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If you’re like most B2B companies, you know that lead generation means the chance to continually expand your sales pipeline through methods that just don’t require extensive expenses or chance encounters. Instead, the process of lead generation means strong success in the world of digital marketing today.

Now more than ever before, B2B lead generation services are a part of that picture, with many companies spending up to 9% of their overall operating budget on the process as a whole. As those investment numbers continue to grow, the need to find the right service to meet your needs has become nothing short of a must. What does a good lead generation partner look like, though? How do you find the perfect team to meet your needs? This quick guide can help.

The Different Types of B2B Lead Generation Services

Lead generation services that specialize in B2B companies like yours all have one thing in common - they work to develop leads. They do this in a number of different ways, though.

Database and list providers specialize in acquiring and consolidating data from individuals and businesses offer compilations of potential customers for sale. These potential customers can be organized in numerous manners to offer tailored collections based on predetermined information. For instance, you can procure collections of business-to-business prospects categorized by industry, earnings, staff count, professional designation, geographic location, and so forth.

Certain providers possess their own databases containing business-to-business contacts, while others refine existing compilations. Some concentrate on particular domains like LinkedIn to obtain data. Additionally, some aggregators acquire lists and subsequently resell them.

Inbound lead generation providers focus on your site and social media presence. The goal here is to optimize your site’s pages, build the content you’re offering online, and enhance your current SEO strategy to help more people see what you have to offer and capture their information in the process.

Outbound lead generation companies are the final type of lead generation company you may want to consider. The goal is to push various messages to your potential customers through things like targeted emails, cold calls, and even direct mail.

Keep in mind that some companies may offer a full-service marketing experience that combines many of these services into one package for your company.

By choosing the right B2B lead generation service, businesses can improve their chances of success in the digital marketing world. By working with a team of experienced professionals, businesses can gain access to the latest lead-generation techniques and strategies. This can help businesses to generate more qualified leads and close more deals.

It Starts with the Right Questions

Once you’ve chosen the type of company you’d like to work with, the next step is to get to know each company a bit better. Asking the right questions can help. 

What Process Do You Use to Generate Leads? 

Gain a comprehensive understanding of the methodologies employed by your partners in lead generation. Verify that they possess a robust framework for familiarizing themselves with your business, conceptualizing lead generation campaigns, launching said campaigns, evaluating outcomes, and making necessary adjustments based on actual results. 

It is important to acknowledge that no lead generation company possesses a magical means of foreseeing the most effective messages, channels, and campaign formats. Exercise caution if a company claims to have a one-size-fits-all approach that guarantees success. 

It would be unrealistic for any company to promise specific outcomes right from the beginning, given the intricacies of B2B purchasing. Be sure, too, that you understand exactly what services they’re offering you. 

How Will You Communicate With Me? 

One of the earliest questions you should ask is how they’ll reach out to you and how you can get in touch with them if they have questions. You have a communication style and preference that works for you. Can they meet that? If so, that’s a strong indicator of how well they’ll be able to adapt to your needs in the future. 

What Experience Do You Have? 

The company you work with shouldn’t claim to know everything there is to know about the industry. Lead generation is continually developing at a fairly rapid pace, so while you want to know how long they’ve been working with B2B customers like you and how to handle all of the tasks you need to be accomplished, You want someone who will leverage their knowledge of the best lead generation techniques with a general sense of what’s happening in your industry to provide strong results. 

What Will My Timeline Look Like? 

In general, generating leads shouldn’t require a lot of time from the partner you select. For the most part, they’re going to be able to run and test the lead generation campaigns they create for your company within a matter of months. It can take some time to measure their progress, however. On the whole, they should be able to tell you within the first three months if their efforts are working. 

What Does My Package Include? 

It’s often going to be tough to do a side-by-side price comparison of the companies you’re considering. Instead, you should get a quote from each company with a breakdown of exactly what that quote includes. 

Remember that every vendor you’re considering should show services that meet your needs. If they can calculate a reasonable cost of acquisition for each lead through the services they provide, they may be a good choice for your company. 

How Will Success Be Measured? 

Top-notch lead generation firms prioritize measuring success based on outcomes rather than the actual number of leads they were able to generate for you. While someone might provide you with a million email addresses, it would be a waste of time to pursue unproductive leads if they fail to translate into actual sales. 

Let THAT Marketing Agency Help

If you’re looking for the ideal B2B process of lead generation and a partner who can help, contact us today. We offer B2B lead generation services and so much more. Reach out today and contact us to learn how we can help you get the qualified leads you need.