sales lead qualification

Sales Lead Qualification, have you outsourced it yet?

B2B selling is a long process. Converting an MQL into a SQL is regarded as one of the most challenging aspects of Sales and the most frequent hurdle to expand a company by increasing sales.

Outsourcing the sales lead qualification process can significantly boost your sales pipeline and be more affordable.

Statistics show that “71% of buyers who agree to meetings want to speak with sellers as soon as possible in the purchasing process”

Let us first understand what Sales Lead qualification means –

As per Gartner, A sales-qualified lead (SQL) is a prospective customer who has moved through the sales pipeline – from a marketing-qualified lead through a sales-accepted lead – to a position where the sales team can now work on converting them into an active customer.

Sales lead qualification is a Pre-sale strategy to bring in new prospects by knowing the who, why, and for what we are calling for to earn their interest. The sales lead qualifying process aims to schedule meetings with sales representatives, to provide a more thorough sales pitch over the phone, or to seal a contract. As a result, your sales force may focus its attention on the list of Sales qualified leads to deliver more closure of deals.

Let us look at 5 factors that must influence you to consider outsourcing the B2B sales lead qualification process

The CRM data are in lumpy batches and inaccurate

Nothing is worse than attempting to convert leads using poor sales intelligence. According to the report, 40 percent of all B2B leads have poor data quality problems, including blank form fields, errors, out-of-date information, and other problems. Keeping your company’s CRM data updated is essential because it decreases errors and increases income. Knowing your customers well will assist you as a business owner to understand what interests them and what services you can offer to benefit them. The sales team will be able to tailor their approach and address the wants and objectives of prospects if they have the appropriate Sales lead qualified list at their access. Through a stringent Q&A procedure and adherence to targeting criteria, reputable sales lead qualification outsourcing partners to ensure error-free data by qualifying the leads. Otherwise, the time is wasted. By Outsourcing to a top-performing firm like VAST TEC the lead quality can be verified and further qualified to help your sales team focus on closing more deals.

Inhouse Sales team has numerous “High priority” tasks

Even if your in-house sales team is fully staffed, that doesn’t guarantee you have the resources available to give your leads the prompt attention they require. Setting appointments to  the Account executives for further process in sales cycle and  close deals by qualifying a lead as a SQL requires regular follow-ups and providing clients with all the necessary information. Since the day is limited in time, by outsourcing the Sales Lead qualification process, one can unload the time-sensitive heavy lifting and give your inhouse team a more manageable and qualified list of prospects, who are worth the time and effort which in turn results in higher sales and conversion rates.

“High Volume” Top-of-the-funnel leads are generated

There is no greater satisfaction for a marketer than seeing a larger audience attracted to their campaign. Although it seems like a tremendous victory, converting them into potential customers is the true prize. It is a nice to have problem when the campaign outperforms expectations and generates a significant number of top-of-the-funnel leads. It’s possible that you don’t have a large enough marketing team to maintain Marketing qualified leads (MQL) coming in. Or if you have many MQLs but no internal team to sort through them, making the main team waste countless hours. As a result, your core team spends numerous hours pursuing worthless leads. The best answer is to outsource lead qualification since it allows you to expand quickly to meet the issue, keeping the internal team’s attention on the qualified list of leads and moving them towards the desired target to win more deals.

The Sales pipeline lacks consistency

Your internal sales team will always prioritize closing sales leads if they are responsible for both setting up meetings and closing more deals. Which implies that the pipeline is always changing. In the alternative, the internal sales team would invest half of their time and effort in setting up meetings and only half in closing deals. According to CSO Insights, sales representatives spend about 20% of their time creating sales leads, which is unquestionably a waste of their true expertise and valuable time. By outsourcing the lead qualification process you may have a stable sales pipeline, a steady flow of incoming leads, and efficient use of your internal sales resources.

Shortage of resources to complete the sales cycle

If there is a backlog in your sales funnel, that is another indication that you should outsource your lead qualification process. Perhaps your sales team is losing leads because they can’t keep up with them, but you don’t currently have the funding to hire a new employee. Or perhaps your business is expanding quickly, and you can’t train your new hires quickly enough to keep up with demand. A developing business may need to outsource lead qualification to free up the sales rep closing deals to pay attention to the qualified list. Small-business owners and entrepreneurs with tighter budgets frequently believe they cannot compete with the bigger names in their industry. But if you plan your resources wisely and choose the right outsourcing partner for your lead qualification/meeting bookings, you can compete with businesses considered as industry leaders.

Thus, as it is clear in the above lines B2B sales strategy will certainly benefit outsourced Sales lead qualification process since they can prospect, nurture, and schedule sales meetings with leads who are good fits for your business.

Your in-house sales team will have more time to engage potential customers. They have more chances to learn about and connect with the prospect as a result, which should help them close more deals.

By outsourcing lead qualification services, you can allow your internal team to focus on existing client satisfaction. Long-term customers can be contacted to find out what the company does well and where there is room for improvement. This will increase your present client’s contentment. However, regardless of how big or medium-sized or even a start-up your business is, it can significantly boost the performance of your company.

By partnering with an outsourcing firm like VAST TEC who specializes in lead generation and lead qualification your business can have better and faster outreach and which can drastically boost sales. We at VAST TEC tailor our offerings to fit your business needs which in turn helps to convert more leads into opportunities.

Are you planning to get your Sales lead qualification outsourced?