We all know that in any marketing strategy lead generation is a significant aspect especially for B2B lead generation. More than 80% of B2B marketers have stated that one of their major goals in content marketing revolves around lead generation. We all are however aware of how challenging and time consuming lead generation is especially because it does not have a guide book, you learn as you go.
It is very important as a business owner or as a leader of a marketing department to analyse your situation and make an informed decision as to whether you need to outsource lead-generation or do it in house.
Like everything in life and business there are both pros and cons of outsourcing your b2b lead generation. Many b2b marketers face this issue of whether or not should they outsource their b2b prospecting, should they use a b2b prospecting tool and keep the rest in house, etc. The focus however is good b2b lead generation, no matter how is it done.
Today, let's try and discuss why outsourcing your B2B lead generation is a good option and how can it benefit your team.
Before we begin, however, what do you understand by outsourcing specifically in lead generation? In B2C there is little room for lead generation from outside. If you have an in house trained good marketing team who has thorough knowledge of your product thenn the benefits will outweigh the costs. Companies often find that benefits from outsourcing their b2b prospecting generally surpasses the cost a few folds. If you have concerns related to your budgets, then think about this. If you keep your lead generation in house then you will have to hire, train and pay at least one person for it. A good and efficient result may or may not come. It can also take upto a year for proper training of an employee. Along with it there are other overhead costs to consider.
Companies often turn to outsourcing their b2b lead generation or opt for b2b prospecting tools to get a better return on their investment. Especially, with a new sales team outsourcing prospecting and creation of lists of leads will be a better option due to the third party’s dedicated skill set in b2b lead generation. There is a disadvantage with inhouse marketing that is that your employees know your product too well. If your marketers assume that your customers also know your product well enough, then an effective strategy cannot be created. Your basic assumption should always be that your customer knows nothing about you, your product or your services.
If you feel that you don’t have a capable in-house team, or resources for a devoted team then outsourcing is your best bet. Your lead generation will need to be dedicated on cold-callings and booking appointments. You can use other b2b prospecting tools for the same. Create a process for lead-generation that would make you happy.
Say if you use emails to prospect then you need someone to monitor them 24x7. It is better to use a b2b prospecting tool to make life easier. Outsourcing helps save time of prospecting, identification of qualified leads and connecting with them. You and your team can achieve lead efficiency by acting on actual leads rather than prospecting. This makes your business goals more attainable. Lead generation takes patience, money and dedication. You can’t expect success if you waste too much time on lead generation. It needs talent, experience, knowledge and discipline to create an efficient and effective process. Don’t make a hasty decision, consider all your options before diving in.
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