Keeping your lead generation entirely in-house is a dangerous strategy. Not only have you got to carry the burden of recruitment and training, but you also run the risk of failing to adopt new technologies.
But if you still need convincing, here are seven reasons to outsource your lead generation.
Avoid hidden costs
The cost of hiring internal staff extends way beyond simply calculating a sum of all gross salaries. There’s the cost of recruitment, training, environment, software, sick leave and downtime. When you outsource, not only do you avoid these hidden costs, but you can also budget more accurately and cap your expenditure. Imagine not having to worry about the money you’re losing when half of your team goes down with the flu.
Improve lead quality
There’s a colossal difference in quality between cold leads and qualified leads. Internal sales teams need to focus their energy on credible prospects with clear requirements. According to Lattice Engine, only 42% of sales professionals feel that they’re equipped with enough information to make a call. By working with an external partner, you’ll improve your bottom line and also raise morale.
Gain detailed analytics
A specialist lead generation agency will provide a range of analytics to inform your ongoing marketing. You’ll receive a detailed breakdown of every campaign. This data should also include which segments convert better than others and your expected return on investment. By pawing over this information, you can improve your overall performance internally.
Upskill your internal sales teams
Experienced external sales teams go further than simply producing leads on your behalf. They view themselves as integral to your business and will help your own internal teams to work smarter with technology. At Xcel Sales, we also often provide recommendations for tightening up a sales process step by step.
Get years of experience instantly
Building the right sales team doesn’t happen overnight and it takes a mixture of youthful exuberance and experienced know-how. Recruiting the right people and then discovering their strengths can be a labour intensive endeavour, particularly when lead generation isn’t your primary focus. By outsourcing to a specialist, you’ll gain a blended team which has been put together with a single aim – to get results.
Focus your own time
It’s hard to be effective when you’re spreading yourself too thinly. Many sales managers are responsible for generating leads, qualifying prospects and then converting them. On top of this, they have to deal with the day to day staffing issues that arise in any large organisation. Using an external team allows you to work smarter and concentrate on the areas where you can have the greatest impact.
Feel confident with technology
Every day there’s another article on “9 new CRMs for sales teams” or “how to improve your lead generation with HubSpot”. Deciding on your technology stack can be tricky and also costly. Dedicated external agencies are fully up to date with the latest platforms, which saves you the cost of extra licences. Aside from software, there’s also the associated fees of telephony which can spiral into tens of thousands.
To improve the quality of your lead generation, contact us today on 0118 402 1440.