Perhaps you’ve reached a point where the top salespeople in your company spend much of their time at the end of the pipeline using their sales talent to close the deal.
It is great to have your well-versed salespeople in this position and oftentimes it is exactly where they should be; it takes true skill to work with qualified leads and convert them into lifelong customers. However, this can leave those at the top of the funnel, the ones making the initial calls to potential prospects, rather lacking.
Fortunately, there is a viable option that can provide you with high-quality salespeople who are dedicated to making calls and establishing relationships with prospects before handing them off to your internal sales team. This option is outsourced B2B lead generation.
Hiring a team of outsourced business development executives to qualify leads and get them into your sales funnel provides a number of advantages:
- An accelerated sales initiative with concentrated outbound calling effort
- More efficient and effective follow-up and lead management processes
- Superior lead qualification
- Clear and actionable reporting
- An easily scalable solution
A recently published article provides a guide to these benefits and can be found here.
The following are signs it could be the right time for your business to take advantage of these benefits and engage the services of a qualified outsourced B2B lead generation firm:
3 Signs It’s Time to Outsource Your B2B Lead Generation
1. Your competition is edging you out
You may find that your competition is getting to your prospects before you are. Outsourcing can get you ahead again.
An outsourced team can spend time making calls and reaching the right people. Salespeople who are equipped with the knowledge and business acumen to engage in intelligent, industry-specific conversations with prospects are more likely to get through to a company’s key decision-makers, and don’t get stuck at the lower levels of an organization.
If you find that your competition is reaching prospects before you are able to, you may be targeting the wrong people. Outsourcing to an experienced team means knowledgeable salespeople can reach a more targeted list and determine which prospects would be a good fit for your company’s products or services.
They can then pass along lightly qualified leads to your internal sales team where they are moved through the sales pipeline with care.
Consistent and persistent calling can be beneficial if you are launching a new product or have an improved version of an existing one.
This is the perfect time to reach out to your contacts who have expressed interest in your products or services in the past — they may have even converted into customers previously — and who might be interested in making another transaction with your company.
Calling before and after industry events can also help you get a jump on your competition as you are making prospects aware of your services and brand prior to the event. When they finally attend the event, they are then able to recognize your company’s name and associate it with the meaningful call they received earlier.
A concentrated push at the beginning of a sales campaign can also help you get an edge on your competition. Oftentimes, the results of doubling your efforts at the front end can produce a great ROI and get your name out there.
Outsourcing your B2B lead generation gives your sales team the strong numbers they need to make all of the consistent calls necessary without compromising the quality of the conversation.
2. The leads you have aren’t truly qualified
A long list of leads is a waste of time if they aren’t properly qualified.
If inexperienced callers are reaching prospects, but failing to engage with them and ask qualifying questions, a cold calling program will not be successful. Not all salespeople know how to properly qualify a lead.
It takes a certain amount of business acumen and industry knowledge to jump into a conversation with contacts in a specific market and make an immediate connection. It takes even more time and a certain amount of delicacy to uncover business pains and understand what kind of solution would fit to solve a customer’s issues.
Outsourcing to the experts ensures that the leads you receive represent real opportunities. An outsourced team with a proven track-record is properly prepared, well-equipped, able to approach the conversation professionally and establish meaningful connections with decision-makers within the company.
They can properly qualify leads and hand them to your sales team, ensuring the contacts that are handed off are full of promise and potential.
3. Your top-of-funnel leads are consistently too low
If you have an internal sales team, they may be focusing their efforts on leads that are farther along the funnel, or they may not have enough time in between administrative work and meetings to make the consistent calls necessary for your B2B lead generation efforts to succeed.
When things get busy, it is often top-of-funnel tasks that get left behind. Internal salespeople are unable to dedicate their full attention to truly connect during the cold calling process, reducing the overall amount of top-of-funnel leads you receive.
Outsourcing solves this immediately.
Different skills are needed for top-of-funnel and successful cold calling programs.
Investing in the right people for cold calling can keep new leads coming in consistently because they have the time to connect with prospects, understand their market, uncover business pains, build trust, and offer a potential solution.
You can achieve B2B cold calling success by utilizing outsourced sales teams who are able to accomplish all of these points because they are equipped with the time, knowledge, and expertise to do so.
The benefits of outsourced B2B lead generation are numerous and are highly likely to improve your cold calling efforts if you are experiencing tough competitors, unqualified leads, and low numbers entering your sales funnel. Through providing years of outsourced B2B telesales, we have seen countless companies thrive through hiring an outsourced team.