Finding software can be overwhelming. Software Advice has helped hundreds of businesses choose the right lead generation service provider to attract and convert prospects into customers.
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Thryv is an all-in-one business management solution designed to help small businesses with essential business functions. With Thryv, business owners can expand their online presence, improve any customer relationship, and streamli... Read more
Really Simple Systems CRM is a cloud-based customer relationship management (CRM) system designed for small and midsize organizations. The solution comes in both free and paid editions. The free edition offers only sales force aut... Read more
Boomtown provides marketing and sales automation solutions for the real estate industry. Through Boomtown, brokers can select and customize a lead generation website, track and nurture leads, and monitor team success and sales. Th... Read more
Snapchat is a social media platform that helps businesses of all sizes engage with targeted audiences based on locations, interests, behaviors and other attributes. It enables marketing agencies to create, manage and schedule adve... Read more
Accelo is a cloud-based Service Operations Automation (ServOps) solution that allows users to manage all client-related activities. This solution is suitable for businesses of all sizes across various industry verticals. Acce... Read more
ConvertKit is a cloud-based solution that enables businesses to streamline processes related to email marketing, online forms, landing pages, customer engagement and more. Professionals can utilize the platform to sort customers b... Read more
Novocall is a cloud-based marketing solution that enables businesses to streamline processes related to customer communications, lead generation, conversation tracking, client follow-ups and more. Customers can utilize the platfor... Read more
Claritysoft is a cloud-based customer relationship management (CRM) solution designed for midsize and large enterprise businesses. It offers sales automation, customer service and support, marketing automation and social CRM withi... Read more
Gold-Vision is a customer relationship management (CRM) solution that includes modules for sales, marketing, support, projects and events. Suitable for organizations of all sizes, it can be installed both on-premise and in the clo... Read more
Visitor Queue is a lead generation software that helps businesses identify names and contact details of website visitors using Google Analytics and IP reversal technology. The platform automatically captures details of customers s... Read more
800response is a lead generation solution that helps businesses of all sizes streamline operations across call monitoring, routing and tracking. It lets users set up geographic phone leads based on area codes, contact number excha... Read more
In today's rapidly changing business world, staying competitive requires agility and innovation. Regardless of what business you’re in, the secret to success is threefold: (1) converting prospects into customers, (2) turning custo... Read more
SoPro is a technology-enabled lead generation service that helps small to large businesses to identify and engage with qualified prospects. SoPro's experts target, research, and engage prospects on behalf of any sales team. Prospe... Read more
SalesOptimize is a cloud-based marketing intelligence solution, which helps businesses of all sizes manage prospects and identify market opportunities. The platform uses artificial intelligence (AI) technology to assist organizati... Read more
ConvertFlow is an all-in-one platform for converting website visitors. Launch and A/B test landing pages, multi-step popups, sticky bars, quizzes, surveys, site messages, and forms - without coding or developers. Show the rig... Read more
Soffront CRM is an on-premise customer relationship management solution that caters to small and mid-size organizations across various industries. Soffront CRM helps businesses streamline and optimize all customer-related activity... Read more
Smith.ai offers 24/7, AI-backed live chat services and as well as a free, AI-only Chatbot. Smith.ai has designed their chat products and services to help businesses capture leads and help clients online. Live chat receptionists re... Read more
Leadoo is a marketing platform that helps businesses design, launch and manage marketing campaigns and provide a personalized user experience to convert leads and improve website traffic. Its centralized dashboard lets users handl... Read more
Metadata is an account-based marketing (ABM) solution designed to help businesses of all sizes generate leads and run online campaigns across multiple advertisement platforms. The artificial intelligence (AI)-enabled system allows... Read more
atEvent is a cloud-based solution that enables businesses to source, capture and manage leads, improving marketing operations. It provides mobile applications for Android and iOS devices, which allows professionals to track lead i... Read more
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Lead generation is a business process that helps marketing or sales teams capture high-quality leads that are more likely to convert into customers. The process includes finding potential leads, gauging their interest in a product or service, and nurturing them through their life cycle.
Marketing or sales teams may struggle with this process due to a lack of training, expertise, and resource bandwidth or technology inadequacy. In such scenarios, outsourcing lead generation to specialized organizations helps. These organizations have the requisite resources and technologies and years of expertise in generating high-quality leads which in-house marketing or sales teams may lack.
Here's what we'll cover:
- What are lead generation services?
- Common offerings of lead generation services?
- What type of client are you?
- Benefit of lead generation services
- Key considerations when selecting a lead generation service provider
What are lead generation services?
Lead generation services specialize in identifying, qualifying, and nurturing high-quality leads on the behalf of client organizations.
They help businesses generate more leads by creating or optimizing web pages for search engine optimization (SEO), running email marketing campaigns, cold-calling, and running other outreach activities. Once the leads are generated, the services provider passes on the lead details to the client for a commission or a fee.
Common offerings of lead generation services
Lead generation services help businesses identify leads through the following core offerings:
| Lead capture | Perform cold calls, follow up with event attendees, and analyze email campaign responses, content downloads, or social media channels to identify leads. |
| Contact discovery | Create a list of potential leads for the target market and identify the best channels to reach them. |
| Lead scoring and nurturing | Score leads based on quality, lead account size, prospect behavior, budget availability, etc. Nurture leads that are not ready to be transferred to a client. |
| Lead segmentation | Segment leads into categories and subcategories based on their interest, conversations, or implicit behaviors such as time spent on a page or products browsed. |
| Pipeline management | Track the quality and volume of leads coming in from multiple channels. |
What type of client are you?
There are two broad client categories that lead generation services cater to:
- B2B companies: Since Business-to-Business (B2B) products or services are usually complex, B2B leads require more nurturing before they can be passed over to sales. Therefore, B2B companies should check the lead nurturing methods the provider adopts. If there is a particular lead nurturing method that has worked for the company in the past, such as personalized emails or newsletters, they should see if the provider has expertise in the same.
- B2C companies: In the case of Business-to-Client (B2C) leads, targeting the right channel and using the right messaging are important for converting potential leads. Therefore, contact discovery and lead capture are the features to which B2C companies should pay special attention. They should also check with the provider about the channels used to gather data on leads.
Benefit of lead generation services
By now you must have understood the core offerings of lead generation services and their client types. Now let's look at the key area that will be positively impacted by these services:
- High-quality leads and shorter conversion timelines:The services filter all the available leads to identify the ones that are most desirable to a client organization. While this saves the client significant resources on capturing and then qualifying leads, it also means that every lead that is passed on to the client has a higher chance of making a purchase.
Key considerations when selecting a lead generation service provider
As the last step to selecting a lead generation services provider, here are some key considerations that need to be kept in mind:
- Identify lead generation bottlenecks: It is likely that a business may be facing challenges only in specific areas of lead generation such as lead capture or pipeline management and not throughout the lead generation cycle. Identifying the specific lead generation bottlenecks will help avoid the cost of outsourcing the entire lead generation cycle.
- Define lead qualification criteria: Onboarding a lead generation services provider without clearly defining the qualification criteria can result in capturing low-quality leads and loss of time and money. Therefore, it is important to communicate the desired qualification criteria with the provider to ensure optimum return on investment.
Note: The applications selected in this article are examples to show a feature in context and are not intended as endorsements or recommendations. They have been obtained from sources believed to be reliable at the time of publication.