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How to Choose the Best B2B Lead Generation Companies

Posted by Paul Patrizi on Mon, Jan 13, 2020 @ 03:04

This post is intended to provide insight as to the key considerations when outsourcing your B2B lead generation campaigns and what to look for in lead generation companies.

For B2B marketers, lead generation is a major issue as it is the life-blood for all B2B sales teams. Frustrated marketing teams struggle to deliver hyper-targeted prospects and engage new customers on multi-channel platforms. Tackling these digital marketing tactics is crucial for landing reliable leads, conversions and revenue.         Market One Internet Marketing

The overwhelming majority of B2B marketers we speak with say they are very dissatisfied with their B2B lead generation numbers?  So we hope this post will help guide your search for a successful lead generation company.

What Is a Lead Generation Company? (often misunderstood)

lead generation company handles all aspects of prospecting, qualifying leads, collecting contact data, lead tracking, communication, and digital strategy development.  The best lead generation companies are equipped to provide a multi-channel approach offering far more then call center services.

Top lead generation companies provide outbound contact center, digital marketing and traditional marketing communications. Additionally, they provide an innovative way to expand your customer base, increasing sales through target marketing. They also offer tracking, scoring and management of your leads.

They give you new ways of reaching your buyers and building trust. Lead generation services know how to capture and hold the interest of your target market. This boosts your productivity and enhances your brand’s value.

Top lead generation companies change the way businesses grow by giving them the most effective marketing solutions. They keep the lines of communication open between your buyers and your business.

The top 5 reasons to hire professional B2B lead generation companies:

1.   Save Money

Outsourcing your B2B lead generation is cost effective because you pay for real results. This saves money and time spent on hiring and training in-house marketing staff and managers. 

2.   Increase Your Time Management

By taking the time spent on calling, emailing and messaging prospects, your sales team can concentrate on closing more deals. The lead generation company does the time-consuming part of attracting targeted leads for your sales team.

3.   Acquire Higher Qualified Leads

By providing you with sales qualified leads, you get more conversions for your business. Lead generation companies provide sales-ready leads, making sure they’re ready to convert.

4.   Focus The Sales Team on Closing vs. Prospecting

Instead of spending valuable time searching for prospects, your sales team can use their skills closing deals. The lead generation service gives them the leads, and your sales reps close the deals.

Your team will also have more time to conduct promotions, sales events and follow up with leads.

5.   Accelerate Your Sales Team’s Momentum

Lead generation companies are experts at what they do. They’ll start collecting insightful information about your target audience right away. In the following days, you’ll see new qualified leads to grow your business.

Key Considerations When Searching for Lead Generation Companies

When you choose a lead generation service for your B2B business, make sure they’re willing to go the extra mile for you. Top services help your company grow not only with qualified leads, but with actionable business intelligence for future lead nurturing.

Look for the following qualities in lead generation companies:

  • Willingness to examine your value proposition
  • An ability to analyze your market, competitors, strengths, and weaknesses
  • Working with you to develop marketing strategies
  • Developing prospect personas
  • Using a multi-channel approach to networking, list building, and social media communication
  • Offering content syndication and promotion
  • Committed to contact an agreed number of prospects monthly
  • Can deliver leads in real-time
  • Offers a lead portal accessible by all stakeholders
  • Can qualify all your leads
  • Delivers high conversion rates
  • Offers customer support

What to Ask Lead Generation Companies About Their Services

When researching lead generation companies for your business, you should ask these questions before making your choice.

1.   Do You Focus on B2C or B2B Leads?

The strategies for attracting leads to B2C and B2B differ. It’s important to choose a company that caters to your business needs. You want to make sure they fit with your company’s vision and company culture.

2.    How Do You Structure Your Costs?

The cost of lead generation services varies greatly. Some require monthly retainers while others charge a flat hourly rate. It depends on the size of the company, the type of industry, the reputation and experience of the company and the services they provide.  Make sure you explore all of your pricing options.

3.   What Types of Services Do You Offer?

The best lead generation companies use a multi-channel approach but the difference is in the way they act on them. Find out the marketing approaches they use to ensure they fit in with your company goals.

Services lead generation companies should offer:

  • Outbound call center capabilities
  • Inbound internet marketing
  • Content marketing
  • Social media marketing
  • SEO optimization
  • Blog content
  • Website optimization
  • Email marketing
  • Cold calling
  • Pay-per-click
  • Lead nurturing
  • Traditional marketing communications

These are just a few of the question to ask lead generation companies. You can also ask how they qualify leads, if they offer a guarantee, and the type of technology they use.

For a no obligation consultation, contact us today at 1-216-250-3780 or email us at info@mktone.com.

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