B2B Sales, Lead Generation and Marketing Blog

5 Important Questions to ask of Outsourced Lead Generation Companies

Posted by Vendere Team on Fri, Nov 5, 2010 @ 11:11 AM

5 O'ClockEvery business needs to generate sales leads. However, not all business are able (or willing) to do it themselves, based on size, cost, scope, etc. In which case, they may employ a lead generation company... and there are lots to choose from. 

B2B lead generation companies, like other outsourced functions, can increase your profits by a significant amount - but choose wisely. A poor choice could result in a heavy hit to the profit margins, so it is important to know what to look for when deciding on outsourced lead generation. 

Whether you do business with us or not, I’ve compiled some tips for choosing a good B2B lead generation company that can help you make the right choice the first time.

1. You are about to go into business with someone; make sure they’re a good fit for your sales model. 

First off, determine where your product sells best. If your product sells best online, then find a lead generation company that specializes in online marketing. If your product benefits the most from cold calls, then find a lead generation program that focuses on telemarketing. Whatever medium is best for your business, make sure the company you choose is experienced and skillful at handling it. These days, though, you can also find end-to-end solutions that manage most facets of sales and marketing.

2. Talk to their clients. 

Testimonials are a great source of knowledge. Get a list of clients from any potential lead generation companies and call some up. Ask them for overall impressions and whether or not they’d recommend them to you. This is also a good way to see if the lead generation company has experience with your field. If there isn’t a single company on the list of clients with your needs, then that’s a sign the company has no experience with your products.

3. Check their numbers. 

You are talking to people who make their living by convincing people to take sales appointments; this kind of activity is highly quantifiable. Make sure you keep that in mind when you are considering a lead generation company. Have them produce solid numbers for you detailing the number of leads they've generated for others, how many of those are qualified, and how many result in pipeline contribution. If the lead generation company hesitates or even refuses, find a different one.

4. Ask for a business proposal. 

Before agreeing to something, you need to be sure that the company truly understands your needs and is ready to handle your lead generation. A great way to determine this is by having them submit a comprehensive proposal to you. Go over it carefully to see if it shows they understand your needs and have a good plan for generating leads. 

5. Can they integrate their systems with yours? 

In order to increase effectiveness, it is important that, in addition to the human factor meshing well, the technology employed by the lead generation company can integrate with yours. It is a large detriment if your prospective company has to do an extra step or two to get you the information that you need. Vendere Partners can work within your CRM or ours and deliver data that is universal, whether you have salesforce.com or otherwise.

Finding the proper B2B lead generation company isn’t easy. It’s a big decision that should be researched thoroughly. Hopefully this advice makes the process easier for you.

Topics: appointment setting, sales, outsourcing

RFI tips for b2b lead generation appointment setting