Should You Hire A B2B Lead Generation Company?

Your business might be doing well and you’ve got a loyal customer base and a steady stream of income. 

The question is - what’s next?

Well, you could expand your business even further by scaling up and getting more leads. You can go down the traditional path by trying some B2B lead generation strategies, or if you want to avoid the hassle, you can work with B2B lead generation companies.

These companies can find leads for your business and pass them on to you so you can focus on nurturing the leads instead of generating them

Let’s take a look at B2B lead generation companies in a little more detail and see if they’re a good choice for your business.

What Are B2B Lead Generation Companies And What Do They Do?

Since businesses need a healthy amount of new leads, companies doing lead generation collect consumer data and segregate it by demographics and sell the data to businesses.

B2B lead generation companies may charge their clients per lead or charge a monthly fee. 

The price of admission is usually worth it since you’re not only getting customer information, you’re getting a comprehensive suite of services that can help your business grow. This is what your business receives by signing up with a lead generation company:

1. Data compilation

You receive new business and customer information that is sorted according to various criteria. 

2. Campaign and creation

B2B lead generation companies create targeted campaigns that generate leads. By leveraging these inbound campaigns, your business can unlock and discover new opportunities.

3. Lead signup

By leveraging contact forms on their own website, these companies gather leads. Since they’ve been in the business for so long, they have a reach that they’ll utilize to connect you with your perfect target audience.

4. Lead nurturing

These companies sometimes also nurture leads and they accomplish that by identifying potential customers most likely to convert.

5. CRM integration

You also get all these leads integrated into the CRM software you use in your company.

6. Account management

You don’t need to worry about managing leads as B2B lead generation companies also set appointments and filter the leads themselves.

Benefits Of Working With These Companies

Large companies can hire dedicated lead generation and sales teams which is not an option available for many small businesses. With B2B lead generation companies, even small businesses may generate leads like their bigger counterparts do.

Some of the benefits of working with lead generation companies include:

1. Quick high-level results

Lead generation companies are result-oriented and aren’t bogged down by the day-to-day tasks of your company. Their main goal is accomplishing goals which is how they demonstrate their own worth. 

This means you can expect high-level results while being free to focus on revenue-generating objectives.

While it’s completely possible to teach your team how to generate leads, even so, that would require a lot of time and effort. Sometimes, you just cannot wait for your team to catch up, especially if you’re launching a new product or a service.

By hiring a company, you can outsource this aspect of your business and get sales right away. 

2. A higher number of qualified leads

Not all leads are the same. In fact, you’d get a better ROI with fewer highly-qualified leads than a bunch of lukewarm followers. This is why lead generation companies are focusing on bringing you more marketing-qualified leads (MQL) which are more likely to convert into customers.

3. Campaign monitoring 

Lead generation companies usually leverage specialized technology for accurate monitoring and analysis of their lead campaigns.

Since they’re professionals, they never start promotions blind. They constantly monitor results to determine what strategy works best. This is why they can help you determine the exact stage of the marketing funnel that’s yielding the most leads.

4. Low cost per lead

Businesses in crowded vertical industries such as the SaaS industry depend purely on lead generation to gain new clients. Unfortunately, traditional advertising is too costly and its results are hit-or-miss. 

Working with a B2B lead generation, on the other hand, you can directly turn your budget into targeted leads at a fraction of the cost of traditional advertising.

5. Grow in new markets faster

Expanding to new markets is a major step for most companies. The problem is that it can be challenging to enter new and unfamiliar waters. By working with a company that generates leads and is familiar with your new target market, you can penetrate that territory sooner and yield faster results.

How To Choose A Company?

When looking for a B2B lead generation company, there are multiple details to look for while completing your evaluation. 

You should check their data compliance practices first. Since accurate sales data is the main priority during lead generation, you want to make sure you’re not losing money by trying to convert leads unsuitable for your offering.

Next, ask them where they source their leads and how often they are updating their contact database. Check if their data is usable, i.e. is it customizable? This means that the data they provide can be filtered and segmented. If not, you won't be able to reach your target audience. 

Don’t forget to inquire about their ownership policy since some companies simply rent their databases, meaning you’ll lose access to the leads after the rental period is through.

It’s also important to find B2B lead generation companies that can find global leads. Even if you’re only focusing on a specific geographic area at the moment, maybe you’ll want to expand in the future. This is why you should ensure that the company you’re working with can scale to meet the demands of your growth.

Lastly, check the pricing, especially if they provide you with a custom solution. You have to ensure the price is adjusted accordingly and provides competitive value. This is to avoid paying for invalid leads or lead lists created for different clients.

Don’t Fret About It

Gaining access to qualified leads is one of the most important signifiers of success for many organizations. In other words, the result of your lead generation campaigns makes a difference between stagnation and growth.

With B2B lead generation companies you ensure that this crucial aspect is in good hands and that the strategies they provide will yield favorable results. The best thing is, you won’t be wasting any time trying to track down those leads.

You will be able to focus on tasks that matter, while you won’t have to fret whether you’ll have anyone to sell your offering to - a winning position if you ask us.