Lead generation is the process of stimulating and capturing interest in a product or service to develop your sales pipeline. Over the years, the buying process has changed dramatically. Businesses have to find new ways to reach buyers and get heard through the noise.
Generating high-quality leads is a significant challenge for 7 out of 10 companies. You probably would want to consider outsourcing your lead generation when you hear that outsourced lead generation leads to 43% better results compared to in-house.
Before we dive into why outsourced B2B lead generation teams perform 43% better on average, it’s important to first understand why lead generation and business development are so challenging for in-house teams.
Challenges Faced by In-House Lead Generation Teams
In most cases, in-house business development teams are small, consisting of one to five specialists depending on the organization’s size and time on the market. Teams that have too few specialists struggle with issues related to bandwidth, making it extremely difficult to operate in a streamlined manner because everyone has to wear multiple hats and perform a multitude of actions within the sales and marketing funnel.
Limitations of Small Teams
- Slower Processes: Small teams often find it difficult to keep up with the demands of a comprehensive lead generation strategy.
- Fewer Results: Limited resources and bandwidth can result in fewer leads, and consequently, fewer conversions.
- Increased Burnout: Team members are more likely to experience burnout due to the high workload and multitasking demands.
When evaluating whether or not you need to work with an outsourced lead generation company and sales agency, you should first consider the size of your team and how heavy its workload is already. On top of that, you need to think about the results your current team is getting now and what it can achieve if processes were more streamlined.
Benefits of Outsourced Lead Generation for Small Teams
- Faster Processes: Outsourced lead generation services can streamline processes with their expertise and dedicated resources.
- More Results: Outsourced lead generation companies can generate more leads, leading to more business and yearly revenue.
- Reduced Burnout: With an external team handling lead generation, in-house team members can focus on core business activities, reducing burnout.
Lack of Specialists
Another challenge many in-house lead generation and sales teams face is a lack of specialists who truly understand sales and marketing fundamentals, making it hard for them to structure effective sales and marketing funnels. It’s not uncommon for an organization to take on a skilled specialist in one specific area and then expect that specialist to perform at the same level in all areas of the business development lifecycle.
Essential Business Development Specialists
For any lead generation agency or department, one of the most essential roles is a Researcher. This specialist is responsible for finding and validating contacts (names, titles, organizations, emails, and phone numbers), and then adding these contacts to a database like a CRM.
In addition to the sales and marketing specialist mentioned above, every team needs a Copywriter. This specialist understands how copy moves a prospect closer to a decision using text in email scripts, phone scripts, websites, and ads.
Another core team member for any sales process is a talented Sales Development Representative (SDR). This specialist is responsible for working with the list of potential clients. This means creating campaigns, managing outreach, domain health, and setting sales appointments.
An Account Manager acts as the sales team leader. This specialist is primarily a project manager and controls a project from start to finish. They are also the primary specialist responsible for communicating with clients and other stakeholders, giving reports, and asking for feedback.
The team described above represents the minimum team needed to launch and manage a successful outreach campaign using cold email marketing strategies. The needed specialists would grow if the lead generation campaign includes social media, and ads, or requires a funnel larger than one thousand verified contacts per month.
It’s crucial that the team consists of people with these unique skills, and that you don’t delegate these tasks and responsibilities to one or two team members. The results will not be what you’re expecting or need.
High Costs
It doesn’t matter whether you’re a small business or a large enterprise, hiring and paying salaries to qualified specialists is expensive. Just think about it, if the global average salary for a middle sales professional who speaks English at a native or proficient level is approximately $3,500, you’ll spend around $14,000 per month before taxes and tools just to maintain a small in-house business development team. That’s a lot!
Cost Savings with Outsourced Lead Generation
By working with an outsourced lead generation company, you can remove the taxes, remove the tools, and remove a massive chunk of salary pay for more guaranteed results and profits.
- Salaries and Hourly Wages: Reduced expenses related to in-house sales specialists.
- Tools and Resources: Savings on subscriptions and other resources.
- Taxes: Reduced tax obligations associated with hiring in-house staff.
One of the biggest struggles associated with growth is how much it costs to grow. In-house teams are hard to manage and expensive to maintain. Outsourced lead generation and lead generation outsourced sales appointment setting is a great way to take your business to the next level and make money!
In-House vs Outsourced Lead Generation
When comparing in-house vs outsourced lead generation, it’s essential to consider various factors such as cost, efficiency, expertise, and scalability. Outsourcing your lead generation can provide numerous advantages that can significantly impact your business growth and success.
Advantages of Outsourced Lead Generation
- Cost-Effective: Outsourcing eliminates the need for high salaries, taxes, and tool subscriptions.
- Access to Expertise: Benefit from the skills of specialized professionals who understand the intricacies of lead generation.
- Scalability: Easily scale your lead generation efforts up or down based on your business needs.
- Focus on Core Activities: Allow your in-house team to concentrate on core business functions while the outsourced team handles lead generation.
Conclusion
No matter which way you choose to look at it, outsourcing your lead generation and sales appointment setting is a solid, proven way to grow your business. Countless testimonials from clients all over the world in various organization types and industries can confirm doing business with a reputable company specializing in sales saves time and generates more clients at a more affordable rate.
By leveraging the expertise of outsourced lead generation services, businesses can achieve better results, reduce costs, and ensure their sales pipeline remains robust and effective. Whether you are a small startup or a large enterprise, outsourced lead generation can be the key to unlocking your business’s full potential.
