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Why Opting for B2B Outsourcing Matters

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Why Opting for B2B Outsourcing Matters

As managers, your main aim is to provide solutions and generate enough revenue to grow your organization. You will need to create unique products as a prerequisite to this. More important than that, however, is an effective strategy for marketing such products.

Businesses possess a lead generation and appointment setting program as these provide your sales teams with the right people to pursue and realize these goals. But aside from that, you might also need to ask yourself this: “Does my marketing campaign have the right stuff?”

Going back to the prime motivators of a successful business, successful revenue generation and business growth can be realized through several factors, one of which is having an optimized marketing infrastructure. And too often, one is compelled to try out outsourcing, what with all this talk about its being “effective” and “cost-efficient.”

You might be even wondering about why you should trust your lead generation activities to an independent enterprise. No doubt, it entails a lot of risks. Then again, recent studies suggest that a majority of B2B companies enjoy considerable benefits from outsourcing specific business functions.

For even more compelling reasons:

Outsourcing frees you from stress. Indeed, any marketer can tell you that generating leads and qualifying these for sales is a difficult task. Competent lead tracking and analytics skills are essential, but imagine the stress it will incur managing a large amount of decision makers! You will need all the help you can get in scoring individual leads and observing their online activities.

Outsourcing provides quality-services. Once you pen a contract with an outsourcing firm, you gain access to its arsenal of competencies. From infrastructure to trained and experienced staff, a well-respected firm within the B2B industry will make sure to maximize your efforts generating qualified sales leads and improve your close volumes.

Outsourcing is reliable. Yes, having someone to handle your lead management activities for you can feel like playing Russian roulette. But in recent years, independent B2B marketing firms have updated their technical capabilities. They now produce accurate and timely reports about the campaigns they handle, determining whether current strategies are producing as expected.

Outsourcing gives you more time for more important things. The beauty of outsourcing lies in the fact that it saves you extra time and money to focus on more important administrative work. If you are opting for balance, then outsourcing is the key.

B2B Telemarketing: Knowing when to outsource – and how

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If you’re a business in need of a “push” in terms of reaching out to potential customers, you may want to tap telemarketing, and if you’re small to mid-sized company, then you may need to outsource. But it’s more than just waking up one day and deciding to hire a lead generation services company to work for you. Making this decision requires a lot of brainwork. It is important to know when to take advantage of using vendors. Many businesses choose to outsource because of the advantages it gives them, one of them is being to have their operations carried out by trained professionals while their in-house staff can pay attention to core business matters. Others, of course, do it because they just can’t afford to hire more people, purchase more equipment, and add more office space. Is it time to find a partner? The decision to outsource may come from different perspectives depending on what you value the most as a business. Here are some of the possible considerations:

  • How important would telemarketing be in my revenue generation goals?
  • Will this be a one-time job or will it be permanent?
  • How much will I really save if I decide to outsource?
  • How much do I need to spend in order to find a telemarketing firm that meets my standards or sees me eye-to-eye in terms of what I want to achieve?
  • Do I have in-house employees which have the skills to complete the job?
  • Can time and resources be better spent?

Finding the right match Remember, you will not have complete control of how the outsource firm will perform their tasks. That is why it is necessary for you to make sure your vendor is capable of delivering the type of quality you expect from them. How do you select the right vendor for your business? There is no formula, but there are a few things to consider before making your final decision:

  • What is the company’s reputation in the industry?
  • How much experience do their agents have?
  • Where are they located?
  • Are there any guarantees?
  • Would there be any additional fees in the long run?
  • How much intervention can you make over their operation?

The telemarketing firm you will be hiring will represent your brand in the marketplace, and it’s only right to be 100% certain that they are up to the task.

Why Outsource Your Telemarketing Campaign?

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Why Outsource Your Telemarketing Campaign

Advertising 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.

 

How To Train Telemarketers To Sell Your Products And Services

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How To Train Telemarketers To Sell Your Products And Services

Selling to business to business (b2b) companies requires a distinct type of telemarketing. To differentiate your telemarketing from other telesales efforts and to better market your offerings to your business leads, you need to help your telemarketer gain more than just simple knowledge of your products and services.

Helping your telemarketer own the script

  • Help your telemarketer feel important – most companies who use telemarketing to sell their products and services fail to welcome a new telemarketer into the company organizational structure. They simply hand over a script and calling list to their employee and expect him to immediately start selling. Even veteran telemarketers need to know their place in a new company and need to feel a sense of ownership of the product or service to be able to sell it convincingly.
  • Review scripts with your telemarketer – after handing the script to your telemarketer, you need to spend time discussing this with him. He may have certain questions or doubts about the script or product that you can help clear up. When these uncertainties are not resolved, he could unintentionally impart this doubt to your business leads whenever he delivers his spiel.
  • Include your telemarketer when improving scripts – Eventually, your telemarketing scripts will need improving. No other person in your company can provide better insights on how to improve your script than the person delivering it everyday. He can suggest which parts of the script to emphasize or revise based on the reactions he gets from business leads. After the revision, your telemarketer will be more confident selling using the script because of the personal involvement in its creation.
  • Prepare your telemarketer for reality – reassure your telemarketer that you do not expect him to close the sale or set an appointment on every call and that rejection is inevitable, but remind him that the company highlights successful sales or appointments. This will condition your telemarketer to focus on selling rather than being rejected. It will also keep him from fearing cold calling or becoming rude to business leads.

An easier, cheaper way

Of course, to save yourself from the hassle of having to spend precious time training your telemarketers, you can always consider outsourcing your telemarketing to a business process outsourcing (BPO) company. There are plenty of BPO companies that you can outsource to, but to ensure your company’s integrity, you must hire a reliable telemarketing firm with vast experience in b2b cold calling. Doing so would ensure you that professional telemarketers who are experts in b2b telemarketing are communicating your products and services to your targeted calling list.