Outsourcing lead generation can be a strategic move to focus on core business functions while still driving growth through a steady influx of qualified leads. However, while outsourcing lead generation offers several advantages, it also comes with its fair share of challenges and considerations. We have listed 10 points of concern that should be considered when discussing about outsourcing lead generation:
Outsourcing lead generation can be very beneficial for businesses looking to expand their reach, increase sales, and grow. Knowing when is key and being a great client when outsourcing lead generation is crucial for building a successful and collaborative partnership. In this blog we have listed 12 ways you can be an excellent client to your outsourcing team:
In the intricate world of lead generation, timing is everything. It's not just about finding potential customers; it's about engaging them at the right moment to maximize success. The decision of when to bring in a lead generation partner is pivotal, often best done during the strategy and design phase. This allows for crucial adjustments to be made to the value proposition, guarantees, or offers, optimizing outreach effectiveness. While it may seem counterintuitive to involve a partner early on, even if immediate deployment isn't planned, the long-term benefits are undeniable.
Determining the "best" CRM (Customer Relationship Management) system for a sales team depends on various factors, including the specific needs and preferences of the team, the size of the organization, and the industry it operates in. Different CRMs offer unique features and functionalities. Here are some popular and highly regarded CRM systems that cater to the needs of sales teams:
Ensuring new sales representatives hit the ground running is essential for maximizing productivity and contribution. Employing effective strategies can expedite the onboarding process for your sales reps. In this blog we will dive into the sales rep onboarding process and discuss how to make sure your new hires are efficient right from the start.
Motivation is a key to coaching a sales team to success. After plugging away at endless dials, dealing wth angry gatekeepers and constant rejection, it can be hard to stay motivated.
We found that supplying our team with a motivational quote each morning really helps to set the stage for a positive day. Here are 8 of our favorite motivational sales quotes to inspire your sales team:
An Account Growth Specialist (AGS) is an individual responsible for revenue growth contribution through business development and inside sales activities. Top performing AGS's are critical thinkers, creative problem solvers, and driven individuals.
InceptGrows has a team of 20 Account Growth Specialists that business owners and sales leaders can subscribe to on a fractional basis in order to assist in growing their business.
Sales huddles are short and frequent meetings that allow every person involved with the inside sales team get an understanding of what went well, what needs improvement, and any action items that must be completed by the next sales huddle. Each step of this meeting is very intentional and allows for all individuals involved to voice their excitements, disspointments, and needs moving forward.
Customers use our on-demand inside sales division both to address short-term needs or really as a resource for their long-term marketing strategy. We absolutely see the best results when our services are designed to complement a long-term project. Short-term relationships can generate attendance for an event or try to generate leads for a sales blitz, but finding a solution to handle the top of the funnel long-term should be a priority for your business.
You've cold-called your way through a list and talked to people who were either ready to buy, interested but not ready to buy, or not interested. So often, the ready-to-buy group becomes the focus of inside sales representatives, and the rest of the list is forgotten. What you really need to do is keep your brand in front of those interested-but-not-ready-to-buy folks so that when they run into a problem your organization can fix, you're the first company that comes to mind.
Ohio Inbound Marketing Day is coming up in just a few weeks! On December 9th, we'll be travelling down to Columbus, Ohio to spend the day learning from industry experts about inbound marketing. If last year's #OIMD is any indicator, it's sure to be another day filled with big learnings and fun people!
Launch League is hosting their first conference dedicated to midwest startups called Flight. Entrepreneurs, investors, and supporting partners will all be convening in downtown Akron on December 1st and 2nd to learn from experts about startup marketing, fundraising, business operations, hardware development, design, and development.
Integrating email into your inside sales strategy is essential for sales success. Gone are the days where prospects pick up the phone and willingly chat about their business problems. While that can still a great place to start your strategy, most prospects need to be nurtured through other channels before they are ready to trust you and your solution. Email is one of the best channels to start with.
I recently came across this post that outlines suggestions for managing and motivating a team of B2B sales reps.
I'd like to draw your attention to #6. Hire Appointment Setters. Your team works hard. They're skilled, successful sales people who have contributed to hundreds of thousands of dollars in revenue over the years. Is it any wonder that when you ask them to call through cold leads, or mine an outdated database for new customers, they're less-than-enthused?
What if there was a team of fractional inside sales specialists that tossed you top-of-the-funnel sales activity daily so you and your team could spend your time where it really counts - closing new business?
Meet InceptGrows.
B2B sales can be frustrating because most people tend to operate in a mindset that their industry is the exception to the norm.
It may not matter that we have helped software companies reach high-level decision-makers at their target companies; if we haven't helped financial software companies reach high-level decision-makers at their target companies, suddenly we have no experience (sarcasm).
As a practice, sales has changed. Today's buyer is more sophisticated than ever before. They are Googling problems, researching solutions, downloading best practices, and becoming more informed before ever talking to a sales representative.
So how should your inside sales team adjust to these changes?
I recently sat down with a gentleman named Ed who recently started a hearing-aid business. He has investors, suppliers, and is ready to take his product to market and begin establishing some test data and case studies. He was referred to me through a mutual friend who said, "You need to talk to these guys - they're the experts at helping small businesses grow!"
Let's be honest - sales people can be a pain. I'm the first to admit that I'm probably not always the most fun to manage. I've recently gotten experience managing other "me's," and it's given me a bit of perspective, not only on the headaches I've undoubtedly caused my boss, but on the level of stress that must come with anyone looking to hire, train, and manage a sales team.
I ran the 4 x 400m on my track team in high school, and I was reminded today of how critical the hand-off is. The valuable seconds that can be gained or lost in the passing of the baton can be the difference between winning by a few strides and losing... by any distance.
This seemingly simple concept is something that carries with it implications from business management to sales and marketing. As you continue reading, I challenge you to think through areas where you could save valuable time and money by tightening up your hand-off.
