Advantages of outsourcing B2B lead generation
By Joan Carles Sanjurjo
Do you feel like your B2B lead generation is like looking for a needle in a haystack?
You can get the results you need by working with a team of B2B lead generation specialists. If you're looking for more results and fewer fruitless searches, you should consider outsourcing your lead generation . Not only can this save you a lot of time, but it can also help you increase your sales.
Here are six circumstances through which you can obtain benefits and results.
Table of Contents
You will talk to those who matter
You will focus on less energy-intensive work
Your team will have the right technology
Accelerate your time-to-market
Reduce your costs
Evaluate the results better
You will talk to those who matter
If you've ever been involved in a cold calling campaign , you czechia business email list know that most of your efforts are unsuccessful. Cold calling is hard work that often has low returns. Instead of reaching out to many different people, connect with those who are ready to talk about your products and services.
But how do you do that? Not all salespeople are created equal. Some are great at prospecting, some are great at nurturing leads , and some are great at closing. It's rare to find a salesperson who is great at all three.
Working with a company that provides you with efficient sales teams or SDRs , who are able to find you prospects that are in buying mode, can be a blessing for your sales efforts.
So, what would you rather have your sales executives do: find new leads or close them? When you get a company to do all the lead generation work , they send you qualified leads, with a meeting already scheduled with one of your sales executives. This allows you to spend your time, and that of your sales executives, having high-level discussions with these future clients. The return on investment is extremely high.
You will focus on less energy-intensive work
Managing a sales team takes a lot of energy on your part. You need to attract new employees, train them to ensure they can convey your message and corporate culture, and work with them over time to provide recognition, encouragement, and motivation.
In a high-turnover professional profile like that of SDRs, maintaining an internal sales team requires a lot of energy. On the other hand, outsourcing B2B lead generation allows you to focus on other priorities, such as planning a campaign for a new product or service, or closing business deals.
Your team will have the right technology
Your SDRs or internal salespeople must be equipped to prospect, they need computers, software, telephones… which they use to carry out their work.
When you work with an outsourced SDR team, this is no longer a problem as they are already equipped with a state-of-the-art hardware and software stack that allows them to deliver qualified leads with maximum productivity, quality and efficiency. Do you know the latest Sales Enablement solutions that have made CRMs obsolete for prospecting activities? Tools such as OutReach and Bloobirds that allow the implementation of Account Based Marketing practices are normally used by these companies specializing in B2B Lead Generation, and you can obviously benefit from all their potential.
Accelerate your time-to-market
If you’re starting a new sales campaign or launching a new business, setting up your staff and brand, you’ve got a lot of work to do. One of those jobs is developing your sales strategies and teams. By outsourcing B2B lead generation, on the other hand, you’re ready to land your first customers in a shorter period of time , because you’ll have an equipped, experienced, and prepared team at your disposal.
Reduce your costs
The average salary of an SDR is 25,000 EUR per year. To this you have to add their bonuses for objectives and indirect costs: hardware, software, telephony, workstation (m2, furniture…), recruitment, training, supervision, dismissals… There are studies that estimate the average cost of an SDR in Madrid or Barcelona at 42,500 EUR per year .
The average SDR output is 18-20 qualified leads per month, we are always talking about B2B contexts and prospecting for C-Levels . But we have to take into account that there are almost three months a year with minimum productivity: 15/Jul to 15/Sep, and 5/Dec to 7/Jan. Therefore, the average annual productivity of an SDR is around 170 leads, which means a cost of 250 EUR per lead.
In contrast, companies specialising in B2B lead generation offer prices per lead. No fixed costs, variable costs. They don't charge for the hours of an SDR, they charge for the achievements of an SDR. There are qualified leads, so you pay. There are no leads, so you don't pay. But the average cost per lead , always depending on the value proposition and the Buyer Persona to be prospected, ranges between 100 and 200 EUR. The opportunity for cost savings is definitely overwhelming.
Evaluate the results better
When you work with Sales Outsourcing specialists , you are working with a company focused on your sales. Not only do they provide you with SDRs, but they can also help you implement best practices in the execution of processes and the most decisive metrics to evaluate results.
Obviously, you will need to define your expectations, determine at what point you will consider the service satisfactory for your business, but you will work with a competent sales team that can help you develop metrics and thus evaluate the success of your campaign.
