For many lead generators, getting a prospect that is loved by the sales rep is already a noble pursuit. Compatibility between prospect and representative seem to be the decisive factor between a smooth, successful sales process and a department that’s viciously torn in two.
On the other hand, are the same lead generators really making a difference when they’re constantly called match like with like? Are different organizations completely defined by the common interests of just the salesperson in one and the single decision maker in the other?
What if they’re both just in the same comfort zone and aren’t really helping either organization as a whole?
It’s accepted as a common economic fact: demand is what ultimately determines the price of things. Oddly enough, this is not just a reality you’ll learn to appreciate in an elementary, highschool, or even a college classroom. It’s something everyone is bound to realize.
Therefore, if you’re still trying to generate IT leads via constant pricing wars, your expertise could very well be behind everyone else’s!
Outsourcing a process is often too oversimplified into an issue of big companies in developed nations exploiting the labor supply in companies found in the Third World. Not only is that misconception based on the worst of stereotypes (among which include South/Southeast Asian call center agents and Chinese sweatshops), it’s also a gross misrepresentation of real supply-demand problems regarding processes.
Here how it’s particularly problematic when you’re outsourcing lead generation.