5 Qualities to Look for in a Lead Generation Company

While a common refrain in any sales or marketing department is a ‘lack of leads,’ that issue is quickly resolved by engaging a lead generation company. But choosing the right lead gen partner is more complicated. To supercharge your sales pipeline, you need qualified leads that will increase close rates. These are five essential qualities to look for in a credible lead generation company:

These quality indicators will mean the difference between adequate service and an outstanding solution to your lead generation needs.

lead generation company
Grow your sales pipeline by partnering with a lead generation company.

Quality #1 – Performs Extensive Market Research and Audience Segmentation

“Lead generation starts by learning where your target market lives and understanding what they are thinking.”

This is the crux of what we at SSC believe lead generation to be all about. We have over nine years of expertise providing a tested outsourced lead generation solution. We believe that any good lead generation strategy starts by applying the brakes. What? Yes. Just stop! Stop to consider who your customer is. Put yourself in your customer’s shoes. Gain insight into their thought patterns, behaviours, and movements. Only when you have a solid grasp of your customer’s persona, will you be able to effectively customize your sales cycle to fit your customer’s needs (not yours).

An experienced and dynamic lead generation company always has a solid market research strategy. At SSC, we fully understand the importance of not only knowing your customer. Also how to translate that data into credible leads that will result in sales conversions.

By leveraging human research and intelligence, cutting-edge tools, and leading analytics and strategy into our methodology, SSC can fluidly scale and grow your business by:

  • Defining your prospects, in turn, will guide you on where to focus your attention when developing marketing campaigns and calls to action.
  • Determine your customers’ buying cycles and communicate a strategy. Then aligning the buying process with their needs. The result is increased conversion rates, shorter buying cycles, and improved customer satisfaction and retention.
  • Effectively strategize and identify the best ways to reach prospective customers at different buying stages.
  • Refining your marketing messages to gain enhanced results.  Through cleverly crafted content explicitly aimed at increasing your lead generation and conversion rate.
  • Looking beyond your current customer leads. Leveraging existing customers for referrals as part of the strategy to grow your business.

Quality #2 – Uses Data to Drive Effective Lead Generation Strategy

Data-driven marketing is often on people’s minds, but putting it into practice can be difficult for businesses. According to a LinkedIn survey on B2B lead generation, 68 percent of them are their top priority. 59 percent think data quality is the most challenging component of lead generation.

By partnering with a professional firm like SSC, you’ll be able to use our unique blend of cutting-edge tools. With highly qualified human curators to help you create tailored target audiences in line with your ICP (ideal customer profile).

Once your ICP has been identified and customized lists created, it’s essential to monitor and measure every step of your funnel. From the subject line, open and reply rates.  To conversion and close rates. Even tracking and analyzing these metrics is key to success. The intelligent lead generation company will continually review and assess the data analytics. They will zero in on any challenges, and test and identify solutions. Then optimize your campaign accordingly.

“We don’t leave anything to chance or guesswork. The data dictates our process and strategy. We are aggressive A/B testers and measure every component of our outreach. From subject line to message content to the optimal time of day to approach your prospects.” Shira Simmonds, CEO, SSC.

Lead Generation Opportunities

If you are not systematically and continually analyzing the data and refining your strategy to match your findings, you will start missing lead-generated opportunities. “We provide key data and insights to test our hypotheses for the methodologies yielding the best open rates, response, engagement, and qualified appointments,” adds Simmons. After all, your lead generation company isn’t there to simply generate calls – the goal is to create sales.

lead generation strategy
Data-driven strategy is the only effective way to attract qualified leads.

Quality #3 – Combines Cutting Edge Technology with Expert Human Insights

While technological advances have enabled a more innovative approach to lead generation, it’s important to remember the human aspect. A lead gen company that puts too much emphasis on one, will ultimately miss the mark. It’s critical to have a lead generation expert at the dashboard who can adequately drive the machine and interpret the results.

At SSC, we invest heavily in proprietary technology development. We strive for the latest and most excellent data mining and analysis tools. However, we couple this heavy emphasis on tech with a team of experienced lead gen strategists. These Strategists ensure every campaign is managed correctly and fine-tuned as needed.

One key element of lead generation is utilizing automation wherever possible to streamline processes and find efficiencies. At SSC, we implement carefully designed workflows to automate everything. From cold email outreach and autoresponders to lead scoring and qualification.

By partnering with a seasoned lead generation firm like SSC, you can rest assured that not only will automation be integrated into every aspect of your strategy. In addition, our expert teams will closely monitor your campaign’s performance. We will revise and and take corrective courses as needed to achieve better results.

Quality #4 – Provides Turnkey and Cover-to-Cover Service

Credibility in marketing campaigns is essential. Knowledgeable clients quickly learn how to sort through the information they are bombarded with every day. This is due to the flow of information on the internet and the growing number of businesses offering services and products everywhere.

The strategy guiding your campaigns is crucial since it is intimately tied to how people behave online. Including how much confidence they have in an organization. A complete sales development department implementation helps establish this credibility. By doing this, you establish objectives that are consistent with the key outputs of your data strategy.

While this may sound easy, it comes with its own set of challenges, as Simmons notes:

“Sales Development is challenging and time-consuming. Skilled labor is in short supply. Full-time salaries, overhead and bonuses for SDRs, Content Writers, Market Researchers and Analysts are expensive.”

SSC’s turnkey approach, however, enables clients to launch campaigns to targeted audiences in as little as five business days. How is this possible?

SSC engages expert-level teams across every aspect of lead generation. From market research, content and email deliverability. To SDR and scheduling. We also do quality assurance, analytics, client services and strategy, on our customer’s behalf. And these teams aren’t comprised of entry- or junior-level reps. Instead, at SSC, every department is led by high-level, experienced individuals committed to producing excellent results.

Quality #5 – Maintains Complete Transparency

A core aspect of credibility has to be transparency. Most people want to feel in control of their purchasing decisions. Companies that exhibit a transparent approach—keeping clients in the loop along the customer journey—are reaping the rewards. Lead generation companies willing to play open cards and share the entire life cycle of their strategy are benefiting from this approach.

Complete visibility is a core component of the SSC methodology. We maintain transparency by providing weekly reports. As well as dashboards outlining every metric from open rate to CTR to response and conversion.

The openness is evident in reports detailing every reply, positive or negative. These reports are reviewed in-depth on weekly strategy calls. Forming the basis of opportunities for collaboration and real-time strategy sessions. Client feedback from an Israeli advertising agency supports this transparent approach.

“The weekly strategy calls with my SSC Client Services Manager are the secret to our success. Not only do we have full visibility into every data component of our campaigns, but we tap into the extensive expertise of SSC. They guide us and suggest optimizations that increase our bottom line ROI.”

lead generation technology
Complete transparency provides you with total assurance that your lead generation campaign is properly managed.

SSC: A Leading Lead Generation Company

Effective lead generation is still essential to the success and sustainability of any B2B company. You must work with experts who can produce results on this multifaceted and sophisticated component of your marketing plan.

SSC doesn’t leave anything to chance or speculation. It is a business that exists solely to generate leads. Each part of our outreach is evaluated. From the best time of day to contact your prospects, the subject line, the message’s substance, etc.

The data informs every step of our process. From planning through conversion and beyond. Our SSC team will make sure that your business starts off on a strong footing for this crucial trip. We pledge to use a lead generation strategy that is effective, credible, real, and transparent.

For its clients, SSC has created a strategy that spurs the rapid expansion of its businesses. The only system that produces a higher ROI is this one. More conversions are generated as a result, lowering the cost per sale. SSC creates an Ideal Customer Profile (ICP) that takes into account your target market. By doing this, you can make sure that no lead or chance is overlooked. Get in touch with us today, and we will take your business to the next level.

Read our next article 5 Lead Generation Tips on Growing your LinkedIn Network

Shira Simmonds

Author Shira Simmonds

More posts by Shira Simmonds

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