B2B Lead Generation – The Power of Consistency
Posted on December 20, 2017 at 7:49 pm
What happens when your team is pulled in too many directions to focus on qualifying leads?
It’s difficult for a sales staff of any size to maintain momentum when tasked with qualifying business leads from a long list of prospects.
It’s not for a lack of intent.
With any sales team, there is always the right idea at the beginning to systematically call down the prospect list and qualify leads. Good intentions are there, but inevitably at some point into the list, momentum is lost. Competing internal demands pop up, and effort is siphoned elsewhere.
Chances are high that no matter how strong the intent, an internal staff will not make it through their entire list.
No one is necessarily at fault, it’s just the nature of sales cycles, and it happens time and again.
It’s always difficult for a sales staffer to divert time from nurturing a lead that is further into the sales cycle in order to focus on the work of generating new leads from a cold prospect list. Yet, it is an essential task, because obviously, a business can’t afford to abandon its prospects.
The effects of letting your prospect list wither may not be felt in the short term. But over the long-term, the sales pipeline starts to dry up. Then companies are faced with the difficult task of returning to a cold prospect list after a significant amount of time has passed.
Consistency and a singular focus are required to continuously call companies and make meaningful contacts with decision makers.
Results Require Resources
Who at your company is dedicated solely to applying the professional persistence necessary to call prospects over and over, with the focus on making multiple contacts over a several-week period, with the confidence and experience to penetrate the busy schedules of key decision-makers?
Your internal team is unlikely to be the right answer. As stated, they are likely too busy with many other things to apply the consistency necessary to get effective results from your prospect list.
Especially if you have a list of prospects in the thousands; the bandwidth just won’t be there.
The experience may not be there either. Inside sales staffers who are skilled at having meaningful conversations with prospects typically advance out of that role pretty quickly.
Eventually, there is no one left with the time or experience to engage with new prospects.
Why Outsourcing B2B Lead Generation Works
That’s where an outsourced firm, dedicated solely to calling all prospects, makes a significant impact on your sales funnel. An outsourced firm brings the power of consistency to your lead generation campaign.
An outsourced team has the experience to do the necessary work of contacting prospects so your own sales team can focus on nurturing warmer opportunities. We know, because this is the work we provide for our clients and it results in a consistently positive ROI.
When a sales team is given the ability to focus solely on making the calls and qualifying the prospects, that is when you see results and top-of-funnel numbers.
What impact would an outsourced team applying consistency make on your business?
Learn more about our B2B sales capabilities and proven approach.