by Sandra Fernandez
The biggest obstacle to selling over the phone is catching someone who is not interested in buying something at a time when they are busy. Cold calling and lead generation can be uncomfortable and hard, but for some companies outbound telemarketing is key. However, that doesn’t mean that you have to set up an in-house call center.
Setting up and maintaining a call center can be really expensive and daunting. These jobs have a high turnover rate, so you might need to dedicate resources to hiring and training new employees. Likewise, finding a physical location, buying new equipment, and internet connections are some of the costs associated with running an in-house call center.
According to a White Paper from NNC Services, outsourcing lead generation operations can produce 43% better outcomes than executing in-house. Additionally, outsourcing lead generation reduces risk, improves cost effectiveness and increases the companies opportunities for business development.
Nevertheless, outsourcing lead generation is not only about reducing risk and costs, it is also about saving you time, and as the old saying goes, time is money. So if you choose wisely the right team can help you save both time and money.
What are the top 3 reasons for hiring an outbound agency?
There are many reasons to consider hiring an outbound agency, but here are the top 3 reasons:
- Innovative sales technology and data insights
When hiring an outbound agency you are not only gaining access to a team of experts, but also to their cutting edge sales technology. To stay competitive and engaged with your customers you will need to know the latest trends and insights. Therefore, instead of using your gut, rather use data insights from your industry and competitors provided by the outsourced company to help you drive conversions and increase your company’s revenue
- Cost to set up
Hiring and training a sales team with the necessary technology can be very costly. The average cost of hiring a front-end developer is about $100,000/year and an SDR at about $150,000/year whereas an outsourced SDR team averages about $45,000. Instead of burdening your company with those costs, it’s better to outsource and pay a variable fee for the service rendered.
- Rapid results
Marketing efforts are worthless without metrics. If you can’t measure it, you can’t improve it. If your team is not trained to provide metrics then you might be wasting valuable time and money. Outsourcing your sales development process will help you understand the importance of using marketing metrics to deliver meaningful results. One of the biggest advantages of an outsourced team is that it can help you reduce the time to your desired outcome.
When is the right time to hire an outbound agency?
Maybe you have reached the point where your sales team is spending too much time at the end of the pipeline to close the deal. Or maybe your competition is edging you out. Both can be a sign that it is the right time to hire an outbound agency.
Fortunately, outsourcing your lead generation and business development processes are viable options that can provide you with high-quality leads and an expert sales team. This team will be dedicated to making calls and establishing relationships with prospects before handing them to your internal sales process.
If you are not sure if its the right time to outsource here are the 2 signs it’s time to outsource your B2B lead generation.
Your competition is edging you out
If your competitors are getting to your prospects before you are, it may be the right time to outsource to get you ahead of the competition again. If competitors are ahead of you, you may be targeting the wrong people. An outsourced experienced team has the expertise to target the right people and provide you with better insights and knowledge.
Leads that are not truly qualified
If you have a long list of leads but they are not properly qualified, the company might be wasting time and money. Outsourcing to experts ensures that the leads you receive are real opportunities. Hiring an outbound agency that is properly trained, well equipped and with the right experience will give you not only qualified leads but real results.
Being a successful sales representative requires quick thinking, persistence and focus. Using a script clearly makes reps sound better. In turn, they will seem polished and prepared for discussions and meetings.
Outsourcing sales can help all types of businesses, not only call centers or IT development companies. Many companies that outsource their sales processes report benefits including cost reduction, efficiency improvement and headcount reduction.
By outsourcing your sales programs, you can dedicate your resources to other projects and guarantee optimized sales efforts. If you are interested in hiring an outbound agency with a team of experts focusing on your lead generation and business development processes contact us and get a free business development health check!