TMCnews Featured Article

Lead generation is a critical piece of a repeatable sales process and it describes the generation of an interested buyer or inquiry into products or services of a business. Leads can be generated for a variety of purposes such as list building, list acquisition or for appointment setting and inside sales. There are many tactical methods for generating leads. Businesses strive to generate 'quality' leads, which are usually determined by the propensity of the inquirer to take the next action towards a purchase.

Alorica has provided lead generation services for businesses for 21 years. Its B2B inbound and outbound sales solutions are designed to help companies develop strong, profitable customer relationships while building brand awareness and expanding their market share. It delivers highly qualified business opportunities for either field or internal sales teams by focusing on inbound lead qualification, outbound teleprospecting and appointment-setting services. Alorica’s proprietary prospecting solutions nurture qualified leads, driving substantial and quantifiable increases in sales and marketing ROI.

The most effective lead generation systems apply the appropriately skilled agent to navigate the prospect universe in a systematic fashion to produce a predictable flow of qualified opportunities that drive company revenue by means of new customers.

The advantage of a correctly developed lead generation program is that you are able to allocate the right employee to the right job and effectively utilize the skill set they brought to the table. Lead generation agents makes cold calls, sales reps handle warms leads and customer service reps walk new customers through the set up of solutions. Poorly executed lead generation programs typically have these three types of employees attempting to do all three roles.

“There are no disadvantages to a correctly run lead generation campaign,” said Jeff Far, vice president of B2B Sales, Alorica, in a statement. “The biggest trend in lead generation is to leverage automated lead nurturing and scoring tools like Marketo and Eloqua (News - Alert). The challenge is, ‘When is the right time during the digital relationship to engage a telesprospecting agent to take lead into sales process?’”

Teleprospecting is now more critical than ever to build into your lead generation model. Many companies are outsourcing their lead generation programs in order to more effectively garner prospects.

According to Far, Alorica’s approach to B2B lead generation solves three of the major shortcomings driving failure into typical lead generation campaigns.

1. Focus: All of Alorica’s agents are dedicated to one program and have one job only—lead generation.
2. Career Pathing: Alorica is able to offer 10x the career opportunities for a successful agent driving down attrition.
3. Analytics: Because of multiple campaigns, Alorica is able to employ project specialists that are shared over multiple programs that someone running one internal program could never justify (i.e Q&A, data analyst, WFM specialist and HR specialist).

The business process outsourcing solutions provider is hosting a webinar, “7 Steps to Creating a Powerful Teleprospecting Engine,” on Tuesday, September 18 at 2 p.m. EDT. To register, click here.

Want to learn more about the latest in communications and technology? Then be sure to attend ITEXPO West 2012, taking place Oct. 2-5, in Austin, TX. Stay in touch with everything happening at ITEXPO (News - Alert). Follow us on Twitter.