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Six Things You Need to Know When Outsourcing Your Sales Lead Generation

by: Admin on Date: Wed, 1 May 2013 Time: 1:48 PM

Before you decide on the company you're going to invest in for this very crucial task you need to give very serious consideration to the following:

Let's be honest. No one can truly guarantee results and predict outcomes. We recommend a trial campaign for accurate and profitable campaign planning and market benchmarking.

Call Centers are good for some campaigns. Your primary consideration should be how do you want your company represented…by poorly trained, high turnover, part-time college students or mature, business to business sales professionals solely dedicated to your campaign?

Pay per performance is a sure way to get low quality leads. While the risk factor may be appealing, it may end up costing you in the way your company is perceived. The best return on your investment is from marketing agents whose pay is based on quality not quantity. Avoid this option as there will be constant turnover, poor representation, and no business continuity.

Don’t get low balled. Many companies will give you very unrealistic expectations just to "hook" you in and get your money. You get what you pay for. As a rule of thumb, avoid companies who charge less than $25hr for services. These companies still have to make a profit. They hire low quality agents and a result it will be at your expense.

Choose a company who is honest in setting realistic expectations from the start.

There is nothing wrong with doing a small test, however avoid too small of a test or you will waste your money. Avoid any company that offers to do anything less than 40-50 calling hours. Less than this and its almost impossible to realistically assess if the program will work or not.

When you get right down to it…only three criteria really matter:

1. Performance
2. Professionalism
3. Return on investment

WARNING: if you want a full pipeline of hot sales leads or appointments carefully qualified to your specifications, then the following could be the most important information you'll ever read.

Here's why:

Your sales leads and appointments will convert to profits like never before and your pipeline will always be filled with prospects eager to buy.

Now, I know you're probably skeptical. That's normal and healthy. Let me give you three good reasons we can back up what we claim:

Three Reasons To Believe What I Say

Reason one: Grindstone, Inc. was founded in 2003 and managed by industry professionals with over forty years of successful business to business telemarketing experience and a solid understanding of what it takes to deliver "real", bottom line results to our clients.

Reason two: Our team of marketing agents are mature, experienced, successful business to business sales professionals with proven skills to get through the Gatekeeper and build rapport and trust with decision makers from "C" level down.

Reason three: Small businesses and big companies including American Express, Pitney Bowes, Zurich and NASA are enjoying results that have made us number one in client retention.

Here is a summary of the benefits you receive:

A sales pipeline full of carefully qualified leads
No more sales "peaks and valleys" - a very predictable, steady cash flow
Reduced hiring, training and management costs
A regular source of high quality leads is a great way to evaluate the performance of your sale team members
Your sales team's time is used presenting and closing - not prospecting
More presentations means more sales and more profits
Dramatically increased market penetration and discovery of new opportunities
Higher industry recognition and expanded markets
Collect competition and market data. Make intelligent marketing decisions and leap ahead of your competition
24/7 secure online access to real time performance and marketing data

Now, you're probably wondering how and why we can do all those things. Let me explain.

The Grindstone difference is our marketing agents. Our rigorous requirements, screening process and generous pay plan allows us to attract the best.

Our management relentlessly oversees each marketing agent's performance to be certain they are meeting or exceeding expectations.

We have created a team environment that, from top to bottom, is always looking for ways to improve our performance.

Our database can be customized to your specs to ask and gather the information you need and give it to you, real time in the form required.

Don't take my word for it. Here's what our customers say.

"We were apprehensive at first with this type of marketing. After some initial fine tuning, we were very happy with the results. Grindstone works with us closely to identify new markets and opportunities for revenue growth." - H. Bernstein, American Shows

"Grindstone shortened our sales cycle by quickly building up our sales pipeline with qualified leads. Our sales agents were able to spend more time closing sales and became more productive and motivated". - D. Bilbrey, DBC Systems

"We had shopped many companies before choosing Grindstone. We chose this company because of the high level of professionalism we experienced on the initial contact. Their management team gives valuable feedback and stays in constant communication with us. They have truly exceeded our expectations". J. Hamilton, EMsystems

Let's review what you need to consider before deciding on any sales lead generation company.

Let's be honest. No one can truly guarantee results and predict outcomes. We recommend a trial campaign for accurate and profitable campaign planning and market benchmarking.

Call Centers are good for some campaigns. Your primary consideration should be how do you want your company represented…by poorly trained, high turnover, part-time college students or mature, business to business sales professionals solely dedicated to your campaign?

Pay per performance is a sure way to get low quality leads. While the risk factor may be appealing, it may end up costing you in the way your company is perceived. The best return on your investment is from marketing agents whose pay is based on quality not quantity. Avoid this option as there will be constant turnover, poor representation, and no business continuity.

Don’t get low balled. Many companies will give you very unrealistic expectations just to "hook" you in and get your money. You get what you pay for. As a rule of thumb, avoid companies who charge less than $25hr for services. These companies still have to make a profit. They hire low quality agents and a result it will be at your expense.

Choose a company who is honest in setting realistic expectations from the start.

There is nothing wrong with doing a small test, however avoid too small of a test or you will waste your money. Avoid any company that offers to do anything less than 40-50 calling hours. Less than this and its almost impossible to realistically assess if the program will work or not.

When you get right down to it…only three criteria really matter:

1. Performance
2. Professionalism
3. Return on investment

In summary, here's what you get:

A full pipeline of quality sales leads qualified to your specifications.
Your sales team is super motivated by profitably presenting and closing to qualified prospects rather than prospecting.
Your company’s image, market penetration and message delivered by professionals.
Updated and cleaned database of prospects.
Unlimited scalability to expand your campaign quickly and react rapidly to market changes.
24/7 secure online access to real time performance and marketing data.
Quality control by an experienced management team.

Click below and...
...a business-to-business leads consultant will call to get a clear understanding of your requirements and expectations and put some numbers together with your help to see if working with us makes sense or not.

To your success,
Team Grindstone

About the Author

Grindstone’s Business Development Agents and Management team are among the best in the industry. Since 2003, many successful programs and revenue generating opportunities have been conducted. The ability to deliver quality results can be directly related to the representation on the phone. Our people do not view themselves as telemarketers, but rather business development experts who have made a career and living in this field. For more information contact Brian Parnell at info@grindstone.com or visit
www.grindstone.com

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