More businesses today are working with B2B lead generation companies because they see the value in their sales team actually selling. In fact, one study found that sales representatives spend 73 percent more of their time selling when companies outsource their efforts to a mature lead generation company.
In the following article, we look at five reasons you should entrust the lead generation effort of your business to a B2B specialist. Let’s begin!
- They Create a Sales Pipeline
Before you can hit your sales targets, you need a working sales pipeline. A way of collecting user information so you know exactly the types of messaging to deliver depending on where the lead is in the buying process.
That can be difficult to do when you’re trying to focus on your business. B2B lead generation companies specialize in qualifying leads. They are able to tell your tire-kickers from the people ready to buy so you can personalize to meet the individual’s expectations.
- Allow You to Focus on Your Core Business Model
Hitting revenue goals means being able to improve your products and services. It means being the best at what you do so you can differentiate from the competition based on value and not price.
Running a sales pipeline is much more of a marketing game. It’s necessary to know your audience, but the mechanics involved in qualifying the lead is time you have to spend away from your competitive advantage over other companies.
Outsourcing to a B2B lead generation company helps you redirect your intellectual resources to the business itself. That gives you the freedom to do what you’re good at!
- Help You Strategize Through Social Media Channels
Every business plan today needs a social media strategy. While that’s not really your “job” or “expertise,” it’s something you have to get good at, because that’s where your customers are.
Still, it’s not your expertise, and, as we’ve established, any time away from your expertise is time not spent working on your business. B2B lead generation companies largely work with social media strategies.
They know the keywords to target, how your demos break down across every platform and the type of content that does best. They can ease the rigorous planning and execution needed to be successful on social media and drive many qualified leads in the process.
- Play Gatekeeper to Unqualified Leads
Any sales representative knows what a nightmare it is to end up with a call list of unqualified leads. Wasting half your day on people who aren’t looking for your product and can’t benefit from it can translate into thousands of dollars in lost revenues.
Another area where a B2B lead generation agency really helps is in keeping these unqualified leads from clogging up your funnel. They give you lists where your messages won’t fall on deaf ears.
- Demystify Cost Per Lead
One last part of lead qualification where a lead generation agency can help is in clearing up the mystery behind cost per lead. Agencies can help you track the expenses associated with turning a lead into a customer. They can also help you figure out, on average, what you’re spending per lead and whether the return on investment is worthwhile.
B2B Lead Generation Companies Let You Do What You Do Best
In the end, the best part of working with B2B lead generation companies is easing the burden of finding qualified leads. This enables your messaging to get through to the right people at the right time. For more marketing and business tips, check out some of our additional posts!