Outsourcing Lead Generation Services - Benefits For Your Business

Outsourcing led generation services offers a variety of potential benefits to your company.  Generally, your company’s profile and immediate needs will likely determine what will be most relevant and important to you.

1 – Increases Sales Efficiency

Your in-house sales staff should focus on talking with those that matter, potential clients.  However, they spend much of their time cold calling, prospecting for them.

By outsourcing lead generation services, you increase the time your in-house sales staff spend in face-to-face or telephone meetings.  Basically, they will be more efficient selling, resulting in more sales conversions.

Lead generation usually starts with a prospect calling list and cold calling.  Generally, this takes lots of time, produces high sales rejection, and increases stress.  Consequently, your in-house sales team is less efficient since they are not focused on their ABC activities.

When using an outsourcing provider, your in-side sales staff deals with pre-qualified decision-makers who are genuinely interested in your products and services.  Consequently, your sales personnel will be more motivated and likely close more sales.

2 – Improves Sales Productivity

Your company’s sales pipeline identifies the actions taken by your sales personnel to convert a prospect into a customer. Basically, it identifies where things really are, in terms of sales, and what’s being done at each stage.  Simply put, it is about getting sales leads, qualifying them, and eventually closing the deal.

So, how does your sales team consistently do that? Well, when they focus on lead generation, they are not closing deals. When they are closing deals they are not focusing on lead generation.  Also, both sales activities need to be done on a balanced, consistent basis.

Compound this with the knowledge that not all salespeople are built the same. Whereas some excel on the telephone, others dance when meeting prospects, and some, REALLY do enjoy the challenge of cold calling.

Lead generation requires gathering data, repetitive dialing, persistence, talking with the gatekeeper, and other skills that most sales personnel dislike doing.   So, for your sales team that doesn’t like or is not good at lead generation, you SHOULD NOT make them do it. Because this is a very poor use of an expensive company resource and reduces your company’s sales productivity.

Outsourcing lead generation services helps achieve better results than an in-house solution. Because they employ professional telemarketers who daily cold call, skirt the gatekeeper, pre-qualify the decision-maker, and know the techniques to set appointments.  In brief, they have the training, experience, and mindset to consistently produce sales lead appointments.

Your in-house sales team then takes over to close deals.  Basically, each sales group works together to leverage their specialized skill sets.

3 – Lowers Sales Costs

Outsourcing lead generation services leverages the outsourcer’s resources and experience to increase efficiency of operations.   Consequently, there is a reduction in costs and increased quality versus an in-house sales team.

Why is this?  Because the outsourcing provider’s investments in technology, training, and staffing cannot be justified by most companies.

Hiring, training, managing, and supporting a cold-calling, lead generation team is a large capital investment.  Also, it requires specialized technologies to support hundreds of calls per day as part of a lead generation process.

A dedicated lead generation team, generating a steady stream of qualified appointments, is more cost-effective than using  your in-house sales team.   Consequently they focus on converting qualified sales prospects to customers rather than searching and filtering.  As a result, your in-house sales team produces more sales conversions, and lowers the total cost of new customer acquisition.

4 – Increases Business Flexibility

Your business lives in an era of risk and instability. Whether it is globalization, new technologies, information transparency, COVID, regulatory changes, etc., the business environment is shifting and should give a business owner a sense of unease.

Outsourcing lead generation services allows your company to rapidly respond to the changing business environment. Specifically, the more flexible your business can adapt to change, the more likely future business success.

Accordingly, using an outsourcing partner for your sales lead generation services results in:

5 – Outsourcing Lead Generation Services Is Scalable

Outsourcing lead generation services offers scalability for companies with limited experience and sales/marketing resources.  For example, lead generation activities may be initially small, such as a pilot-project, due to a small budget, limited resources, and risk tolerance.

The start-up time for lead generation services is substantially less than building and training an in-house staff.  Especially when you consider the recruitment, training, facilities, and technology investment.   As a result, rapid scaling and completion of a pilot-project will help you determine whether outsourcing lead generation services achieve your desired business goals.

An outsourcing provider can scale their services according to the demands of your business and budget.  For instance, let’s say you want to start with a small pool of sales prospects and test the lead generation process. Then, if producing positive results, you can simply scale up the provider’s services and expand your potential market of sales prospects.  Since cash flow is the biggest killer of small businesses, this flexibility to scale up (or down) is crucial for many start-ups.

DISCLOSURE: Nexus Teleservices is a nearshore outsourcing lead generation services business provider.

6 – Outsourcing Lead Generation Services Provides Measurable Results

For many companies it is rare to even have in-house data for comparison.