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Why Outsource Your Telemarketing Campaign?

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Why_Outsource_Your_Telemarketing_CampaignAdvertising about your company is one thing, but converting that interest into actually sales leads is something that you should consider as well. That is why you need to use some effective marketing tools to support your campaign. Now, lead generation is a task that should not be taken lightly when it comes to advertising and marketing. Successfully negotiating a deal with a business prospects requires a lot of telesales experience, not to mention communication skills. In case you are lacking in those two points, it might be a better idea to outsource to a professional appointment setting firm do the job for you, just to make your job more convenient.

While it is understandable that you want to personally handle the task of generating B2B leads, you have to admit that this is a task that may be beyond your skills. Besides, given the other things you have to attend to (market planning, product development, management of production floor, etc.) you just cannot afford waste your time and effort in finding business prospects, creating interest, nurturing that interest, and then converting them into actual sales leads. The overhead costs and the initial outlay to conduct your own telemarketing campaign might be beyond your capacity. You really need to get others to do the work for you.

Yes, you will hear a lot of critics saying that outsourcing is not a good idea, that it will drain your company’s resources, that the business leads produced are not good, that you might get conned by fraudulent firms, among other things. But these happen if you are not careful enough. If you are, then your telemarketing campaign would be in a better spot.

 

Should You Outsource Your Lead Generation Campaign?

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Should You Outsource Your Lead Generation Campaign?

Face it, you just cannot do everything on your own. There is a limit to what the human body can take. Besides, no one has ever succeeded (physically) in being at two places at the same time. It is the same thing with lead generation. And in terms of skills, you just cannot be knowledgeable it all aspects of your business. You might be good at customer service, but a little stumped when generating sales leads. A little help might be in order, like outsourcing to a professional marketing agency. Inside sales can be a bit complicated, so some expert assistance will be needed. But how will that help your business?

 

  1. You can focus your efforts better in other tasks – as the old saying goes, ‘leave it to the experts’. Sure, you may have this winning idea that will get you the most customers in the market, but if you lack the skills or the knowledge to pull this off, then you are not going anywhere. And if you do have people knowledgeable in inside sales, they may not be sufficient to handle the amount of work that needs to be done. in this case, outside help from an agency that has the people and the resources for the job might be needed after all.
  2. You can reduce your general overhead cost – in the financial portion of your campaign, you need to reduce the overall cost in reaching appointment setting goals. Think about it, getting an in-house team to do the job for you can become an additional burden in your budget. Consider this: if you stick to your own team, would they have the capacity to get the required work done? Will they still be able to function well with their current equipment? If they need more help, would buying extra tools or hiring assistants be less expensive than seeking help from professionals? These are just some questions that you have to answer.
  3. You now have a one-stop shop of sorts in lead generation – the problem with an in-house team of marketers is that you are stuck with finding the right people, equipment, and software tools to aid in your campaign. It can be frustrating, or probably costly, to do this, since there is not one place where you can get them all. Unless you outsource to a professional marketing agency. More likely than not, they have everything you will need for your inside sales campaign. All you need to do is to choose the right agency to work with.
  4. You get an outsider’s perspective of your needs – while bringing in strangers in your company (people who are unfamiliar with your culture and environment) can be an unnerving experience, it can also be a god-send for those who want to see things in a different light.

 

Of course, you do not have to take a consultant’s advice at face-value, but the ideas and details that you will learn can be used to improve your lead generation campaign.

 

Four Things That Demotivate Your Inside Sales Team

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How To Motivate Your Inside Sales Team In Three Ways

As mentioned in my previous post, the most important assets that you need in your inside sales campaign would be the people tasked to do it. I mean, it would not be possible to generate B2B leads if there is no one manning the front liners, getting in touch with business prospects and trying to set an appointment between them and you. It is very important to know what you can do to motivate your lead generation team. But also equally important to know would be the factors that can kill morale. Avoid these, at all cost, and you will save yourself from the headaches that can pop up down the road.

  1. Using salary as the main motivator – okay, people want to earn something in their work, that is fact. But using salary as the sole motivator to keep your lead generation team working will not really work in the long run. Sure, money might be the reason someone leaves you, but that is not the reason why they will stay. If you want true motivators, then you should invest in other factors, like ownership, responsibility, and the environment.
  2. Multitasking when talking to your people – sure, you may be a busy person, but that should not be an excuse for you to answer the phone , sign papers, write reports, stare at your laptop, among other things, when you have a meeting with your appointment setting team. That is a sure fire way to reduce the importance of your team in their eyes. Failure to give your full attention will make the team feel second-rate and less motivated to work for you.
  3. Delivering mixed messages – it is one thing to adjust your delivery style depending on the audience, but tweaking the very content of your messages will only create confusion in your team. And confusions tend to build doubt and distrust in the hearts of men. That is the last thing you would want your people to think, lest it affect your ability to generate sales leads. A mark of a good manager is being able to craft a consistent message to all the intended recipients.
  4. Shooting down ideas immediately – creativity is an important part of business, and you need to nurture that in every person you have. And that consists of not shooting down the ideas of your team all the time. True, some of them may have lame plans or something, but that is no reason to criticize them or anything. Try to look at the details, you might be surprised at what you might learn. Some of the craziest ideas may actually be the very answers you need.

There are plenty of other things that you should avoid doing, but you can be assured that these four are the main culprits. If you want to succeed in your lead generation campaign, you need to find out how to best motivate your team. It can make all the difference between successfully generating B2B leads or not.