Lead generation is as essential as it is dull in the world of sales. Before we dive into the tedious and continual task of lead generation, it’s important to understand its power and its importance.
Sales in it of itself is a bit of cycle on repeat job. A well-managed pipeline is an efficient end to end process of constantly working leads through the funnel until they come out yes or no. Each step in this process is a crucial tiny puzzle piece to a much larger masterpiece.
In the simplest way possible, here’s how a sales pipeline works.
First, you identify potential clients in your target market. These potential customers are called prospects. You will check your you customer management system to make sure another salesperson has not already laid claim to them and then you generate a lead in your name.
Once you have created a new lead in your name you now need to qualify said lead. You’ll first want to do some research and figure out who the decision maker (DM) is. Identifying the proper DM is a key part of this process. Spinning your wheels with someone who has no power to make a deal is the death of salesperson. Figuring out who the DM is can be a tricky task. A simple rule to remember is if the person you are dealing with doesn’t have the power to say yes, then they don’t have the power to say no.
If you are lucky enough to make it this far, you’ll now need to qualify that they are in a market. Questions you’ll want to find answers to include, do they buy what you sell? What are the current issues they have with their current supplier? What are the terms with their current deal?
Now that you have qualified your prospect, and assuming that you have qualified them as an in the market prospect, you now will want to set a meeting. In this meeting, you will present to them your product or service.
After the presentation, you will enter a negotiation stage where you will work to agree to terms. At the end of this process, you will close out the opportunity as either a yes or no. And the process repeats.
Sales is not a high percentage game. For every opportunity you close, you will want to backload it with 10x opportunities. This simple equation creates the scenario that makes lead generation so crucial to salespeople.
This leads us to the second part of the original equation, the tedious nature of generating leads. It is more than anything a numbers game. The more opportunities a salesperson has to close, the more closes he or she will make.
This process requires a lot of elbow grease, hard work, and relentlessness. It doesn’t require a ton of skill, however.
This creates the opportunity to outsource this process. Like many business processes outsourcing tasks, the Philippines is the place to outsource this process to.
The Philippines provides an environment that has been perfecting the outsourcing game for over 20 years now. The country has built up the infrastructure and economy to support this growing industry as well as other benefits.
For western countries, the island nation that was once a US territory has a westernized culture and they speak a form of English that as mostly free of accent. This makes the Philippines an ideal place to outsource to because it comes with almost no communication issues. High-performance lead generation providers such as Piton-Global in Manila have been helping UK-based clients with their customer acquisition and retention outsourcing needs since 2001.
The infrastructure and skill set of the Philippines makes it an ideal place to outsource to, and lead generation is an incredibly ideal process to outsource. Sales is an increasingly specialized process where companies are breaking off different functions to different groups of people. The most efficient and cost-effective option for lead generation is to outsource to the Philippines.
