Many B2B marketers place lead generation at the forefront of their content marketing endeavors. But what if your organization does not have the right resources to make lead generation a top priority? In such a scenario, considering an alternative approach – B2B lead generation outsourcing – is a practical and sensible option.
In fact, only 46% of marketers are equipped with well-structured lead management strategies. And they witness their sales teams following up on over 75% of generated leads. Such figures raise a red flag. After all, incomplete commitment often translates to suboptimal results for your business.
Herein lies the compelling proposition of B2B lead generation outsourcing. It involves a dedicated team employing a laser-focused lead generation process that delivers quick wins. These wins, in turn, set the stage for substantial and rapid growth in your lead pool.
Intriguingly, research indicates that an outsourced B2B lead generation department can yield up to 43% better results than in-house efforts. Therefore, outsourcing lead generation ensures your company experiences tangible and sustainable growth.
Now that you know why partnering with a B2B lead generation outsourcing agency is essential, let’s discuss the process of making the right choice for your company.
To ensure the success of your lead generation strategy and make the most of your investment, you must ensure your agency possesses specific characteristics. Here are five critical elements to consider:
Your agency MUST demonstrate expertise and a deep understanding of channel specific sales lead generation. It must also know the specific channels relevant to your business. Otherwise, their capacity to acquire leads in your niche will be limited.
Hence, check if your partner:
This distinction is essential since different industries and channels have unique lead gen challenges and nuances.
Example 1
For instance, you may own a finance sector and looking to acquire business leads. You'll need a lead generation agency well-versed in the intricacies of the financial sector.
Finance is heavily regulated. Hence, some acquisition channels may be restricted due to compliance requirements. Specific financial platforms may disallow certain advertising practices.
To succeed in this space, the agency must be familiar with these regulations and have expertise in effectively communicating industry-specific terminology.
Furthermore, gaining access to decision-makers within large financial institutions can be a formidable challenge.
Example 2
In contrast, the e-commerce industry is characterized by rapid changes and trends. A lead generation agency must be agile in its approach. This agility allows them to capitalize on various engagement methods and adapt to the e-commerce ecosystem.
Furthermore, e-commerce companies vary in size, ranging from small startups to established giants. Understanding these nuances and being capable of engaging with diverse stakeholders is crucial for success in this sector.
Moreover, it's essential to recognize that even within one channel, such as cold calls, the effectiveness can differ across industries. For instance, when making cold calls to technology startups, you may find a higher receptiveness than approaching financial institutions.
Gauge the extent to which your outsourced B2B lead generation vendor is forthcoming about their methodologies and strategies. Check if they can:
This aspect of transparency also relates to the depth of knowledge and insights they are willing to impart. Seek tips, templates, screenshots, videos, or any other content showing their willingness to share their operational processes.
NOTE: The most successful B2B lead generation outsourcing companies do not solely focus on delivering exceptional services. They also strongly emphasize educating potential clients, equipping them with the knowledge and tools required to enhance their sales.
Credibility is rooted in references. Does the agency under your scrutiny possess a portfolio of commendable references? To validate the authenticity of testimonials, explore independent review platforms like Trustpilot, G2, or Yelp.
Furthermore, explore the agency's collection of case studies. Check if these case studies go beyond mere results and provide actionable insights like:
For instance: Check out the achievement narrative of one of Revnew’s clients – a course creation company – to witness these fundamental elements in practical use.
While selecting an outsourced B2B lead generation agency, you MUST assess its team dynamics. You select the company, but ultimately, you'll collaborate with the individuals within that organization. Their mindset, values, and principles define whether your partnership will result in mutual success or potential shortcomings.
To assess this aspect, we advise that you inquire about the individuals who will be directly involved in your project. Consider the following details about the agency's team members:
Another critical facet to consider is how these team members approach their daily duties.
For instance, let’s say your company operates in a highly competitive market. Here, rapid responses to customer inquiries are essential. How comfortable would you be with a service provider who consistently delays addressing your urgent requests?
On the flip side, suppose a service provider promptly attends to your needs. Then, it's a strong indicator that they are well-equipped to meet the expectations of your clientele.
You must measure the value you're obtaining from your investments to assess the efficiency of your expenditures. One of the essential metrics for this evaluation is your ROMI. In its simplest form, you can calculate it with the following formula:
ROMI = (Revenue - Marketing Cost) / Marketing Cost * 100
Consider a scenario where your company invests in a marketing campaign with a total cost of $20,000 over the course of a year. This campaign led to 500 new customers and generated $100,000 in revenue.
To compute your ROMI:
In this instance, your ROMI stands at 400%, indicating a solid return on your marketing investment. Generally, when your ROMI exceeds 100%, your marketing endeavors yield substantial value.
PRO TIP: It’s a red flag if the outsourced B2B lead generation agency has all your initial information. However, it struggles to calculate and commit to measurable Key Performance Indicators (KPIs). ROMI is about prediction, not guesswork. Hence, you must scrutinize the guarantees they can offer and how effectively they fulfill those commitments.
Now, you’re equipped with the criteria for identifying an exceptional B2B lead generation outsourcing company. Next, it's time to put your knowledge into action and commence the search for reliable partners.
PRO TIP: We recommend considering approximately three agencies and gathering comprehensive information about each to make an informed and judicious decision.
Once you've assembled potential lead generation outsourcing partners, it's time to separate the wheat from the chaff. To better understand what your future collaboration might entail, pose these essential questions:
Remember, while these questions are valuable, how they interact with you is equally important. Are they adaptable, open to discussions, and responsive to your specific needs and concerns?
If you're new to the world of outsourcing lead generation, you should steer clear of some common missteps. Here are five mistakes you should be vigilant about:
Just because you connect with the initial sales representative doesn't guarantee a seamless relationship with the entire team. Familiarizing yourself with all team members is critical to ensure a productive collaboration.
Failing to establish well-defined goals with your outsourced B2B lead generation partner can lead to misalignment and disappointment.
Therefore, outline your expectations, target metrics, and the specific outcomes you aim to achieve from the partnership. Its clarity ensures both parties are on the same page and working toward a common purpose.
Failing to periodically assess and review the performance of your outsourced lead generation partner can be a costly oversight.
Regular evaluation allows you to:
While understanding an agency's processes is vital, it's a mistake to prioritize them over tangible results. The quality and speed of testing hypotheses yielding positive outcomes are more significant.
A robust approach, thorough research, and well-structured playbooks are valuable, but they should ultimately lead to concrete results.
Relying solely on external tools and technology can leave an agency powerless when technical glitches occur. Opt for agencies with their proprietary technology; this way, they can at least estimate when issues might be resolved.
PRO TIP: Be cautious of companies that consistently promise future results without showcasing current successes. Actions speak louder than words, so it's wise to proceed carefully if they can't demonstrate tangible results today.
By now, you must have realized that any outsourced B2B lead generation agency cannot fulfill your needs. Here, Revnew surpasses ordinary lead generation services to turbocharge your sales pipelines.
Our B2B lead generation solutions have empowered numerous businesses to enhance their pool of qualified sales leads – while simultaneously reducing their cost per sale through:
Our unique approach, which blends technology with outbound sales development, is geared toward fostering sustained growth. Revnew is an ideal enterprise partner at any phase of the buyer's journey.
Choosing the right outsourced lead generation partner can significantly impact your sales and business success. Conversely, the wrong choice can result in financial losses and harm your reputation.
To maximize the benefits of working with a B2B lead generation outsourcing agency, evaluate and compare up to five potential partners. Examine their expertise, reviews, methodologies, and team interactions. Then, conduct interviews to find the best fit.
At Revnew, we prioritize predictable outcomes and transparent communication. Our approach employs industry specific lead generation best practices – a combination of artificial intelligence, technology, and human intelligence. So why the second thoughts? Get More Leads Now!