Discovering an effective lead generation strategy is a challenging endeavor for every company striving to optimize sales. Internal B2B sales prospecting often proves to be a frustrating process for many businesses. That's precisely why we have lead gen consultants dedicated exclusively to prospecting and setting up meetings with potential buyers. In this article, we will delve into the responsibilities and significance of consultants in driving your sales and marketing operations forward.
Lead generation for life sciences: What do our Consultants do?
Our senior consultants possess specialized knowledge in the life sciences field and are entrusted with various lead generation tasks, including prospecting, qualifying, nurturing, and arranging sales appointments. Their primary objective is to engage with high-quality leads who align with your ideal customer profile (ICP) and guide them towards making purchasing decisions. While internal sales and account executives primarily concentrate on closing deals, consultants at Outbound Pharma operate externally from your organization, taking charge of reaching out to new leads and advancing them through the pre-sales funnel.
A consultant diligently compiles a meticulously researched report that identifies potential buyers your company aims to target. These professionals excel at employing cold emailing techniques to gather valuable information from prospects. While several qualifying metrics can demonstrate results, the most common key performance indicator (KPI) is the number of qualified leads identified and the quantity of meetings scheduled on a monthly basis.
Having a lead gen consultant as part of your team allows your entire sales team to stay focused on securing sales rather than being consumed by time-intensive tasks like lead generation and appointment setting. This grants your account executives the freedom to specialize in closing deals, while our consultants actively builds and nurtures your sales pipeline.
How lead gen consultants help you increase sales
When it comes down to it, the primary function of a lead generation consultant is to look for sales prospects and convert them into sales meetings. Once our consultant connect with qualified prospective businesses, he or she will introduce your company’s products or services. He/she will actively listen to a potential buyer’s wants, needs and pain points, budget etc. then relays that information to you.
In a nutshell, lead generation consultants are responsible for:
1. Lead Segmentation and Qualification
Will research and segment the market to identify prospects' wants and needs, which may be helpful as a starting point for meaningful conversations. He or she will also qualify leads so that your sales and account executives can conduct a sales meeting with a higher chance of converting.
2. Contacting Prospects
By knowing your buyer personas, consultants are able to contact prospects in a way that encourages them to respond. At Outbound Pharma, we contact prospects primarily through emails and/or phone calls. When used wisely, LinkedIn can also be a valuable resource for learning about decision-makers and introduce prospects to what your company has to offer.
3. Scheduling Sales Meetings
Consultants help you increase sales by scheduling high-quality meetings. They are well-prepared to address any questions and set the sales appointment with a member of your internal sales team.
4. Representing Your Company Positively
As the initial point of contact between a potential buyer and your company, it is crucial for the consultant to create an exceptional first impression. However, it's important to note that he or she does not represent your company directly. Despite this, they are still expected to maintain a high level of professionalism and portray a positive image on behalf of your organization.
Traits of a successful Partner Success Manager
Resilience
Pursuing leads requires significant effort and persistence. It is crucial to collaborate with someone who possesses the ability to consistently pursue leads, even in the face of multiple rejections. A lead generation consultant should exhibit exceptional resilience and maintain a positive attitude, even when progress seems slower than desired.
Ambition
Every successful consultant should be driven by ambition. Ambition entails going the extra mile to drive sales conversions, showcasing an unwavering dedication to your company's financial growth. An ambitious consultant will leave no stone unturned in their pursuit of substantial revenue.
Awareness
While resilience and ambition are vital attributes, consultants must also recognize when it is appropriate to step back. If a prospect is not yet ready, sometimes it is best to express gratitude and gracefully move on, without compromising your company's reputation.
Adaptability
Each prospect is unique, necessitating an adaptable approach. From body language to tone of voice, email content to formality, there are countless ways to tailor your messaging to suit a specific prospect. Adaptability allows decision-makers to feel more comfortable and approachable, making it a skill that can be honed and mastered.
Benefits of working with a Lead Generation Consultant
Finding leads is a task that many life science companies mistakenly assume to be tedious but straightforward. However, the reality is quite different. While sales and marketing representatives possess a deep understanding of the sales funnel's end stages, they often lack the expertise in sales prospecting.
In such cases, hiring an expert consultant to construct your sales pipeline can prove highly advantageous. He or she specializes in prospecting, qualifying, and nurturing leads, possessing the knowledge of what works and what doesn't in these crucial stages.
It is important to recognize that lead generation and sales are distinct activities. To enhance lead conversion rates, companies should consider separating their sales and development teams. This division enables each department to concentrate on their respective strengths, leading to more substantial and sustainable long-term outcomes. By allowing focused specialization, companies can maximize the potential of both teams, ultimately driving enhanced results.
While many companies like the idea of keeping their lead generation efforts in-house, this is usually not the most efficient way to grow your business.
By outsourcing to our consultants, you can enjoy the following benefits:
Cost Savings: Retaining top talent can be a costly endeavor. Our consultants help reduce expenses associated with training and retaining an in-house sales team. The money saved can be allocated towards other pressing business needs.
Time Efficiency: The process of recruiting, hiring, and training S&M employees is time-consuming. When done internally, it can potentially put important campaigns on hold. Lead Gen Consultants come already equipped with the necessary training, allowing your business to hit the ground running from week one. This saves valuable time and enables immediate productivity.
Expertise Acquisition: Our consultants are experts in their field. Once onboarded, they become a valuable source of knowledge and expertise for your organization. While you may have experienced sales executives within your team, consultants offer specialized life science expertise and they are constantly trained on the best practices in lead generation. This ensures that you can maximize the effectiveness of your business growth efforts.
Pipeline Growth: The true value of outsourced teams lies in their ability to excel at identifying prospects and converting them into leads, particularly when it comes to clients in the precontemplation stage. They possess a profound understanding of the most effective strategies for engaging with potential businesses and effectively pitching your products or services to those who may not yet be actively considering them. Leveraging this expertise empowers your company to expand its pipeline by precisely connecting with the right prospects at the right time.
Take Aways
Lead Generation Consultants play a crucial role in our client's lead generation efforts. By outsourcing to our consultants, you not only reap the benefits of cost savings and time efficiency, but you also gain access to specialized knowledge that fuels the growth of your sales pipeline and significantly enhances your overall business performance. Their expertise in engaging precontemplative prospects adds a valuable dimension to your sales efforts, increasing the likelihood of successful conversions and driving substantial business growth.
Outbound Pharma takes pride in our lead generation consultants. Their expertise and deep understanding of the life science industry contribute significantly to our success. If you require assistance with your outbound campaigns, we encourage you to reach out to us for further details on how to initiate the process. We are here to support you in achieving your goals!
