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Outsourced B2B Lead Generation has a Higher Success Rating than In-house

Outsourced B2B Lead Generation has a Higher Success Rating than In-house

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Home Page > Business > Outsourced B2B Lead Generation has a Higher Success Rating than In-house

Outsourced B2B Lead Generation has a Higher Success Rating than In-house

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Posted: Jan 27, 2011 |Comments: 0
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There are so many organizations and companies worldwide that have tried to do b2b lead generation in-house. These organizations have thought that it may be the most beneficial option for their business especially when it comes to overall costs. However, this cost effectiveness can only be seen throughout the first few phases of the whole lead generation campaign. In addition, there are many problems and challenges that these organizations face when they have opted to building an in-house team of sales representatives for their b2b lead generation.

Some of the problems that these organizations experience when they do b2b lead generation in-house are:

Lack of follow-up on clients

In-house lead generation teams are rarely consistent when it comes to effectively following-up on clients. One of the reasons as to why this happens is because lead generation procedures are not the only thing that these representatives are worrying about. Hence, there are lots of times that these representatives need to sacrifice some, if not a lot of processes within the campaign in order to keep on generating leads for the organization.

Incorrect or lack of usage of feedback from the market

A very deep understanding of ones target market is needed for an effective campaign for gathering quality b2b leads. In-house lead generation representatives often fail to do the necessary research for the campaign to have optimum results. Feedback from the market is not properly used when representatives have no adequate knowledge and understanding about their prospects.

Market is incorrectly targeted

Talking to the inexact market means acquiring poor results for the campaign. There are those in-house representatives that put their research to a halt when they are able to find an interested prospect. Most of the time these prospects lead to a dead-end.

Limited amount of strategies are used

This is proven to be one of the most dreaded problems that in-house lead generation representatives face. Most of these in-house campaigns only rely on one or maybe even a couple of strategies to do b2b lead generation. Since everyone on the in-house team only does the same thing, only few qualified lead emerge from the campaign.

Putting the campaign on the hands of a junior

One fatal mistake of most in-house representatives do is to put the campaign into the hands of a beginner. Time spent and business opportunities are often lost meaninglessly for the wrong kind of prospect are often generated when choosing a beginner to handle the campaign.

It is proven that outsourcing towards a telemarketing company provides a higher chance of success for the b2b lead generation campaign. There are some campaigns that have been recorded that outsourcing leads to more than forty percent of an increase towards the success rating more than an in-house team of sales representatives.

Some of the reasons as to why these telephone marketing companies provide a higher success rate for the lead generation campaign are:

Precise client profiling

Telemarketing companies provide a direct line of communication between them and their client’s prospects. This gives a more detailed approach when gathering leads for the campaign. In addition, all kinds of inquiries can be answered immediately through this direct line of communication.

Pinpoint targeting on the desired market

Outsourced experts provide businesses pinpoint accuracy when it comes to finding the correct prospects for the campaign.

Extensive amount of research

These outsourced representatives holds no bar when it comes to doing research for a client’s prospects. This enables an even higher chance of acquiring a business transaction from a client’s prospect.

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Belinda Summers -
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Belinda Summers is a professional Lead Generation Consultant helping corporate organizations increase their revenue through telemarketing, lead generation and appointment setting strategies. To know more about lead generation and appointment setting, visit: http://www.callboxinc.com/

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B2B Marketplaces ? A Powerful Lead Generation Tool!

B2B Marketplaces – A Powerful Lead Generation Tool!

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Home Page > Business > Business Opportunities > B2B Marketplaces – A Powerful Lead Generation Tool!

B2B Marketplaces – A Powerful Lead Generation Tool!

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Posted: Nov 23, 2009 |Comments: 0

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B2B marketplaces are an essential tool for succeeding in business these days! B2B marketplaces act as a very effective platform to help businesses come together and pursue potentially profitable endeavors with one another. This is why B2B marketplaces are one of the best places to generate leads for your business.

As opposed to marketing your business to anyone on the entire World Wide Web, who may or may not be interested in your products and services, B2B marketplaces allow you to target your audience and market your business to those who are actually interested in them. However, if you want to achieve your goal of generating new leads for your business, you need to be ‘play your cards’ right in using online marketplaces.

Here are some tips that can help you to generate leads successfully:

Don’t Spam… Do Speak
Legitimate B2B marketplaces have no tolerance of spamming activities on their website. Good marketplaces usually have a strong team of moderators that keeptab on all ongoing blog and forum posts, conversations and activities on their website and take strict actions against anyone who attempts to post spam or blatant advertisements. Accordingly, make sure your discussion posts on B2B marketplaces are legitimate and sensible. Certaintly take part in conversations and create new posts, but be sure to offer some valuable information. This will create a positive impression of your business for other businesses and establish a good relationship with them. In turn, whenever other businesses are in need of products or services of the sort that you offer, they will contact You!

Align the Sales & Marketing Procedures
One of the most important features of a successful business is the coordination between the Sales and Marketing departments. All your marketing endeavors should echo your sales pitch. That is, when you audience receives the right message about your business, you will have a more empowered sales lead strategy. Accordingly, when using B2B marketplaces be sure that your Sales and Marketing departments have reviewed and provided comments on the profile and other information you include on the B2B marketplace about your business. Good marketing means more sales!

Create Customer Profiles
In addition to creating your own business profile, you should also think about creating a ‘customer profile’ to help with your B2B marketing. In order to acquire new leads for your business, you need to know what kind of leads you are looking for. Creating an ideal customer will force you to list all the ideal attributes of your customers to help pre-screen potential opportunities. When you define the characteristics of an ‘ideal customer profile’ you are then able to pin-point prospective companies with the greatest likelihood of becoming your most beneficial customers. The types of things you can include in your ‘customer profile’ are, for example, the minimum annual revenue of the customer, number of employees, regulatory licenses etc.

Focus on Acquiring Global Leads
With most industries becoming increasingly globalised, many businesses would agree that the aim of having global or universal sales leads and customers fit squarely within their description of an ‘ideal customer.’ On B2B marketplaces, where appropriate for your business, you should aim to market and sell to such universal leads.The wider your marketing efforts, the better for your business.

Draft an Effective Lead Management Process
Prepare a lead management strategy. An effective lead management strategy helps you to implement and enforce internal policies within your business to chase leads. In addition, a clear strategy can also help define a clear process to handle customer inquiries, such as dealing with all such inquiries centrally for pre-qualification.

Sustain the Leads
After generating leads, the next critical step is to successfully nurture them. The goal is to ensure your leads are sustained for the long term. In order to nurture your leads, effective communication is key – keep in touch with your leads, email them, invite them to contact you, show them ‘value’ – ultimately, this will help you build powerful relationships with them.

Disclaimer : Sabra Easterday is the owner and founder of MatchB2B (matchb2b.net). Sabra is also a lawyer with a special interest in business issues and e-marketplaces. Notwithstanding that Sabra Easterday is a lawyer, nothing in this article and no services of MatchB2B or its website are legal services and no attorney-client relationship exists between any reader of this article or user, customer or potential customer of MatchB2B, and MatchB2B, its website or Sabra Easterday.

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Sabra Easterday is the owner-founder of MatchB2B, an online e-bidding platform for service providers. MatchB2B brings together buyers and suppliers from around the world to post their service needs, and

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