7 Qualities to Look for in a Lead Generation Solution

Are you looking for ways to improve your lead generation strategy? Here are seven qualities you should look for in a lead generation solution that will take your leads through the entire sales funnel.

7 Qualities to Look for in a Lead Generation Solution

Are you looking for ways to improve your lead generation strategy? A HubSpot study states that the three main tools for generating leads for B2B companies include SEO, email marketing, and social media. The result is a much higher response rate, often five to ten times higher. One of my clients, who also created very high-quality lists, gets one response for every ten emails. The salesperson can then adapt their follow-ups based on the prospect's unique business and move on with the conversation.

They may exchange three or four emails back and forth about the potential customer's pain points before making a call. This strategy becomes a very predictable source of potential customers and ensures that the time spent creating lists is not wasted. We only send between one and three emails each month. While 85% of marketers agree that lead generation marketing is the most important element to have in their arsenal, only 42% of business owners have an active plan.

Whether you're looking for B2B lead generation tips, social media, or other lead generation ideas, here are seven qualities to look for in a lead generation solution that will take your leads through the entire sales funnel and take your business to the next level. The first quality to look for is an effective landing page. Notice that there is only one offer with several contrasting color CTA buttons, and there are no exit links anywhere on the page. Anything other than a page like this (like a home page) won't be persuasive enough to convince potential customers to perform. Unfortunately, too many advertisers are skipping the score and have low conversion rates, averaging less than five percent. The second quality to look for is social media engagement.

Around 75% of Pinterest users have bought something from a Pinterest link, or simply because they saw something attractive on the platform. People spend between five and six hours a day on social channels, giving business owners tons of opportunities to engage in lead generation marketing in groups, similar pages, or even direct messages. The third quality to look for is customer referrals. This is especially true in the B2B industry, since if you receive positive and authentic information from other organizations that use your service, they help eliminate any potential doubts that B2B buyers may have about investing money in a new company. The fourth quality to look for is unique offers. Don't be part of the 42% of business owners who don't have an active lead generation plan.

Unique offers, popular social channels, psychological persuasion, and more from the tips above can help you generate higher quality leads across your entire sales funnel. The fifth quality to look for is experience. If you're a B2B company with a more sophisticated process for managing your sales leads, you may need the highest level of experience, accuracy, and support you can get from top B2B account lead generation companies. The sixth quality to look for is industry knowledge. In addition to that, there are some important differences between B2C leads and B2B leads, so make sure that the company you're examining has experience handling the type of leads your business is based on. The seventh quality to look for is credentials. More generally speaking, it's a good idea to determine if your potential partner is the best fit for your company's style and culture.

Some companies go further and also offer services such as promoting events, creating content such as e-books, and setting up B2B appointments. You can set your own guidelines for this; one article suggests choosing staff with five or more years of sales experience and a program management team with more than ten years of experience managing sales leads. The company experience must also include every step of the sales cycle, including generating leads, qualifying leads, and closing sales. This is another place to put any type of visual credential or evidence of legitimacy. Anything that applies to the entire business and not just one service will work. This includes awards, certifications, qualifications and association memberships. At a time when the culture of cancellation is rampant, a simple mistake can increase your chances of generating leads in an instant.

Tracking techniques, including lead scoring, segmentation and list management, go a long way in acquiring quality leads. Finding the perfect marketing and lead generation agencies takes a little longer because this is potentially the B2B agency that will practically make your company win or fail. To help you get started, let's take a look at seven crucial questions to ask yourself when choosing a lead generation company. The more you modify and test each step of your inbound lead generation process, the more you'll improve lead quality and increase revenue. Rather than focusing on a wide audience and hoping to attract new customers like traditional lead generation methods do, account-based marketing (ABM) focuses on engaging different committees of buyers, influencers or decision makers within target business accounts (sales managers, marketing managers etc.). Lead ads are also a quick way to gather information from potential customers without them having to leave the platform. For the marketing and sales strategy of any successful company, having a strong lead generation capacity is the foundation that supports the entire funnel.

You can also do a lead generation analysis of your blog to find out which posts generate the most leads and then make sure that you regularly link your social media posts to them. To generate leads effectively an agency must have a certain degree of understanding of the industry they are in. B2B marketers say that 65% of their potential customers come from referrals; 38% from email; 33% come from search engine optimization (SEO). Lead generation marketing agencies have creative people and lead generation marketing specialists who work together as a team to come up with the best strategies for your business to thrive. In addition to that you can also consider using interactive questionnaires as a lead generation platform for your business.

Seth Munkberg
Seth Munkberg

Total social media nerd. Professional travel guru. Hipster-friendly tvaholic. Lifelong music specialist. Typical thinker. Professional zombie geek.

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