6 Top Benefits of Outsourcing your B2B Lead Generation

Get the results you need by working with a team of B2B lead generation specialists.

The following is reprinted by permission from Will Humphries. You can view the original post here.

outsourced marketing

Does your B2B lead generation feel like an Easter egg hunt?

If you’re looking for more rewards and less fruitless searching, you might consider outsourcing your lead generation. This can not only save you significant time, it can also boost your sales.

Here are 6 areas where you can reap benefits.

1. You’ll Talk to Those Who Matter

If you’ve ever been involved in a cold-calling campaign, you know that the majority of your efforts are not successful. Cold-calling is hard work that often has low returns.

Instead of reaching out to many different people, connect with those who are ready to talk about your products and services.

But how do you do that? Well, let’s face facts here.

Not all sales people are created equal. Some are great at finding new prospects, some are great at nurturing them, and some are great at closing.

It really is rare to get someone who is fantastic at all three.

Working with a company that has skilled sales teams who are capable of finding you those prospects who are in buying mode can be a godsend for your sales endeavours.

So what would you prefer to have your sales team doing – finding new leads or closing existing ones?

When you get someone else to do the bulk of your lead generation, they can send you the qualified leads, already scheduled to meet your sales teams .

These key contacts will be confirmed as ready and interested in talking to you, allowing you to spend your time having a higher-level discussion with these future clients.

The return on investment is extremely high.

2. Focus on Less Energy-Intensive Work

Managing a sales team involves a lot of energy on your part. You need to bring on new employees, train them to ensure that they can transmit your message and corporate culture, and work with them over time to provide recognition and encouragement.

In a field with high turnover, maintaining your sales team is energy intensive, and outsourcing your B2B lead generation allows you to focus on other priorities such as planning the marketing campaign for a new product or service.

outsourced marketing
Your outsourced lead generation team will have the technology to help you understand your sales campaign results.



3. Your Team Will Have the Right Technology

Your sales reps need equipment. They need phones and computers, and more importantly, they require the software to track calls and track leads.

With the right software, your sales team can try out new scripts and collect feedback on the results.

When you work with an outsourced sales team, they’ll come equipped with the software that they need to do the job and provide critical closed-loop feedback as to which value propositions are resonating well with your target audience.

4. There’s Less Lead Time

If you’re starting out on a new sales campaign or you’re a new business that’s building your employee base and your brand, you have some work to do.

One of those pieces of work is to develop your sales strategies and your sales team.

With an outsourced team, you can get ready, get set, and go in much shorter period of time, as you already have an experienced team in place.

5. Lower Your Costs

There are advantages to working with a company that specialises in sales.

They not only have hiring practices in place to bring on the best employees for the job, they also base their business around hiring and training salespeople.

The Business Value Hierarchy

business value hierarchyA strategic approach to cure underperformance and leapfrog your competition

Protect and enhance your marketplace value by either becoming a top player (perhaps “the” top player) in your value category or better yet, launching yourself into a higher-value and more profitable category.  » Download the Whitepaper

While you might need to develop a new hiring and training programme, you’ll achieve cost efficiency if you work with a company that already has these processes in place.

6. You Can Better Evaluate Your Results

When you work with outsourced sales specialists, you work with a company that focuses on these sales. It can not only provide you with salespeople, it can help you craft best practices and metrics to evaluate your results.

While you’ll still need to consider what feels successful to your team, you’ll work with a competent sales team that can help you craft metrics and evaluate your campaign’s success.


About the Author

Will HumphriesWill Humphries
Head of Digital Marketing, Internal Results

Will Humphries is the head of digital marketing at Internal Results. Internal Results provides comprehensive lead generation services for B2B technology vendors.


You may also like

Leave a comment