What do most business-to-business (B2B) companies have in common? A need to build strong sales relationships. Whether your organization sells insurance, janitorial services, technology, manufacturing equipment or offices supplies, it’s essential that your sales team create lasting connections with potential customers.
That’s where outbound calling plays a critical role.
Sales calls let your team engage with current and prospective customers. They’re one of the most effective methods for making potential buyers aware of your services, communicating the benefits of your solution and of course, for booking deals.
But, what happens when you don’t have the right internal resources for cold calling and lead generation?
How effective is your current B2B cold calling?
B2B businesses of all sizes struggle with cold calling and sales prospecting. A number of factors can impede success at outbound sales calling.
These can include:
- Limited capacity within the internal sales team
- Poor incentives or commission structure to motivate cold callers
- Lack of training on sales prospecting best practices
- Inadequate or outdated prospect lists
- Value propositions that miss the mark with potential buyers
Unfortunately, when one or more of these situations occurs, it can create a ripple effect across your entire B2B sales pipeline. That’s because cold calling is the engine that drives strong business development and lead generation. Without consistent and effective cold calling, fewer qualified leads enter your sales cycle. That means fewer decision-makers and opportunities to move forward.
Ultimately, without regular cold calling and sales prospecting, your revenue and sales goals may be in jeopardy.
Three benefits of outsourced B2B lead generation
Outsourcing your lead generation calling—also known as “cold calling”—ensures your B2B company stays on track. By working with a professional outsourced call center like Volkart May, you gain a dedicated team of business development specialists ready to support your goals.
Here are three important reasons for your B2B business to outsource cold calling:
1. Keep your sales pipeline full of qualified leads
Outsourcing guarantees there’s always a team of specialists making progress on your business development and lead generation needs. That ongoing and regular effort is vital, because it often takes multiple call attempts to reach a busy B2B decision-maker.
An outsourced team also excels at cold calling. Professional conversationalists like Volkart May’s B2B callers have the skills, personality and training to make cold calling a success. You benefit from a steady stream of qualified leads with your important B2B prospects and customers.
2. Focus internal sales reps on closing deals
At Volkart May, we believe your B2B sales team’s time is far better spent closing a sale than finding one. That’s why in our business model, we operate as an extension of your internal sales team. We do the legwork of calling target companies, identifying decision-makers, asking qualifying questions, and generating qualified leads.
Outsourcing your outbound calling increases your capacity and lets you scale easily. Your internal sales team stays focused on high-value activities like product demonstrations, contract negotiations and closing sales. It’s a win-win value proposition that’s kept us in business for more than 30 years.
3. Improve your ROI in sales and marketing
If you’ve never outsourced cold calling or B2B lead generation before, you might be anxious or skeptical. But, the numbers tell the story. Outsourced lead generation campaigns with Volkart May routinely return 10:1 ROI—even on the very first project. They’re a proven and cost-effective way for B2B companies of all sizes and industries to achieve your lead generation and sales goals.
Outsourcing saves time, effort and expense in a number of areas. There’s no need for your B2B company to recruit, hire, train and manage an inside sales team. There’s no overhead for equipment, sales managers or a sales facility. Best of all, you can scale up or down as your business needs dictate. Outsourced sales calling is flexible and impactful in B2B.