In-house or outsourcing your campaign
Which is best for you?
Although many companies find that outsourcing their lead generation function to a professional B2B telemarketing firm is more efficient and effective, some companies prefer to utilize in-house resources, and own the process themselves. At the same time, while in-house lead generation can be relatively inexpensive, building an effective in-house capability involves unique challenges. For example:
Did you know that fewer than 1.5% of applicants are actually qualified to do the professional B2B lead generation job, even if they’ve been effective in the field sales job? And identifying good candidates is virtually impossible unless you know what to look for. Turnover is high, and training and development programs designed for traditional consumer-oriented telemarketers are inappropriate, if not outright damaging, in B2B sales.
Likewise, if you want your salespeople to generate their own leads and appointments, they need to know what really works.
Market positioning and strategies that work in other media simply don’t work in the appointment-setting environment. If you’re going to get an appointment with a President or CEO, you should know what to say, and how to say it.