Did you know that 85% of B2B marketers say lead generation is their most important content marketing goal? Lead generation is a vital component of marketing strategy, but it can be tricky to manage. There are plenty of advantages and disadvantages to outsourcing B2B lead generation, but if you’re a business owner or marketer, you first need to hone in on your company’s capabilities and determine gaps in your marketing strategy to see if outsourcing B2B lead generation is the right fit for you.
So, we want to help you figure this out! Keep reading to learn when your company should (or should not) consider outsourcing lead generation and some benefits of outsourcing lead generation that can help with the decision.
Related Post: 6 Questions To Ask B2B Lead Generation Companies
When Should Your Company Consider Outsourced B2B Lead Generation?
Your company doesn’t have the resources to devote a full team to lead generation.
Your team wants to focus its lead generation efforts on lower-funnel sales calls and closing deals - an outsourced agency can help with the cold calling and appointment setting to help your team spend time where it matters most.
Your team needs help managing the lead generation process. With an outsourced partner, your company has additional experts in their field and effective systems to help bring in more pre-qualified leads.
When Shouldn’t Your Company Outsource B2B Lead Generation?
Your company can commit a full team to lead generation. To be successful in B2B lead generation, your company should have a few employees that are dedicated to the process. Of course, that number varies with the size of your company and business goals.
Your company doesn’t have defined goals in the marketing strategy. If your team doesn’t know what the goals are for lead generation, how can you measure the success of an outsourced partner?
Your team doesn’t have a reliable process for qualifying leads. However, if your team isn’t sure about the process, you need to be open to an outsourced agency coming to help define that.
Learn More About In-House and Outsourced Lead Generation Here.
Benefit #1: Expertise
Around 63% of marketers struggle to get quality leads, but an outsourced lead generation agency can help alleviate the pressure of finding quality leads by doing the heavy lifting on the front end. B2B lead generation is complex and requires time and resources from your sales and marketing team, however, an outsourced partner gives your team the ability to focus on sales appointments, close sales quicker, and spend more time on other marketing goals.
Outsourced B2B lead generation agencies can determine the gaps that need to be filled in your marketing strategy, and they bring their expertise into the process to help optimize conversions and qualify more leads. After your company finds the right B2B lead generation agency, they will bring their experience, technology, and strategies to support marketing goals and improve ROI.
Client Success: How A Multi-Channel Lead Generation Partnership Led To A Five-Fold Increase in Leads
Benefit #2: Better Results
“An outsourced lead-generation department can bring up to 43% better results than an in-house one.”
85% of B2B marketers say lead generation is their most important content marketing goal, but what if your company can’t make it a top priority in the marketing strategy? An outsourced agency is filled with professionals that specialize in lead generation and are solely focused on your ideal audience. Your team is able to work with lead generation experts who are capable of uncovering your ideal prospects and supplying your team with best practices.
According to a study, only 46% of marketers with well-planned lead management strategies have sales teams who follow up on more than 75% of leads. Unfortunately, that is not enough commitment to get the best results for your business. However, an outsourced partner is filled with dedicated staff with a laser-focus qualification process to give your company quick wins which lead to rapid growth in leads.
Benefit #3: Saves Time
Did you know that the average time to start seeing results for most marketing strategies is about 6-9 months? Although outbound lead generation likely takes less time because of the quick personal connections a team makes, your agency needs to be well-prepared and trained to understand the time and effort it can take to nurture those leads. Overall, lead generation takes a significant amount of time to assess the target audience, create content, and promote and optimize the business. Outsourced agencies have the ability to devote their time and resources to executing your company’s goals and generating a healthier ROI. Through outsourced lead generation, your team is able to reduce wasted labor hours and focus more on the pre-qualified prospects that have been nurtured by the outsourced team.
Also, your company doesn’t have to worry about hiring and onboarding new agents because an outsourced partner manages the training and recruitment of their own team. Newcomers to outbound marketing take 3-6 months to adjust to all the tools and approaches. But an outsourced team of skilled experts can immediately start creating the most effective lead generation plan possible while giving your teams the ability to focus on closing sales.
Let’s learn about some tips to make your B2B sales team successful!
Benefit #4: Lower Costs
According to the International Organization for Standardization (ISO), outsourcing can help companies reduce an average of 15 percent of their costs. So, outsourced lead generation agencies not only save your team time, money, and resources but also generate the best employees for the job.
If your company decides to handle lead generation in-house, there are costs in the hiring and training of the team. While your company would have to spend additional time and money designing a hiring and training process for lead generation, an outsourced partner already has those programs and years of experience! Although there are many advantages to working with an outsourced partner that specializes in lead generation, cost reduction from saving time and getting better results can provide your company with a more favorable ROI.
Outsourced lead generation agencies can bring your company an experienced team to aid in facilitating processes, bringing in more qualified leads efficiently, and helping company ROI. But, while outsourced agencies have their advantages, there is no “one-size-fits-all” approach to lead generation. Your team needs to decide the best course of action for their marketing strategy and company objectives. Your company may want to test out in-house, outsourced, or possibly both so weigh out your options and come up with the best strategy for your business and your potential customers.
About Incept:
Incept uses a data-driven approach to help deliver the right message, using the right platform, to the right target, at the right time, helping to improve the outcome of interactions with leads and increase awareness and conversions that match our client’s needs.
Our B2B lead generation and appointment setting solution free you up from lead generation details so you can focus on what you do best. Our team works as an extension of yours, learning your business and delivering on-brand messaging to generate high-quality leads. Whether you need a fraction of a full-time employee or an entire team to help you grow, we’re here to cover the details so you can spend your time doing what you do best.