When it comes to IT lead generation operations, there is always the question of whether you should scale up to capture a large piece of the IT market. While increasing the size of a business operation is good (in terms of sales funnel delivery, data collecting, and sales leads generation), there is also the risk of it slowing a company down, making it vulnerable to sudden changes in market trends and buyer preferences. That will require rapid decision-making and adaptation, something that smaller firms are able to do seamlessly. So, for the good your company’s appointment setting capabilities, should you scale up or remain small?
Adaptability is an important factor for a lot of companies. Considering the rapid changes in the market, you need to be ready to change tactics when previous market behavior changes. Small businesses can do that because sales managers or leaders are there on-site, getting the information first-hand, as well as compelled to decide fast. Larger businesses can do that by dividing their IT telemarketing department into smaller teams, with their managers given the power to decide on problems quickly. It would also help if performance is constantly monitored to ensure only qualified IT leads are generated during the sales campaign.
You can still go large in your IT lead generation campaign, without sacrificing the qualities that makes smaller companies better. Scaling up should not mean giving up of your strategies. You just have to make it better. That is the secret to success in business.