6 Steps to Choosing a Professional B2B Sales Lead Generation Company
Your sales force should be focused on sales – not on making cold calls in an attempt to track down a nebulous sales lead. It is possible to improve your business-to-business (B2B) marketing and your company branding, while allowing your sales staff to focus on pre-screened, well-qualified leads. A lead generation company will focus on one thing only: providing leads. This in turn, allows your sales force to also focus on one thing only: closing the deal! The next step in the process is an important one.
Choosing a Professional B2B Sales Lead Generation Company
- Brainstorm: Meet with your marketing and sales teams to determine what services they would like. Then, prioritize which services are “necessary” and which are “would be nice to have” items.
- Referrals: Ask your colleagues, your business contacts, your partners and your vendors about lead generation experiences they have had. Who do they recommend? What worked for them, and what didn’t work?
- Research: Find out what services are available. Determine what you need and what you will pay for these services. Do additional research on the internet. Look for B2B Sales Lead Generation companies with published articles or blogs. Are the publication dates recent? Is this company keeping up with the newest trends?
- Interview: Once you have created a list of possible B2B Sales Lead Generation companies, contact each one personally. How professional was their response? How promptly did the proper person “get back to you?” Ask each company to tell you what makes them better than the competition. Ask what, specifically, they specialize in. Are they asking you questions in order to better serve your needs? How comfortable are you talking with the person on the other end of the phone?
- 2nd Interview: Whittle your list down to a few potentials. Send each company a Request for Proposal (RFP) that includes questions pinpointing:
- The training they will provide to agents working on your lead generation program;
- The technology they will be using;
- How data will be collected, shared and stored;
- The company’s experience in targeting your specific market;
- Find out the Call Associate’s experience who would be calling on behalf of your company and their average time of employment;
- How they measure the success of both your B2B Sales Lead Generation program and their Call Associates;
- The company’s quality control guidelines:
Qualified to Buy the Product/Service
Stated Interest and Need
Qualifying Questions Answered
Request Appointment Twice
Contact Information Updated:
Company – Name - Title – Address – Email – Phone - Their recommendations to fit your specific needs.
Choose: There are many B2B Sales Lead Generation businesses operating in today’s market, with more appearing daily. You need a company which meets, and exceeds, all of the above requirements. Let the experts at Evoke Marketing and Sales help you improve your B2B branding and marketing through Professional B2B Sales Lead Generation. Evoke WILL provide your sales team with qualified leads and appointments so they can do what they love to do: SELL!