By Ryan Apodac, Senior Operations Manager, Quality Contact Solutions
Today, it is very common for organizations of all sizes to leverage telemarketing lead generation companies to help with lead generation efforts. Rather than internal sales teams facilitating the entire sales cycle from prospecting to close, telemarketing lead generation companies help fill a critical role in the sales process. They deliver highly qualified leads for sales teams to ultimately convert to a customer.
Let’s look at the top 4 reasons to use telemarketing lead generation companies.
1. The Dreaded Gatekeeper
While an internal sales team may have a well-deserved and earned fear of the front office staff, while this is a forte for successful telemarketing lead generation companies.
After all, just as pitching and positioning respective products and services is paramount to any sales team’s success, getting through the gatekeeper is the first battle for telemarketing lead generation representatives. Successful companies have developed proven methods to increase the success rates of getting past the front office, identifying the right lead, while creating an opportunity for a well-positioned discussion.
Gone are the days of the rolodex (for those of us who may recall what those even are) and so is the time it takes to manually research a potential prospect and physical dial them by phone. Just as there are automated solutions that are necessary to manage each book of business for a salesperson, there are the same automated solutions that enable telemarketing lead generation companies to dial more efficiently.
This efficiency leads to a significant increase in contact rate. As an added bonus, the same automation and technology enable the telemarketing lead generation companies to provide updated contact and demographic information for CRM’s and the sales team’s individual book of business.
3. Well Qualified Leads
Just think, how much time does your team take to generate their own qualified sales leads? And, of those leads, how likely are they to close? On average, it takes 18 or more dials to connect with a prospect over the phone and call-back rates are below 1%. However, the phone remains a critical touchpoint in the initial prospecting process.
When partnering with telemarketing lead generation companies, you’ll get well qualified leads served up to your sales team. Some of these companies will also take it beyond the basic qualification and provide scores or rankings for different lead types. This process is crucial to help your sales and marketing teams prioritize their efforts. Not to mention, even the lowest-ranked lead has a better opportunity to convert than a cold lead right out of the gate.
Think about the seasonality of your business and/or organization. Of course, there are both forecasted and unforecasted peaks and valleys in all sales pipelines. What about a rush to market product or service? Why put additional unneeded stress on your internal sales team and dilute their attention between generating leads and then selling to them?
Successful telemarketing lead generation companies have the manpower, where-with-all, and experience to scale at the drop of a dime. This flexibility and scalability will certainly alleviate headaches and stress for everyone.
At the end of the day, it’s important to set your team up for success. Your sales team’s time is better served being an expert in their field and to identify ways to overcome obstacles in closing the sale. Your sales team’s sole focus should be selling. Let telemarketing lead generation companies work to find the best leads for you.