Many companies task their sales and marketing teams with generating new business. It’s a normal process and one that produces varying success.
The reality is most salespeople are generally very good at converting opportunities once interest is determined but they lack the drive and know-how to generate and identify effective new opportunities. Reasons for this vary, but many salespeople dislike ‘cold calling’ prospects and don’t have the patience or the systems to continually follow up decision makers in a way that is likely to generate interest.
For any organisation, it’s important to ensure you take a careful and systematic approach to lead generation. You need to ensure your team understands how to drive new business and they need the tools to track opportunities in a way that is likely to achieve the results required to sustain your company’s desired revenue growth.
It’s important to assess your lead generation activity constantly and determine whether or not the process you have in place is actually delivering what your team needs. It may seem that performing lead generation in-house is the most cost-effective way of bringing in new business opportunities. But you should also consider your company could benefit from using an organisation that specialises in lead generation activity and performs the function in a more considered and structured way.
Our environment, process, management and systems are all tailored to foster lead generation. Truly effective lead generation is extremely difficult for companies to replicate internally.
A Few Things to Consider
In-house lead generation teams often lack the appropriate structure to ensure activity meets the overall team requirements in a controlled way. To ensure the regular flow of high-quality leads, we have a management team who actively monitors and reviews the conversations our Account Managers have with potential prospects, ensuring all necessary information is available to complete daily tasks and the quality of information coming into and out of our team meets the specific requirements of your company.
It is essential to avoid the ‘burn-out’ that occurs when team members are required to perform a high churn rate of calls and sales pitches. Often in-house sales operations see high turnover of staff working in their lead generation functions, resulting in higher costs for recruiting, re-training, and the loss of intellectual property. We manage our staff extremely carefully with tailored work-flows and conditions to ensure this does not occur.
By training multiple Account Managers on our clients’ campaigns, we are able to utilise their calling hours effectively by having them call at peak times. This flexibility means we can also ramp up activity as required at short notice, adding as many Account Managers as necessary to ensure we meet your required volume of leads. Equally, our staff can be re-assigned to other client campaigns when we generate more leads than your team can handle.
Overall costs in both time and resources are significantly reduced for our clients, dispensing with the need for their budget to cover overheads, office space and management of in-house staff. The cost of your internal resources extend past straight hourly wages; and often your team can generate significantly more revenue if they are only tasked with engaging with highly qualified opportunities that are presented on a constant basis.
What is a Lead Generation Hour?
An hour of lead generation time is a little like a lawyer’s hour; it’s an actual hour of activity spent on your campaign requirements. Each hour worked by your account team includes activity generated and actions required. If we need to follow up a call, or send an email, this time is accounted for. All these shorter activities are aggregated into a total amount of time in hours.
A Breakdown of an Hour Includes:
- Hourly staff wage for formally qualified, campaign professionals
- Sophisticated calling and data capture technology
- Management support
- Costs including office, utilities, internet etc.
- IT infrastructure, including data backup and security to protect your intellectual property
Working with experienced sales professionals offers better opportunities. This increases your team’s potential sales and cuts down on wasted time with unqualified appointments
Why Choose Western Partners?
- Budget-friendly pricing
- Results-focused approach
- Flexible payment options
- Cancel anytime – no long-term commitment
- Free Consultation on the “Full Sales Cycle” – to help close deals faster.