This document discusses the differences between BPO executives and in-house salespeople when following up on leads. BPO executives make many calls each day but focus on closing deals quickly, while in-house salespeople make fewer calls but have more touches with leads to set appointments and close deals over multiple interactions. It recommends implementing an inside sales team rather than a BPO to improve lead follow-up and increase the ratio of leads to walk-ins/demos to ultimately boost the ratio of leads to admissions. The inside sales role is more suitable than a BPO executive for following up on leads effectively through multiple contacts to move them down the sales funnel.

1. Ways to Improve lead
to admission ratio.
Part 2.

2. Leads are expensive. All
the leads will not walk-in at
one go. They need to be
followed up. Do you agree?

3. If they have to be
followed up , there has to
be more calls.

4. Hence their should be a call
Center to increase the lead to
walk-in/demo ratio that would
ultimately lead to better lead to
admission.

5. However these people
following up leads are not
call Center executive. They
are rather inside sales team
rather than bpo executive.

6. Difference between bpo
executive and insidesales team.
• Bpo executive uses call scripts where as Inside
sales people thinks and makes the most
influencing pitch.
• Bpo executive makes 120+ calls a day whereas
inside salespeople makes 40 to 80 calls a day.
• Bpo executive tries to close deal in one call;
where as inside salespeople makes more than 4
touches to fix appointment or close a deal.

7. Difference between BPO executive
vs in-house sales people.
• BPO executive sells low value product where
inside sales people sells high prices product.
• BPO executives fulfils demand where as inside
sales people can create demand as well as
fulfils demand.
• BPO executives does not use emails where as
inside sales people at times uses emails as
well.

8. Difference between BPO executives
vs In-house sales people.
• BPO executives have lower salary and high
attrition. Inside sales people are just opposite.
• BPO executives job profile suits Dialer where as
Inside sales people needs different type of
Dialer but not predictive Dialer.

9. So what... How does it improves
lead to admission ratio...
• Do implement inside sales team to increase
walk-in/demo for the closer team. In start ups
both the role can be played by the same person
as start-up has low lead volume.

10. Would you try to build a
house with a hammer
when you have nail gun?
• Implement " sales acceleration" tool for Inside sales
team now. Give your inside sales team power guns.

11. In my next slide I will talk of what
features are needed in sales
acceleration software that helps
insidesales people.

12. Thanks and why do not we
talk in the meantime...
• Sudip samaddar.
• Head of Marketing.
• 9999061525.
• sudip.samaddar@alliance-
infotech.com