as a strong reminder.
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