Tuesday, May 01, 2012
According to a study by Marketing Sherpa, 7 out of 10 businesses say high quality leads are their top challenge, and that outsourced lead generation gives 43% better results than in-house. These findings show that a high demand for lead generation outsourcing, and that companies understand and seek the added value that comes from outsourcing to a lead generation provider.
In-house direct sales teams often turn to their lead generation pipeline when their contact or appointment list is running low. In-house lead generation and conversion can also be difficult because it is often based on cross-organizational inputs with a lack of accountability and analytics oversight. With in-house lead generation, firms often find that leads are not appropriately targeted, appointments are not followed up on and results are not clearly reported.
Industry outsourcing providers have identified this need for lead generation and have built outsourced teams and software applications to capitalize on demand. Some of the benefits of outsourcing lead generation include clear client profiling, accurate targeting, worthwhile meetings, guaranteed follow-up and feedback, and engaged responsibility with the sales contact for the entire lead generation process.