Lead Generation Telemarketing And Outsourcing

What is B2B Lead Generation through telemarketing

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Lead generation refers to the generation of prospective customers interests to products and or services through campaigns like cold callings or telemarketing and appointment setting. In Business-to-business scenario it is the process of finding companies with compatible interests.

Most important factor in sales lead generation is good knowledge of products and services. There are many products and services that demand lead generation agents to educate buyers of the benefits of the product or service to avoid delays in purchase or subscription of services.

Lead Generation and Outsourcing

A well managed lead generation process coupled with team industry/market/domain expertise, whether outsourced or in-house both can lead to outstanding results, but outsourcing has its own advantages discussed below.

The main challenge in the sales lead generation industry is to figure out how to provide quality lead generation services at a lower cost. To acquire new business sales leads and prospects is an essential marketing process for any business. Running your own lead generation campaign with in-house staff or hiring an additional staff can be an expensive option for your company in long term engagement. Apart from this, expensive restructuring of the workplace and the programs and software to be used in the campaign bring extra burden to the company.

Outsourcing to Business Process and Outsourcing or BPO companies that specialize in lead generation and appointment setting services through telemarketing brings many advantages to your business. Outsourcing offers convenience and efficiency to your business at cost benefit. It removes the liability and financial outlay of extra employees and eliminates a challenging management process

Reasons to Outsource Lead Generation

Being more effective outsourced B2B lead generation companies deliver consistency and accuracy with their leads and appointments setting for they have people who are professionally trained for sales and marketing to deliver quality leads.

Statistically an outsourced lead generation company is much better at scheduling qualified sales appointments so it can deliver better sales leads at much lower cost, with reduced risk thus improving fiscal results.

These companies are equipped with the latest technology and maintain their own team with domain/industry experience with expertise in the subjects of script making, phone etiquette and convincing techniques to do the campaign in a manner which clients expect from their own team.

Headcount Flexibility: Outsourcing brings the opportunity of increased head count flexibility of an outsourced vendor as needed. It is much easier to manage a sales staff when the B2B lead generation is outsourced and totally eliminate work with little benefits like designing and reviewing call sheets.

These vendors run campaigns continuously to weather market trends in global market economy and add effective sales orientation policies to get the best benefits from the market. With well planned inside sales and lead generation activities and they can bring about modifications for a given client quickly and cost effectively.

Many outsourced programs are flexible and provide companies with the opportunity to run a process for a short period of time and within a budget. Depending upon the programs feasibility with the best interest of a company it gives the opportunity to terminate the partnership after the short contract or continue the campaign for a longer time.

The issue of in house or outsourced lead generating telemarketing really comes down to companies experience and competency in managing a tele-prospecting function and the key is finding a high quality vendor that is aligned with your business objectives who provides services at low cost with more efficiency and good results. Companies who outsource functions, often do not make the necessary investments in the outsourced partner for superior results, instead they invest for reasons of speed, cost, or flexibility.

by: Bernard Ipace

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