One of the best ways to generate sales is through lead generation by telemarketing. This is a marketing process of searching for sales prospects who are interested in buying the products and/or services of a particular firm. Through cold-calling, these sales leads are screened to determine who among the list are deemed as qualified sales leads. They are the ones who have the budget, need, authority and time of buying. An appointment setter then schedules a meeting between the identified qualified sales lead and the sales representative of a company.

The above-mentioned scenario showcases the briefest lead generation picture- from prospecting to closing a sale. However, in actual sales process, it is not that simple neither that short. Despite these reasons, lead generation's charms in increasing sales have drove companies, small-scale or business giants, new or agelong, to continually sharpen their techniques instead of dropping it off. Needless to say, lead generation is a front liner in marketing strategies.

Everybody is in agreement that lead generation is a win-win situation, not only for the sellers but also for the buyers. True enough, prospects who have existing problems but do not know what is the right solution can be served by the product and service offerings of a particular company. This is also applicable to those who currently use unsatisfactory goods who wanted to change their subscription. In the firm's side, the traditional, exhaustive and costly door-to-door sales blabbering is a thing of the past. Since leads are the company's targeted audience, then it is easier, faster and cheaper to closed sales.

There is no denying that there is a great harvest waiting for a business entity when lead generation is used. Some of the myriad fruits that a company expects to reap are the following:

• Continuous generation of fresh sales leads while increasing customer retention in the sales pipeline
• Qualified appointments with the decision-makers
• Enhanced productivity of the sales people brought by an improved close percentage
• Minimize cost and at the same time increasing sales and revenue
• Shorter sales cycle

The greatest challenge in lead generation is the process itself. However, when a firm is armed with a competitive workforce, advance technology, airtight formulation and implementation of strategies, there could be less or no problem at all. When properly done, from teleprospecting to appointment setting, success is closer than ever.

Another key point that any company should take into consideration is the idea of outsourcing. Meaning to say, lead generation services are done by a telemarketing service provider. Why is there a need to do so? Generally, there are two broad reasons. First is the cost. When a business organization is assisted by a telemarketing firm, costs are reduced. This is because only a fixed payment, depending on the agreement, is outlaid. As opposed to outsourcing, heavy costs can be incurred if a company opt to build an in-house call center. Expenses including infrastructures, utilities, hiring, training and employing agents, overhead costs, are to be expected. The second one pertains to effectiveness. Most likely, telemarketing companies do have the skilled workers, the technological advancements and good management practices to effectively handle lead generation. On the other hand, a company's sales team has the benefit of time to concentrate on the core business.

So to speak, lead generation by telemarketing proves to be a sales and marketing powerhouse. The degree of success depends largely on the ability of a firm to choose the right decisions, the accurate plans and the most practical actions.

Author's Bio: 

Belinda Summers works as a professional consultant. She helps businesses increase their revenue by lead generation and appointment setting services through telemarketing. To know more about this visit: