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B2B Lead Generation Outsourcing Services
Quality data about leads are fundamental to the success of any business. New leads keep the sales pipeline generating revenue and interest in the company. However, many businesses find that generating new leads is one of the most time consuming and difficult aspects of their business. This can be an additional challenge for a business that is developing their marketing and sales strategies. Not only do goals need to be set but it must be decided whether to handle it in-house or utilize outsourced lead generation services. This is where RDI comes in!
Considering Outsourced Lead Generation?
One of the most important aspects of lead generation is determining who the right leads are, which data points to track, and finally how to convert them into ongoing customers. At RDI we are available 24/7 to help you through this challenging and time-consuming experience. One of the considerations your marketing department has to make is deciding what your true capabilities are by honestly looking at your capacity and deciding if it is worth the investment to hire someone for the task. Many times outsourced lead generation services are more effective and economical for your business. RDI will walk you through every step in determining what gaps exist in the sales funnel, how to best prioritize leads, and whether or not your salespeople should focus on new lead generation or existing leads.
What is Outsourced Lead Generation?
Outsourced lead generation is the transfer of responsibility for that activity to another party, using an outsourced provider like RDI Connect. For some businesses, this may make sense. For others, particularly those who use direct marketing to consumers, this is not the optimal path to follow. So what are the benefits of outsourced lead generation and what considerations should marketing professionals consider before choosing to do the work in-house or have it outsourced?
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B2B Lead Generation Call Center Services
A partnered lead generation call center services such as RDI can provide communications through cold calling, email, text, data, and lead development that a company does not have the resources for. For one thing, staff members are skilled in developing quality leads within businesses and communicating well with potential buyers. RDI’s lead generation call centers can tailor their services, such as call type, email or data, to the information needs of your company. This means we can augment the existing marketing and sales team or offer a turnkey lead generation and sale operations. Regardless, RDI works in a partnership with your company in order to communicate leads quickly and efficiently. This allows internal corporate staff to follow up on leads or make necessary adjustments to your internal marketing processes.
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How Do Our B2B Call Centers Fill Your Sales Pipeline?
Our B2B call centers are staffed with experienced communicators that use expertise with business clients on the phone and by email. Our call center employees or team members work with you to understand the types of leads you are looking for. With this information, staff use this data profile to research potential leads and contact them by phone or email. We are so efficient with our call center model, based on the efficiency of the call center model, hundreds of potential buyers can be contacted and qualified. Customer Resource Management (CRM) technology allows each lead and their needs to be tracked and delivered to the partner business for follow up by the sales staff. The work of our call center is to identify valuable leads for the sales group. Our call center teams can provide follow up calls or emails with clients. This can highlight any problem areas for your company teams to quickly correct and improve, ultimately improving relations with your business by providing a friendly touch. Call centers can also act as a frontline customer service contact, if desired. All of these strategic systems help get leads in the pipeline and serve to provide customer relations and retention. Much of the time, these are not activities that businesses have the resources to adequately provide internally.
Considerations for Developing In-House Marketing and Lead Generation
For corporations that have already invested in training in-house sales staff, using an external provider will not make sense. There has already been a lot of money and time in developing the professional phone and email skills needed to be effective. The period needed for staff to develop an expertise and thorough knowledge of products takes time. For businesses without staff members to perform this function, you should consider the investment it takes to develop. For instance, appropriately training a staff member to develop leads can take up to a year. When considered, you may find it’s not cost-effective to develop these staff members within the business. It may need to be outsourced to our expert team here at RDI.
Weighing In-House Lead Generation
Doing the work in-house provides the greatest measure of control. This is especially true when it comes to analyzing results and making quick shifts in tactics. However, many corporations find out quickly, that the results from outsourcing lead generation outweighs the costs.
Downside of In-House Lead Generation
If you are a business that is watching the bottom line, developing staff with extensive product knowledge and phone or email skills takes time and money. This overhead and training period is something that your leadership team should consider when discussing in house lead generation versus outsourcing your lead generation efforts to experts like RDI.
Who Needs to Outsource Their B2B Lead Generation?
For some companies, they find that they need to outsource their B2B lead generation when they realize that they do not have the staff or resources to manage the process in-house. That requires experienced employees who can concentrate on that targeting leads by phone or email and scheduling appointments. Sometimes this isn’t logistically a possibility. Corporations who use cold calling can also use the vast experience of RDI’s lead generation services. By outsourcing lead generation, sales teams are better able to focus on the task of reaching growth objectives for your business.
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Benefits of Outsourcing Lead Generation
RDI’s lead generation call centers have the skills to provide your business with new leads. Our employees are dedicated to following up and capitalizing on existing leads. When partnered with the appropriate sales development group, teams find goals are met quickly and efficiently. Your business has the ability to establish criteria that will guide the objectives and keep you in control. A large number of corporations (63%) find that generating traffic and leads is one of the major priorities yet still difficult. This leads to the question of whether you’re lead targeting is capturing the appropriate audience. This requires spending time to truly understand the audience and demographics. RDI is here to help your business make a positive shift in this area. When you’ve assessed any gaps in the marketing funnel and defined the ideal customer, that is when you have to make the decision about handing it over to an in-house staff member for follow through with the buyer or a partner organization.
Why Outsource Lead Generation?
If 68% of companies struggle to keep up with the lead generation process, it’s good to assess the perks of partnering with RDI’s lead generation experts. Many companies find their marketing and sales teams struggling to keep up. This is a great time to reach out to RDI for expert knowledge and advice. Fiscally, it makes sense for the efficiency of your business.
Additional Benefits with Partnerships
Corporations who make the decision to outsource soon see that the quality of their leads improves and conversion rates rise. By identifying more qualified potential buyers, the conversion process is more efficient. This allows your sales team to concentrate on more productive activities such as appointment setting and nurturing new clients which drives sales. RDI’s lead generation team will come equipped with the necessary technology and infrastructure to manage your company's lead generation process, so you aren’t burdened with the expense of developing these support systems. The lower amortization costs of using RDI’s team of experts equals higher productivity and efficiency. Lastly, by partnering with us, you will get access to ongoing analysis of results.
Getting Started by Assessing Your Company’s Need
A thorough internal review of your company’s needs must be conducted before approaching an external partner. This will help determine which portions of the lead generation loop are lacking and how RDI’s team can best support operations. The whole process from identifying the audience, developing leads, and converting those into productive appointments needs to be considered. This will give your leadership team the information to determine what the business is looking for in a partner. Being able to provide RDI with information on current gaps in the marketing funnel allows our team the opportunity to present optimal solutions that will address your primary concerns.
Identifying an Appropriate Partner
By spending the time to understand your company’s true needs, it will make the process of identifying potential lead generation outsourcing services easier. Not every lead generation provider will be able to deliver the high-quality services that RDI can provide. The first thing to look for is a provider that has experience in the company’s business area. Without that level of expertise, they won’t be able to deliver the results leadership is looking for. It will quickly become apparent which companies are willing to dedicate the time to understand your business and customers. As a partner, RDI finds it important that our marketing team works alongside your sales team to provide the best results.
Questions to Ask Potential Partners
To determine pertinent questions for potential lead generation outsourcing service providers, there are a number of fundamental questions to ask. Begin with how long they have been providing lead generation services to your business sector, RDI has been in the business for over 40 years. Request examples of where they have successfully helped companies achieve their goals, in which case you can refer to our case studies. Then move into questions about how they work with partners such as communicating leads and tracking results throughout the whole process and understand how they identify problem areas and make adjustments to improve the process. Lastly, ask if there is an avenue for the business to offer input to the provider and suggest changes, here at RDI we always welcome input from our clients. This can be telling when you are looking for a provider that will truly partner with the company.
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How Much Does Outsourcing My B2B Call Center Cost?
RDI’s lead generation call centers services have the skills to provide your business with new leads. Our employees are dedicated to following up and capitalizing on existing leads. Costs around a call center are typically based on the number of employees working in the center; RDI employs over 3,500 specialists in 11 centers across North America including our Near Shore call center. These are the staff who are making and receiving calls or emails. Rates are based on each full hour of conversation. There are a number of factors, besides call duration, that can affect the pricing. Talk to one of our specialists about your expectations so we can help you determine an acceptable rate. Considering the cost of an internal call center, partnering with RDI will still lower your overall costs.
At RDI, the team provides turnkey solutions and B2B pipeline management that keep companies achieving their growth goals. We work with businesses of all sizes across all vertical markets and provide services ranging from multi-touch sales to the single call. Your company will be provided with regular tracking in order to identify trends and drive sales. When your business needs lead generation services, contact RDI for the solution to your business needs.