If you've ever worked in sales, you understand how important lead qualification
and targeting are.
Just because you can generate many prospects with the highest data quality, it doesn't mean that all of them can be turned into buying customers. It depends on the prospecting quality, the right product fit, and the adequate prospect to reach out to inside the company.
Prospects who are not interested in your product or brand, or who are merely looking for additional information without purchasing anything, are considered low-quality prospects - there is no motivation to do business with them.
Another sign of a bad lead is someone who has unrealistic expectations about pricing because they don't see or understand what difference the actual product or service can make for their business.
It's a waste of time to follow up on a weak lead.
And, if you're like the majority of SDRs, business owners, entrepreneurs, or pretty much anybody on the earth, your time is extremely valuable. You certainly don't want to get 45 minutes into a call just to realize that this lead is not a good fit, and have your Calendly filled with prospects that potentially don't fulfill the requirements of your ideal customer profile. Outsourced inside sales companies do the research and personalize your outreach
To generate high-quality leads it's important to do research on your target group. You want to find out what the pain points of your potential customers are and how your product or service can solve that pain. Outsourced inside sales companies can do this for you.
And go beyond finding out.
Because once the pain point is identified, the best outsourced SDRs focus their outreach to personalize it based on this pain point.
Personalization is key to increasing engagement rates and actually getting you a foot in the door to start a conversation that can lead to a sale. Even if it doesn't lead to a sale right away, this can be a relationship that an SDR will nurture, until it is the right time for the prospect to become a customer. Outsourced inside sales companies invest in high-quality, dynamic data, and tools
To do successful research, data and tools are needed. With a sales outsourcing company, you have a partner that understands the great importance of this aspect. They will have their own tools and AI, with tried and tested methodologies.
This can save you a lot of time, as they will focus only on already qualified leads. By the time the meeting gets to you, you know it will be a good call. Outsourced inside sales companies measure results
Everything in sales is about numbers, especially results. To keep their goals in mind, outsourced sales companies document every step, measure, change and results they achieve for their customers.
For lead generation
, aspects like "percentage of leads dropped" or "percentage of qualified leads" are essential to measuring the efficiency of the outreach strategy.
Other important aspects to measure are open rate, reply rate, and conversion rate to test the efficiency of the SDR. And an outsourced sales company will always make sure that this happens, as it is valuable information for them as well. Outsourced inside sales companies are already experienced
One of the most crucial points is expertise.
SDRs and BDRs from outsourced sales companies have a well-trained sense to take over the sales process of their customers, and already have messaging that works. They know their work and are good at it, and do not shy away from all of the steps of making a sales process function as it should.