In today's turbulent business landscape, many companies may find it difficult, or even impossible, to sustain a fully-functioning marketing department. Whether it's budget restrictions or time constraints, when times are hard, marketing departments are often the first to get the chop! This isn't because the function is of little importance, but rather running a dedicated team at full capacity requires a large amount of resources, training and management time!
However, without this key function, many businesses struggle with continued success and long term growth... so what should you do?? This is where using an outsourced lead generation agency could be the solution! Agencies can provide various lead generation support, SDR (Sales Development Representative) resource and B2B telemarketing activities. They already have the skills and experience to expertly deliver B2B lead-generation campaigns.
So, once you've decided that outsourcing your B2B lead generation activities is the right solution for your business, the next step is deciding which agency is the right fit for your business requirements.
We've compiled a few questions to consider when deciding on the agency that’s right for you...
Firstly, due diligence is vital for selecting an agency that will deliver results in an honest and credible manner. Take a look at their credentials and validate them with any relevant bodies - for example, membership with the Direct Marketing Association (DMA) - in order to get an understanding of their reputation within the industry.
As a member of such associations, certain codes of conduct and best practices must be adhered to, so this will give you a good understanding of the agency’s integrity.
With so many agencies out there, it's crucial that you select one that has experience in your sector of business. Successful B2B lead generation campaigns for other companies within your sector, will go a long way towards putting management and staff at ease when it comes to working together. Not to mention, the more knowledge and experience that the agents have of your industry, the more likely it is your campaign will hit the ground running. Request testimonials, case studies and examples of similar previous campaigns that they have carried out. A reputable agency will be more than happy to share this information and proud to show what they can do!
When we talk about lead generation, there are many terms that are widely used, but be aware that agencies may have varying definitions of these. Therefore, it is important to ensure that you are on the same page when it comes to defining terms such as prospects, leads and qualified leads, to make sure that they are delivering to your requirements.
When it comes to metrics, it's crucial to make sure that the agency is measuring against tangible results. Don't allow yourself to be overwhelmed by data and metrics that are meaningless to your overall goal. Instead insist on results being delivered and recorded in the way that you deem suitable in order to prove ROI (Return On Investment) for your business.
In summary, when looking to outsource your B2B lead generation activities, take time to look around and talk to a variety of agencies before making your decision. Don't be afraid to ask many questions and request evidence of their work - if the agency is the right one for you then they will be happy to provide all of the details you need!
At GCL, we are a B2B sales & marketing services provider specialising in Lead Generation through telemarketing, data and research. We have 35 years of experience in providing intelligent, unscripted demand generation services.
If you would like to talk to us about your lead generation requirements, please feel free to contact us on 0121 452 2020 or email us at info@gclb2b.com.