Should You Outsource Services Selling? Diane Brundage's Perspective

This perspective addresses a challenge presented in a ServicesRevenue business case listed under Relevant Links Pierre’s challenge raises two questions. “Why outsource inside sales?” and “Which outsource provider is best?” Companies with mature services have discovered the payoff that results from dedicating resources to selling services. In their view, services reinforce customer loyalty and are an important, recurring revenue stream. Service organizations that haven’t yet proven their financial value to their companies face this dilemma: they can’t justify dedicated resources without a proven business model and they can’t prove the business model without the dedicated resources.