How Outsourcing Lead Generation Services Benefits B2B Companies

by Nick Sansta Sales Moves Business Forward

Its no secret that generating quality leads is critical to the survival of a business. After all, it is the leads generated that turn into new clients and revenue streams. B2B (business-to-business) companies often use a wide variety of lead generation tactics, but according to a recent study done by the Demand Metric Research Corporation, a majority feel that they are not seeing the kind of results they want.

The study, which polled 200 small to medium-sized businesses, showed that the three most popular forms of lead generation are email marketing, event marketing, and content marketing, used by 78%, 73%, and 67% of polled businesses respectively. In fact, 70% of B2B companies plan on investing in content marketing as their main lead generation strategy. These figures are surprising, given that 90% of those businesses surveyed stated that they are less than satisfied with the number of leads that are being generated.

(Source: http://www.dmnews.com/data-byte-b2b-companies-unhappy-with-lead-gen-outcomes/article/340833/ )

You might be asking yourself “If these techniques are not working, what can I do to get better leads?”. In order to increase the number of leads that are being generated and in many cases, to improve their quality, B2B businesses are now looking to outsourcing this vital aspect of their operation. Doing so allows the business to focus on other internal processes which help to close the deal once the leads are available. When you consider the number of benefits that are available for outsourcing your lead generation services, the need to do so becomes obvious. Here are a few of the top benefits for your consideration.

Outsourcing Lead Generation Reduces Costs - When you use high-quality outsourcing services it allows you to reduce your costs in a number of different ways. One vital way in which it reduces costs within your operation is by reducing how much you are spending on client acquisition. By outsourcing the lead generation services, it allows your business to focus on closing the deal. The outsourcers can manage, not only lead generation, but also the appointment setting factors, which helps to free your business to focus on other areas.

Reduces Employee Training - One of the more time intensive aspects of operating a business and doing your lead generation in-house is training the employees that will handle the acquisition and appointment setting services. This is compounded by the possibility and inevitability that those employees, who have been well-trained at your expense, are going to move on to other companies. By outsourcing lead generation services, it can benefit your B2B operation by reducing the need to train those employees. In turn, this improves the ROI of your business by reducing your costs in several different ways.

Quality Leads - In some cases, handling the lead generation services in-house will result in low quality leads. This can have a negative impact on your business. By hiring a high quality lead generation service, it can help to improve the quality of your leads substantially. That is due to the fact that you will be outsourcing to a service that is solely focused on the acquisition of quality leads.

According to a recent study, 70% of all businesses that require leads say that generating quality leads is their biggest challenge. Outsourcing lead generation services can improve your results by as much as 43%. When you take advantage of these services within your own business, you can enjoy the benefits and watch your business grow as a result of your decision.

(Source: http://www.aayuja.com/services/lead-generation/ )

Nick Sansta is a sales manager with experience in developing and implementing lead generation strategies. Feel free to connect with him on Google+.