4 Reasons Why Businesses Should Outsource their Lead Generation
The past year or so has shown that the business landscape is evolving ever more rapidly and has resulted in major changes in how we work, how we speak to our customers and how we find new prospects. Businesses are striving to maintain a competitive edge and to stay “top of the mind” within their target audiences. With so many traditional lead generation avenues closed to businesses, uncovering new leads definitely isn’t a walk in the park. But while businesses may have a stream of leads in their pipeline, discovering those truly qualified leads is daunting and time consuming, but remains critical to the success of your business.
Businesses face a dilemma regarding the decision to approach their lead generation needs in-house, or to reach out to an external lead generation services provider. Such a choice is not a simple one, there are pros and cons to both approaches. Businesses need to consider their objectives and review their internal resources in relation to the practicality of outsourcing.
Outsourcing your lead generation services may, on the face of it, seem rather expensive, but the costs associated with running an inside lead generation team are extremely high and take a considerable amount of management and time. Employing an experienced external agency definitely has its perks and taking into account the massive costs associated with an in-house team, in reality, it is not as expensive as you think!
1. Cost effectiveness
All businesses strive to manage costs in relation to generating revenue streams and associated ROI, keeping control of the cost per lead to a minimum is an issue facing many marketing and sales teams. Taking a serious look at how you manage your lead generation and the associated costs is key to understanding and evaluating cost options and successfully balancing revenues and costs.
As alluded to earlier, the costs associated with running an in-house team is actually considerably more expensive than subcontracting to an external agency. How? An in-house team comes with the costs associated with recruiting, training, infrastructure, remuneration, staff change etc. And, there is absolutely no guarantee of getting quality leads! Outsourcing your lead generation to an external supplier, such as Think Pipeline, who have the dedicated expertise, the infrastructure and the agility to scale up/down as business dictates and guarantee high quality leads are best placed to provide better outcomes and at managed costs.
2. Generating Qualified Leads Consistently
Managing an In-House lead generation team is fraught with issues relating to internal and external pressures. Often it is difficult to maintain a truly focused approach. Staff come and go, people go of sick, on holiday etc. causing peaks and troughs in the day-to-day management of lead generation and managing core skills and competencies as business demands.
An external lead generation company such as Think Pipeline take on the responsibility for all of these issues. Their role is to provide you with high quality leads regardless of the usual peaks and troughs of business. Ensuring your lead generation requirements are being managed and maintained come what may.
3. Data Quality = Quality Leads
We all appreciate that outbound calling is tough. But without an excellent database that can be key word searched for infrastructure and security information, then cut and diced to reflect the ideal prospect profile it can be neigh on impossible.
Building and maintaining a comprehensive database is extremely time consuming, expensive and is an ongoing process, often requiring dedicated, experienced staff to manage it. Working with an external agency who have spent many years building an extensive database that contains data relating to Industry sectors; Vertical markets; Mid-range to enterprise level contacts; Mobiles and direct dials and Full IT infrastructure details is critical to the success of a campaign. It facilitates clear targeting, ensuring high quality leads and a far superior ROI. Data is Key!
4. Quality Leads Increase Sales and Boost ROI
In-house lead generation requires an immense amount of investment both in terms of time and resources and is prone to other influences that can disrupt the flow of leads. Successful lead generation takes dedication, persistence, professional conversation skills and sales techniques to uncover the quality leads the business requires. Employing the services of a specialist lead generation provider enables the business to focus on closing those sales that are already receptive to your proposition, increasing your ROI and continuing to top up your sales pipeline with a steady flow of qualified leads.
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