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eTrigue DemandCenter
eTrigue DemandCenter
eTrigue is a technology-enabled marketing services and software provider for demand generation operations. eTrigue's marketing-as-a-service (MaaS) provides professional engagement and campaign development solutions designed to cre...Read more about eTrigue DemandCenter
Soffront CRM
Soffront CRM
Soffront has been the leader in on-premise CRM serving hundreds of Fortune 500 companies over the last 30+ years. Soffront can be installed in your network, in private and public clouds. Using Soffront API you can integrate with ...Read more about Soffront CRM
Callbox Pipeline
Callbox Pipeline
Callbox is a technology-enabled lead generation and appointment setting service provider that focuses on providing businesses with lead generation process planning to target qualified prospects. Callbox creates a faster route to s...Read more about Callbox Pipeline
Adoric
Adoric
Adoric is a cloud-based lead capture and lead generation tool for businesses across all industries. The platform helps users capture leads and optimize conversions through engaging, personalized content including pop-ups, countdow...Read more about Adoric
TAMI
TAMI
TAMI helps you find your next customers. Using patented AI technology, TAMI identifies your total addressable market and gives you direct access to 100M companies and over 400M verified business contacts. We help Sales, Marketing...Read more about TAMI
800response
800response
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 about 800response
BoomTown
BoomTown
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 about BoomTown
Intelliverse Email Tracker
Intelliverse Email Tracker
Intelliverse is a technology-enabled lead generation service provider that provides lead qualification services to maximize ROI and improve the number and quality of prospects within the sales pipeline. Intelliverse offers an inte...Read more about Intelliverse Email Tracker
LeadGrabber Pro
LeadGrabber Pro
eGrabber is a tech-enabled lead generation service and solution provider that helps businesses build high-quality custom prospect lists with intelligent automated tools. eGrabber's lead prospecting tool, LeadGrabber, is designed t...Read more about LeadGrabber Pro
Smith.ai
Smith.ai
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 about Smith.ai
Upcall
Upcall
Upcall is a lead generation platform that enables businesses to streamline processes related to sales, marketing, customer engagement, appointment scheduling and more. It helps professionals convert cold calls into leads and gain ...Read more about Upcall
Salesgenie
Salesgenie
Salesgenie is a cloud-based lead generation software solution that helps businesses streamline processes related to prospecting, email marketing, customer retention and more. Salesgenie enables businesses to utilize customizable n...Read more about Salesgenie
Packed Data Exchange
Packed Data Exchange
Packed Data Exchange is a sales database intelligence tool, which helps businesses connect with customers for product or service promotion using mailing lists. It validates data periodically, creating updated datasets with correct...Read more about Packed Data Exchange
Sopro
Sopro
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 about Sopro
Spectrum
Spectrum
Spectrum is a tech-enabled lead generation service provider that helps businesses of all sizes manage operations across lead conversion, campaign management, sales referral and more. In addition, Spectrum offers in-house marketing...Read more about Spectrum
Visitor Queue
Visitor Queue
Visitor Queue is a B2B lead generation and website personalization software that aims to provide your sales team with insight on your website visitors, while providing them with a one-of-a-kind website experience. With our lead g...Read more about Visitor Queue
EmailsAndSurveys
EmailsAndSurveys
EmailsAndSurveys is a cloud-based All-In-One marketing tool with Automation to help business and non profits achieve their digital marketing goals. We offer Email & SMS campaign and chat functionalities, Surveys, Assessment, Forms...Read more about EmailsAndSurveys
Salematics
Salematics
Salematics is a marketing solution that helps businesses plan, launch and optimize advertising campaigns. It enables users to build a customizable platform with brand color, logo, themes and more. Salematic allows businesses...Read more about Salematics
ConvertKit
ConvertKit
ConvertKit is a tool that makes email marketing easier for creators. You can use it to create customizable forms, landing pages, and email templates to connect with your audience. Set up automated email sequences using tags and se...Read more about ConvertKit
Metadata
Metadata
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 about Metadata
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Buyers Guide
Last Updated: March 16, 2023Lead 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?
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.