Sales is a large process made up of many smaller processes and one of those is lead generation. Lead generation itself is a multi-faceted task that has a mix of high-volume, low-skill and low-volume, high-skill strategies. And to be fair, there’s a wide range between those two extremes.
Ralf Ellspermann, CEO of PITON-Global, an award-winning call centre in the Philippines, says, “Lead generation is all about finding ways to fill up your sales pipeline. Lower funnel leads will take that more low-volume and high-skill approach whereas upper funnel leads will take that high-volume low-skill tact.”
“When you roll out a high-volume strategy for lead generation, the key will be driving activity. A healthy sales pipeline is the difference between being successful or not. Even if you have the most talented salespeople in your organisation, not having enough prospects in your pipeline will sink your ship,” Ellspermann adds.
Prospecting, another name for lead generation, has to be at the forefront of every salesperson’s mind. In a recent study posted by Hubspot, 40% of salespeople think that prospecting is the most challenging part of their job.
“Prospecting comes in many different forms but our focus here is on good old fashioned ‘smiling and dialing’. While other methods certainly have value, it’s hard to beat out the time-tested method of picking up the phone and calling leads to qualify them,” says Ellspermann.
Prospecting Through Call Centres
The advent of the internet rang in the age of information. There are millions of tools, platforms, and resources out there to help you create leads and make assumptions about them. For those who work in sales, you understand how even the best research can be misleading.
In sales, you are trying to determine who is the decision-maker at the company. Are they in the market? What is their budget? What are their pain points? The more of this information you have, the more qualified the lead is, and the more value it has to your business.
“Even with all of our technology and tools, the best way still to cut through straight to the answers, is through a conversation. The fastest and most effective way to do this is to make phone calls,” Ellspermann explains.
Call centres are divisions that focus on making as many calls as they possibly can each day. Their goal is to prospect quality leads and to disqualify bad leads. Both of these goals serve the bigger goal of improving the health of your sales pipeline.
The ideal person to carry out this task is experienced in the world of sales, motivated, and persistent. This combination of skills is often best found in outsource partners. When it comes to outsourcing business processes, no place does it better than the Philippines.
Moving Your Sales Organisation with Lead Generation Outsourcing to the Philippines
The Philippines is uniquely positioned to help your sales organisation with prospecting from a call centre. Companies there have spent more than two decades perfecting this practice and becoming a global leader. With English as one of their primary languages, a cultural affinity to the West, and infrastructure that is high-powered and reliable, lead generation companies in the Philippines have become an incredible partner for Australian SMEs.
In addition to this, the labour force is highly educated, skilled, and passionate. They bring this attitude to the workplace where they execute this prospecting strategy to help build up a healthy sales pipeline for your business.
“If we learned anything from the last year, it’s that nothing in the future is guaranteed. Businesses must take an approach of building a secure pipeline, sales operations, and cash flow to protect against the unpredictable future. Lead generation outsourcing to the Philippines is a great way to build a healthy pipeline while saving money and increasing your bottom line,” says Ellspermann.
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