928: How Variables in Selecting a TM Service Drives Price

OC Talk Radio

Host Jim Obermayer interviewed Debra da Costa, president of Direct Marketing Partners ands they tackled the difficult subject of choosing a "Contact Center" that is as measurable as your own staff. They discuss how to access a company, pricing, and pricing models:

Trial Programs By the FTE (bundled) Hourly by task PFP/Cost per lead By the job (bundled)

Ms. Da Costa demystifies the complex contact center business of finding the right company to partner with for sales and marketing lead generation/qualification/sales programs. About Debra da Costa Debra da Costa founded Direct Marketing Partners in 1991 with the goal of creating a company truly responsive to the individual needs of clients. To this end, she structured DMP so that the company would be large enough to have the depth of expertise required by corporations with worldwide interests, but of a size that would permit close project participation by all the firm's senior staff, as well as flexibility and agility. In her career, Debra has held several design and technical positions with public agencies in both Canada and the U.S. and was responsible for the marketing efforts of Lawrence Moss and Associates. Before creating DMP, Debra was the President of Debra da Costa Consulting, where she was responsible for high-tech industry marketing campaigns. For the past several years, Debra was named one of the "50 Most Influential People in Sales Lead Management," by the Sales Lead Management Association (SLMA). In 2011, she was one of SLMA's "20 Women to Watch" winners A native of Los Angeles, Debra holds a B.S. and M.L.A. from University of California, Berkeley. About Direct Marketing Partners For more than 20 years, DMP has blended the human touch with marketing automation and sophisticated analytics to help its clients go to market and connect with their target audience. Their embedded call center is the hub of its marketing wheel, as B2B telemarketing converts more prospects to sales-ready leads over any other communication vehicle. Email, webinars and seminars all have their place and deliver those services, but NOTHING captures information better than a one-on-one conversation. DMP's U.S. based workforce is experienced in selling hard-to-explain, high-priced products. Reps are thoroughly trained in each client's business model and product or service. They speak from knowledge, not from a canned script. DMP serves B2B companies that have complex sales processes, typically in the technology, healthcare or public sector industries. They fill pipelines with BANT-quality leads to client specifications. The company augments its clients' in-house and channel sales teams with the full scope of lead generation services. Plus, DMP can also solve problems such as poor conversion rates by reverse-engineering the sales process to find out what's working and what isn't. DMP's recommendations are analytics-driven and our reports and dashboards add value to data by bringing transparency to sales pipelines and identifying areas of crisis and opportunity that demand immediate action.