Lead generation is essential for any business, there’s no doubt about that. After all, you can’t make sales without leads. However, generating leads can be a time-consuming and difficult process, especially if your business is just starting.
That’s where outsourcing lead generation services come in. By hiring a third-party company to generate leads for you, you can focus on running your business and let someone else do the hard work.
So, How Does Lead Generation Outsourcing Work?
Perhaps you’re thinking about outsourcing your lead generation, but you’re not quite sure how the process works. In a nutshell, lead gen outsourcing is the practice of hiring another company to help you generate sales leads.
A sales team needs qualified leads to succeed. And while there are many ways to generate leads, outsourcing lead generation is often the most efficient and cost-effective option.
This can be done through a variety of means, including telemarketing, email marketing, and even social media marketing. The key is to find a company that specializes in generating leads for your specific industry. That way, you can be sure that they have the knowledge and experience necessary to get results.
Lead gen outsourcing involves numerous inbound and outbound marketing tactics, shuffled through various sales funnels to target the right audience and attract potential sales. The combination of employing both inbound and outbound marketing strategies use a variety of channels to reach prospective customers successfully.
If you’re not already familiar with the sales marketing strategy, it’s important to understand how lead generation outsourcing works before making a decision. Essentially, the company you hire will be responsible for generating leads and then passing them on to you.
What Are The Different Types of Leads Involved?
A lead is a potential sales contact, an individual or organization that expresses an interest in your goods or services. Lead generation involves identifying and nurturing sales prospects. It’s a crucial part of the sales pipeline, and it’s important to generate high-quality leads that will eventually convert into qualified leads.
There are several different types of leads involved in lead generation, including marketing-qualified leads (MQLs), sales-accepted leads (SALs), and sales-qualified leads (SQLs).
Marketing qualified leads (MQL)
MQLs are leads that have been identified as having potential by your sales reps. They are typically generated through marketing activities such as online advertising, trade show attendance, or direct mail campaigns.
Once a lead has been identified as an MQL, it is passed on to the sales team for further qualification. Qualifying criteria for an MQL can vary depending on the company and product, but may include factors such as budget, authority, need, and timeline.
At each stage of the sales funnel, leads are further vetted until they reach the point of being ready to make a purchase, at which point they become SQLs.
Marketing qualified leads are an important part of any sale pipeline, as they are the leads most likely to become paying customers.
Sales qualified leads (SQL)
Qualifying leads can be a tricky process, as it requires a good understanding of both the business and the target market. SQLs are leads that have been verified by sales teams as being sales-ready.
Sales qualified leads are an important part of any lead generation strategy, as they help to ensure that marketing efforts are focused on generating leads that are likely to result in sales.
By qualifying leads upfront, businesses can save time and resources that would otherwise be wasted on pursuing leads that are not ready to buy. As a result, SQLs are an essential part of any successful lead generation campaign.
Sales accepted leads (SAL)
SALs are leads that have been passed on to sales teams by marketing teams, determined to be a good fit for the company’s products or services. In other words, it’s a lead that has the potential to turn into a paying customer.
Sales Accepted Leads are generated through various marketing campaigns, such as online ads, trade show appearances, or word-of-mouth marketing.
Once primary leads have been identified, the sales team will reach out to learn more about their needs and see if they could work out for the company. If so, the lead is then categorized as a SAL. From there, it’s up to the sales team to turn the SAL into an actual paying customer.
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When Should You Outsource Your Lead Generation Process?
Oftentimes, when business is booming, you find yourself oscillating between in-house and outsourced lead generation options, not fully sure which to rely upon.
Here are a few situations that’ll help you understand which option to go for to maximize your lead generation efforts.
Focusing on in-house lead generation
In-house lead generation services can be a great way to kickstart sales. By using in-house lead generation services, you can control the sales process from start to finish. You can also customize the sales process to fit your specific needs.
In-house lead generation is optimal when you have a dedicated team of experts at your disposal experienced in various marketing channels which to target and optimize. Further, going in-house allows you to focus on specific inbound marketing techniques that you can filter and refine for boosting future business prospects.
Relying on outsourced lead generation services
There are a few situations when it makes sense to look into outsourcing your b2b lead generation efforts.
The first is when you’re just starting. If you’re a new business, you likely don’t have the in-house resources to devote to lead generation. It can be helpful to partner with a company that specializes in this area and can provide the expertise and manpower needed to get your lead generation efforts off the ground.
Another situation when outsourced lead generation makes sense is when you’re experiencing growth. As your business grows, you may find that your in-house team is stretched thin. In this case, it can be helpful to supplement your team’s capabilities with those of an external provider. This will allow you to continue generating leads at a steady pace while still focusing on other aspects of your business.
By partnering with an experienced and reputable provider, you can ensure that your leads are high quality and that your marketing efforts are more successful.
7 Reasons Why You Should Outsource Lead Generation
There are plenty of benefits to reap by outsourcing your lead generation efforts. In addition to complementing your in-house team, external support offers specialized variety no matter the business setting. A few benefits of outsourcing are as follows.
#1 Experience superior ROI backed by outbound lead generation
A lead generation agency can have a positive impact on your ROI. An outbound strategy clears up your internal resources to focus on other aspects of your marketing campaign. In addition, a lead generation agency can provide you with access to a larger pool of potential customers. As a result, you are likely to see an increase in sales and a higher return on investment.
Further, lead generation agencies have experience in a wide range of industries, which means they can provide you with valuable insights into your target market. Ultimately, outsourcing inbound or outbound lead generation is a smart way to improve your ROI.
#2 Get the right brand exposure
Getting the right brand exposure is crucial to increasing sales and maximizing your marketing efforts. When sales executives are free from the task of generating leads, they can focus on developing relationships with potential customers and closing deals. As a result, your company’s name is more likely to come up in conversations, and you’ll have more opportunities to showcase your products and services.
In addition, a lead generation company can help you to tap into new markets and reach a wider audience. By working with a team of experienced professionals, you can reach potential customers that you might not have otherwise had access to. So if you’re looking to give your brand a boost, outsourcing lead generation is worth considering.
#3 Curate impactful inbound campaigns
When it comes to outsourcing lead generation for inbound campaigns, there are several potential benefits that businesses can enjoy. The most obvious is a consistent generation of leads which is essential for maintaining a steady pipeline of prospects. Outsourcing services can also bring a wealth of experience and expertise to the table, which can be extremely beneficial for businesses that are new to inbound marketing or lack the internal resources to effectively execute an inbound campaign.
Not to mention the support that your in-house team experiences in lead capture and conversion with a little help from the outsourcing marketing professionals. B2B lead generation also thrives as a result of such creative inbound campaigns.
#4 Get more done with minimal supervision
When you outsource lead generation, there is potential for freeing up your time to work on other tasks related to potential clients. In turn, this could help you create a more streamlined process and increase your chances of success. Additionally, you can reduce your marketing funnel because a dedicated project manager will be solely focused on generating leads that fit your ideal client criteria.
As a result, you can create a lead generation machine while saving time and money and still achieving your desired outcome of securing new clients. When done correctly, outsourcing lead generation is a sound investment that can provide numerous benefits.
#5 Keep costs on a tight leash
Companies save money when they outsource lead generation because the outsourcing provider shoulders all of the overhead costs. These costs can include anything from project analysis and detailed resource coordination to general office support.
By using an outsourcing company with thorough knowledge of the industry know-how, businesses have a much better chance of getting a thorough understanding of their projects without having to worry about infrastructural support.
This way, costs are cut on expensive office space and equipment, as well as time saved by not having to manage these areas themselves. When all is said and done, businesses that outsource lead generation save more by getting access to experienced professionals without having to pay for their overhead costs.
#6 Support and motivate employees
Outsourcing lead generation can be a great way to reduce the workload of your in-house employees, freeing them up to focus on more important projects. By outsourcing your lead generation, you can also improve conversion rates by working with experienced professionals who know how to generate and qualify leads effectively.
In addition, outsourcing can help you generate more leads overall, giving you a larger pool of potential customers to work with. As a result, outsourcing can be a highly effective way to motivate your in-house employees and improve your business’s overall performance.
#7 Expand your team on-demand
As your business grows, you’ll quickly reach a point where you simply can’t handle all of the new leads that are coming in. You can either turn away new business or find a way to scale your team quickly to accommodate the new demand. Outsourcing lead-gen is a great way to do this, as it gives you the ability to source and recruit new team members on an as-needed basis.
This means that you can grow your team quickly and efficiently, without having to invest in full-time employees that you may not need in the long run. Plus, by outsourcing to a company that specializes in marketing, you can be sure that your new team members will have the skills and knowledge necessary to succeed.
Now is the time to propel your business with lead generation outsourcing.
How Do You Know Lead Generation Outsourcing is Right For Your Business?
Now that you know the numerous benefits of lead gen outsourcing, the next thing to ponder over is whether it is the right practical decision for your business development.
Generating traffic and new leads can be a challenge for any business, especially if you don’t have a dedicated sales unit. However, lead generation outsourcing can be a great way to expand your reach and find new potential customers. By working with a lead generation company, you can tap into new channels and identify potential leads that you might otherwise miss.
In addition, outsourcing can help you to early-identify new sales opportunities. And, perhaps most importantly, it can help you to increase the number of website visitors who take action on your site – whether that’s subscribing to your newsletter, downloading a white paper, or making a purchase. Ultimately, lead gen outsourcing can be a great way to boost your bottom line.
Things to Keep in Mind Before Outsourcing Lead Generation
It’s crucial to remember that not every company will help you realize your lead gen outsourcing goals. Most companies depend entirely on your specifications and copy-paste marketing techniques with a lack of personalized growth tactics.
Here are a couple of pointers to pay attention to before considering outsourced lead generation.
Make your ICP second nature
Your Ideal Customer Profile is the first thing to focus on, to define and familiarize yourself to the point that it becomes second nature no matter the marketing tactic you employ. Plus, when you outsource to a lead generation service, the ICP is the foremost aspect around which any sales lead generation tactic is built.
Review and research in-depth
It is your responsibility to outsource your B2B lead generation to a reputed firm with a proven working record in experience, employees for scaling your team, and quality assurance tactics. Feel free to ask for case studies so you have all the assurance you need to invest in their lead generation activities.
Cost isn’t everything
Pricing is a crucial factor but it isn’t the only one around which you should decide to invest in the company. Companies that offer comparatively less for their services usually cut corners in delivering the required practices. Such companies require your attention and rectification at almost every step, costing you more than just your time and resources.
Check for database status
You have the right to know where the outsourcing lead gen company is getting their information from and whether it is up to date. An updated database is crucial in giving you personalized prospect lists since outdated information results in poor results and increased costs.
Final Thoughts About Lead Generation Outsourcing
There are many benefits to outsourcing lead generation to a professional company. Perhaps the most important benefit is that it can help to shorten the sales cycle. A lead generation company will have a team of experienced professionals who know how to target audiences and identify potential clients.
They will also have access to powerful lead nurturing tools that can help to keep your pipeline full of qualified prospects. And because lead generation companies typically work on a performance-based model, you only pay for results, making it a very cost-effective option.
Growth Hackers is an award-winning lead generation agency helping businesses from all over the world grow. There is no fluff with Growth Hackers. We help entrepreneurs and business owners outsource lead generation, generate qualified leads, optimize their conversion rate, gather and analyze data analytics, acquire and retain users and increase sales. We go further than brand awareness and exposure. We make sure that the strategies we implement move the needle so your business grow, strive and succeed. If you too want your business to reach new heights, contact Growth Hackers today so we can discuss about your brand and create a custom growth plan for you. You’re just one click away to skyrocket your business.
