| Topic : Best Lead Generation Techniques |
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Activity:
Question posted: 07 14 2009 08:23:16 +0000,
8 answers, 721 views, last activity
07 06 2010 20:18:08 +0000
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Most companies struggle before they can put together a cohesive, effective Inside Sales / Lead Generation efforts – defining the right contacts / database to call into, create the value proposition, hire a team, provide the team with a methodology, process and training, manage them on a daily basis, most important is that you would need the bandwidth to do these activities and be able to measure success or lack of it based on experiences with other inside sales efforts. Apart from this you also need spend a fortune in the infrastructure and relate stuffs. Keeping all the above mentioned factors in mind what do you think about selecting a cost- effective yet more productive, option of outsourcing.
What do you guys think?
Lead generation outsourcing really was not successful for us, because when you do those canned lead generation programs, you get a lot of leads that really don't pertain to your core business. If you do it yourself, like we have, and your marketing campaigns are about your core business, then that's where we've been most successful.
Our field reps take our marketing campaigns to market and actually creating leads for our inside reps. They're entry-level people for Business Mashups LLC.
I see two benefits to this. One, they learn the business and they're learning about marketing campaigns. Two, it's a training ground so they can move into a sales position. It takes a very long time to get into this business, and it's a breeding field for our future sales reps. We've been successful in doing that several times over the last few years.
Thanks a lot everyone for your valuable comments.
i second makrand ( who has given in detail the procedure)_, But can this be done for high worth , sensitive projects which are crucial for the survival of the company.
My opinion about outsourcing lead generation,may not yield desired results,this aspect has to be done inhouse by the sales and marketing team.So i am also of the view as victor stephen has presented.
My initial response was to say that it is a great idea and I was about to offer my reasons to say Yes. However, Stephen and Bhave appeared to be more experienced in this. they have practically handled this topic already. I do not think that I could do better than them in the practicality area of the topic. I would go with them.
Sometimes a combination of both can be the best option. Outsourced teams can do certain things better such as higher volume and more connects. They require less management and can reduce costs. On the other hand, in-house teams can be used for higher call quality and more in-depth and knowledgeable conversations. Having both teams working at once can give you the best of both worlds.
It can be a good idea provided a lot of restraint is placed on the company who is performing the outsourcing job.
Giving away the concept of the business would be a dead giveaway for the outsourcer because, if he has the man power and the place to generate your business leads for you, he also has the power to take the same over as his business later. Its a hazaed maybe not a happening. But it always pays to be careful A carefully laid out questionnaire that would skim the demography of the TG without revealing too much of the business should be palyed right from the start. The whole exercise should be for a limited period of contract and to be terminated as and when the business deems fit.
The incentive structure for such outsourcers should also be generous so that they do not start getting ideas of their owm. I guess it should work under GIVEN PARAMETERS ONLY!!!
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