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You are viewing Home ► All Categories ► Sales Lead Generation – Outsourcing to Increase Conversions

Lead Generation

Hire Outsourcing Experts to Generate High-Converting Leads

If you have not engaged a business process outsourcing (BPO) company for lead generation outsourcing, let’s talk about what your organization may be missing:

More high-quality leads for improved conversion rates
Freeing your sales and marketing teams to do what they do best
Saving money by outsourcing lead generation to Indian IT professionals

Without adding new clients or consumers to your customer base, your organization cannot grow. Finding new customers can be a time- and resource-consuming process.

Read on to learn how affordable it may be to outsource your lead generation efforts, make your in-house sales and marketing teams more effective, and boost your bottom line.

Table of Contents

What is Lead Generation Outsourcing?

Lead generation outsourcing is the service of highly trained professionals – usually in a lower-cost labor market such as India – who focus on the client organization’s unique products & services, target markets, and decision-maker personas as they compile lists of qualified potential buyers.

Traditional Lead-Generation & Sales, Handled In-House

In the simplest terms, here is a quick review of typical sales and marketing efforts:

The Traditional Marketing & Sales Relationship

In the simplest terms, here are the activities typically carried out to achieve sales goals:

Marketing experts create innovative campaigns to attract and collect information about visitors (organic leads) to your business or website
Someone in marketing conducts online research to find additional potential buyers to add to the lead list
More research is conducted to determine which contacts and organic leads are qualified leads – those likely to want your products and services
Salespeople engage with qualified leads and (ideally) persuade many of them to buy the products or services on offer

The Challenges of Generating Leads In-House

Here are some issues most companies face when it comes to lead generation:

Marketing personnel are best suited to strategizing ways to grow your sales by expanding and/or creating markets
Sales personnel are best suited to selling
Every hour your sales and marketing teams are not strategizing/selling is an hour of missed opportunities
Lead generation is a science involving web research, data extraction/data scraping, and other information technology techniques
Identifying qualified leads requires training and experience
Specialized software is required for effective lead generation, and it can be costly
The software is only as good as the users’ training – which can be lengthy and complex
Contacts are potential leads who may or may not have reason to buy your goods and services
Time and resources are wasted if lead generation results in “contacts” rather than only “qualified leads”

Lead Generation & Sales with an Outsourcing Firm

To be highly effective, your sales and marketing teams should be strategizing and selling – not sitting at their desks performing repetitive information technology tasks to come up with lists of possible new leads.

Outsourcing is the practice of contracting with a third-party company to hire, train, and manage the personnel needed to handle routine and repetitive business processes – which means that your in-house employees can focus on the big-picture initiatives that drive growth.

The Fundamentals of Lead Generation Outsourcing

What is Lead Generation Outsourcing?

Lead generation outsourcing is defined as the engagement of a firm employing highly trained professionals, in a lower-cost labor market such as India; these workers focus on the client organization’s unique products & services, target markets, and decision-maker personas so they can compile effective lists of qualified potential buyers.

Lead generation is an ideal function to outsource because it can be performed remotely.

Typical Approach by Lead Generation Outsourcing Vendors

Sales lead generation professionals follow a process that has been developed after many years of experience:

Identify sources based on the client organization’s unique characteristics
Determine the best method(s) of data extraction to maximize results specifically for the client
Utilize database tools to cleanse and structure the collected data
Create and employ algorithms to reduce the list to include only qualified leads
Upload the new leads to the client’s customer relations management (CRM) system
Begin engagement with qualified leads through email and other campaigns (if included in contract)

Skills & Services Lead Generation Outsourcing Companies Can Provide

Here are some of the methods business process outsourcing (BPO) companies use to generate qualified lead lists:

Data Cleansing
Data Entry
Data Mining
Data Scraping
Email Marketing
Lead Generation Analysis
Lead Generation Content Creation
Lead Nurturing
List Building
Market Research
Sales Development
Social Media Lead Generation

How Lead Generation Outsourcing Fits Into Your Organization

When you hire a top-quality BPO to generate sales leads, you are hiring a team of people who do lead generation every day. They are immersed in the work and are very good at what they do.

These researchers work under the direction of a project manager, with the support of expert data analysts and system engineers.

Although this team works virtually, you should expect them to engage seamlessly with your in-house staff – as if they were just down the hall.

Before they begin generating leads for you, all members of the team receive specialized training and orientation for the way your company works and specifications of the deliverables they will provide.

The following sections may give you a better idea of the people who do the work of lead generation outsourcing.

Profile of a Lead Generation Outsourcing Researcher

Qualifications & Skills
High school education
Some college is preferred
Experience using a wide range of computer software tools
Ability to quickly learn new technology
English fluency in speaking, reading, and writing
Excellent verbal communication skills
Good writing ability for creating emails and other marketing content
Above-average research and analytical skills
Excellent understanding of sales and marketing activities

Responsibilities

Conduct market research
Research online sources to collect leads
For B2B clients, include data on decision-makers in companies in the client’s target markets
Create and manage list(s) of leads
Incorporate leads from the client’s in-house teams and inbound traffic
Carry out outbound sales prospecting through email and other written content
Regularly update the lead list(s) and create backups

Profile of a Lead Generation Outsourcing Data Administrator

Qualifications & Skills

High school education
IT degree and/or certifications
Ability to quickly learn new technology
English fluency in speaking, reading, and writing
Excellent verbal communication skills
Solid experience in database management and analysis

Database Responsibilities

Create structured database(s) for lead management (based on client’s CRM)
Convert raw data to the database
Cleanse the data
Employ client’s criteria to determine identify qualified leads
Database maintenance, backups, and troubleshooting

Responsibilities of the Outsourcing Expert Managing Your Project

Project Management Duties (varies according to the client’s specifications)

Liaise with the client
Marketing management and content curation
Sales management for prospecting activities
Personnel management/staffing
Maintain the workplace for efficiency
Monitor and improve productivity as needed
Data validation and accuracy verification
Data metrics analysis
Provide timely data uploads and reporting

Do You Have This Expertise In-House?

Information technology outsourcing companies in India provide sophisticated lead generation to help grow your business and quickly meet your sales goals.

Too often, organizations rely on non-technical personnel to develop and manage lead lists. Without a background in database management, data analytics, and quality control, your list may not be reliable.

IT experts call this GIGO – “garbage in, garbage out”. Things like duplicate entries with minor differences, accidental deletions, and poor backup procedures can reduce the quality of your lead lists.

For the best results, a team of IT professionals should handle your lead generation activities.

Why Companies Use Lead Generation Outsourcing

As we have discussed, there are many reasons lead generation outsourcing makes sense to companies with aggressive sales goals.

Think about how your organization currently finds new customers, and look at the ways outsourcing may be the cheaper, more effective approach.

Financial Benefits of Outsourcing Lead Generation

Turning data into money – that’s what lead generation is. You have the technology – the internet, the search engines, and the databases.

The increase in your conversion rate (and revenue!) is proportional to the skills and abilities of the people who handle the research and maintain the integrity of the data in your CRM.

You can control costs while increasing revenue by hiring a BPO firm in India where the cost of labor is much cheaper. You get the same level of services and expertise from Indian IT professionals as you do hiring a local in-house team, but at a much lower cost.

Non-Monetary Rewards of Outsourcing

Lead generation outsourcing is attractive because it:

Eliminates the headaches of managing lead generation and database professionals
Reduces your infrastructure costs for workspace and equipment
Provides a flexible workforce that can expand to take on large projects
Can produce results while you sleep, thanks to time zone differences
Assures you that the work will be done because the BPO must deal with staffing issues
Prevents other priorities from diverting in-house workers from lead generation research

How do You Know if Outsourcing is Right for Your Company?

It’s all down to the data. If you do not have an expert data analyst on your staff, you may want to engage a top-quality BPO to provide business data analytics consulting to give you actionable metrics reporting.

Once you have a clear picture of the efficiency of your current sales and marketing efforts – like average revenue per customer, percentage of revenue from new vs. existing customers, market penetration and win rates – you can make an informed decision about strategic initiatives like outsourcing.

Find the Best BPO Company for Your Lead Generation Needs

Look below for the downloadable paper, Make the Best Outsourcing Decisions for Your Organization, a checklist to use when interviewing BPO companies, and links to helpful articles that explain various parts of the process.

Speak With an Expert About CTA

Do you have questions? We will do our best to get answers for you.

Now is the time to get expert advice from seasoned outsourcing and business analytics professionals for over 15 years.

At RAINBOW SOFTECH™, Suresh and Murthy are ready to brainstorm with you about your operational needs and goals for future growth, and how you can get all the qualified leads you can use!