Lead generation is one of the most important aspects of your organisation’s sales process and is one that we are seeing outsourced more and more. Given its importance and this shift in execution strategy, it is vital that your business makes the right choice when it comes to choosing a partner in this journey. When it comes to Business Process Outsourcing (BPO), and more specifically lead generation services, the Philippines continues to establish itself as the clear and obvious choice.
“According to Jumplead.com, 61% of B2B marketers think that generating quality leads is one of their biggest challenges. We must emphasise quality, as it is a clear distinction in the world of sales. Anyone who has worked in sales or marketing knows that not all leads are created equal—unqualified leads are easy to generate and worthless,” says Ralf Ellspermann, CEO of PITON-Global, an award-winning lead generation provider in the Philippines.
“Qualified lead generation is a tougher task that requires both experience and skill. This is one of the ways that the Philippines has continued to prove its worth and become the go-to outsourcing hub. With twenty years of experience and the commitment to excellence, companies here partner with you to focus on quality lead generation as opposed to just being a cheap alternative,” he adds.
Creating marketing to obtain qualified leads matters to everyone involved in your sales process, and spending money on useless leads is not worth your time. This means that simply finding a lead and adding it to your CRM does necessarily make it a useful lead.
So, how do you know if a lead is worth your sales team’s time? You have to talk to the person. We have seen the sales profession evolve, become more efficient, and become more technologically driven. That said, there is still no substitute for the good old-fashioned cold call. Talking to a prospect and qualifying them is still the most effective way to verify a lead.
The three primary ways we generate leads nowadays are online ads, email and social media marketing. These give you a good prospect pool. You can then reach out to them to qualify them before your sales team spends their valuable time pursuing these leads.
The case for outsourcing your lead generation stems from looking to specialise your sales force for optimal efficiency. Simply put, you want to let your lead generation team focus on qualifying leads and let your sales team focus on selling, and more importantly, on closing new business.
“Lead generation is essentially a numbers game and a high-volume sales activity,” says Ellspermann.
Yes, it has become a very skilled and strategic role, but the more volume here the better. Using a call centre in the Philippines with an experienced team of lead generation experts will save you money and help you drive revenue.
Again, the expertise of the Philippine BPO industry makes it the leading candidate in your B2B search. First, they have the expertise and experience to keep delivering. Second, they have the infrastructure to handle the high-volume demand for this business need. Given the local support of the BPO industry, the Southeast Asian nation provides both the power grid and state-of-the-art facilities that are required to prospect continuously and then make the cold calls to create qualified leads. There simply are no other countries that can provide this service at this cost.
If generating leads is so darn important, then why aren’t companies more focused on creating the best ones that they can? There are two major hurdles here. One is having the staff to meet the demands of quality lead generation. Two, given the staffing demands and the time needed for this higher-quality strategy, a lot of companies do not have the budget for it. As you can imagine, this again makes outsourcing the logical choice.
Okay, you get the picture here, but let’s just take a second to recap.
- You and your sales team need qualified leads.
- Qualified leads are costly and more time-consuming.
- This means that outsourcing becomes the logical choice to save money and still achieve good results.
- You need to be selective in your partnership choice, as you cannot lose quality when moving to outsourcing
“You are looking for a marriage between cost savings and quality. For this, you need to turn to the Philippines. The Philippine BPO industry has the tenacity, skills, and experience that you need to turn your lead generation programme into a competitive advantage. This partnership will allow you to outsmart and out-earn your competitors”, says Ellspermann.