Business owners and their sales teams always seek ways to lower costs while getting more leads. But what do you do when your sales team becomes an expense?
It’s tough, but sales are often a costly part of doing business. That is quite true when hiring an in-house lead generation team. And even then, it does not guarantee results.
Here is the good news: The guide below will show you a cost-effective way to increase your sales through lead generation. You’ll learn about outsourced lead generation and how sales teams worldwide are changing how they go about the task. You can do it all while keeping your budget in check.
What Is Lead Generation?
Lead generation is all about drawing in and nurturing people who have shown interest in your products or services. It is typically done at the top of your sales funnel and is the first step in your sales cycle.
Most sales teams have many distinct lead-generation processes. These often include actions like:
- Cold calling
- Cold emailing
- In-person networking
- Social selling (especially on LinkedIn)
While some teams do more, these tasks depict the core of most lead-generation plans.
Why Do Businesses Outsource These Tasks?
Many sales experts know that these forms of lead generation are time-consuming. If your team is still learning how to do them well, they can be frustrating, too. If you’re running an overcome sales team, it’s time to think of outsourcing your lead generation.
Outsourcing means a third-party contact center will forge potential leads on your behalf. If you don’t know why that can help your business, read on to find out how it can put your team on a fast track to success.
The Six Most Common Benefits of Outsourcing Your B2B Lead Generation
Outsourcing has so many benefits that it’s hard to track them all. Here are six clear ways that outsourced lead generation makes the job much easier for both sales teams and business owners:
1. Greater Focus
Your team can focus on selling and closing deals when you let a third party take care of lead generation. Lead generation efforts are essential, but pitching and closing deals directly generate greater revenue. With less time between sales cycle tasks, you can raise morale and productivity across your sales team.
2. Cost-Effective Solution
Outsourced lead generation is more cost-effective than hiring and training a lead generation team. According to Glassdoor, the average sales development rep makes nearly $50,000 per year in base pay.
You’ll spend much more than just hiring one, considering benefits, bonus pay, tools, and other costs. Pair those with the price of the structures needed to host your in-house team, and you’ll quickly see why so many owners outsource.
3. Quick Results
With outsourced lead generation, your sales team will enjoy much faster results. Third-party contact centers often have many years of experience under their belts. That means they’ve got their lead generation processes down to a science. What might take you time to learn is second nature to them.
Don’t try to figure things out yourself. You’ll fumble through forging your lead-generation tactics. Instead, let someone else quickly fill your pipeline with highly qualified prospects. Your return on investment will be much higher than with solely your in-house team.
4. Better Lead Nurturing
Lead generation takes a lot of time. Sales reps often spend almost one full workday just scouting prospects. That leaves little time to nurture leads and build connections with them truly. But nurtured leads generate 50% more sales at a 33% lower cost.
Contact center agents have more time than you to tend to your sales leads. With the help of a third party, you won’t have to worry about making room in your schedule for these tasks. You can use your knowledge to do what you do best: sell products and services. As such, outsourcing can lead to higher gains and client satisfaction for your business.
5. High-Quality Leads
Nothing is more frustrating for your sales reps than making it to a planned appointment to realize that the person they’re speaking with isn’t fit to make a purchase. A scenario like that can happen for two reasons: Either no one qualified your leads before the meeting, or they needed to be of higher quality to begin with.
You can fix the problem with better sales training. But that can be expensive and take months. Thankfully, contact center agents are already well-trained lead generation experts with enterprise-level experience. Therefore, outsourcing your lead generation often results in higher-quality leads. It saves you time and money on training and makes landing sales much easier.
6. Additional Services
Experienced contact centers usually offer more than just lead generation services. For that reason, you will likely be able to use many other sales-related services. As for the tasks that come after lead generation, like lead qualification and appointment setting, contact centers can help with most of them.
That vast list of services can increase productivity and foster better focus for your sales team. In turn, you’ll bring in more sales with less stress.
Outsourced Lead Generation Can Help Your Business Grow and Thrive
Some business owners think outsourcing means losing control over their sales team. Rather, it’s a way to help your team regain control of their time, productivity, and skill set.
Choosing a good partner is the key to getting the most from outsourced lead generation. When you work with the right contact center, you’ll never worry about your team, data, or results. Instead, you’ll be too busy enjoying increased sales revenue and planning new ventures as your business grows and expands.