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minute read
November 7, 2019

The Value of Having A Lead Generation Specialist

Written by
Noel Hooban

A lot of organisations now recognise the value of partnering with a lead generation specialist.

Because meeting with decision makers and influencers closes business deals faster.

And having your own salespeople searching for the right organisations and trying to set up meetings with the relevant bodies takes time.

We all know this. The question is why are some companies working with lead generation specialists and others not?

So let’s look at the facts and outline some of the issues facing organisations like yours.

Lead Generation Is A Priority For Companies

There are numerous research reports with B2B professionals all pointing to the fact that lead generation is a priority for their organisation.

One such report is the Lead Generation Trend Report by Holger Schulze, the Founder at B2B Technology Marketing Community on LinkedIn.

Holger found that it is the quality of leads that the majority (68%) of B2B professionals put as their priority.

This is because over 53% of B2B marketers spend more than half their marketing budget on lead generation.

However, in relation to driving actual revenue, 64% of respondents say that marketing leads only contributes 25% or less to overall revenue.

So, if the money B2B marketers are spending is only bringing in 25% of revenue, the pressure is on to bring the figure up considerably.

Barriers to B2B Lead Generation

Image property of LinkedIn Group Partner Technology Marketing

Expert Led Services

A lead generation specialist firm should be able to provide you with expert-led services.

This includes sales reps that aren’t just sales professionals, but they also have a lot of experience working in the fields in which you operate.

Here at Internal Results, for instance, all of our sales professionals are very experienced in tech areas such as:

  • enterprise content management,
  • e-learning,
  • big data,
  • business intelligence,
  • cloud adoption,
  • cyber security,
  • networking,
  • telecommunications and
  • many start-up technologies.

Because you need to have peace of mind that the people representing your company have the expertise and sales experience to be able to discuss these topics with your target prospects.

Extension Of Your Team

Because of the combination of sales background and industry experience, a specialised firm functions as a virtual extension of your team.

Dedicated experts in lead generation are familiar with or take the time to learn the ins and outs of your industry, business, competition and customers.

In essence, you get an outsourced team of experts who share your same goals and vision for success.

This collaboration means you don’t have to invest a lot of time motivating, explaining or clarifying details as you would with a more generalised partner.

Dedicated Tools and Resources

A lead generation specialist firm usually invests in dedicated tools and resources that other firms can’t or won’t spend money on.

As a company that specialises in technology, for instance, Internal Results provides reps with technology and tools that ensure our lead generation specialists have the ability to see what companies are surging for specific technology topics.

Access to these tools isn’t the only advantage.

Our reps have the technology and tools to help you identify and target the most qualified possible leads for your business using intent data.

Intent Data focuses on the signals that indicate a person is in-market for your product or services.

This is crucial because it will speed up your sales cycle as you are meeting with business buyers who are currently looking to speak with organisations like yours.

Added to this is the availability of over 61 million B2B contacts globally, that can be filtered by any number of options including job title, function, level, industry, number of employees and more.

These tools and resources give B2B companies the high-quality data and audience insights that are so important to effective lead generation.

And as you can see from the image below, when asked “How would you rate the overall effectiveness of your lead generation efforts?”, only 16% of B2B professionals rated theirs as very or extremely effective.

Why do you need lead gen specialist assistance
Image property of Lead Generation Report by Holger Schulze.

Room For Improvement

Competition is fierce in your market, and your company sales targets are rising year-on-year.

You need to ensure your salespeople are meeting new prospects and closing deals, not spending their time looking for new leads.

Because when it comes to getting the best B2B sales leads, quality always trumps quantity in lead generation.

Why? Because the higher the quality of the leads you drive, the more efficiently your sales team can convert them into satisfied customers, right?

And that’s exactly what we do for our clients. Day in, day out.

We get them face-to-face meetings with decision makers and influencers.

Because these are the people who will decide whether or not they will do business with you.

Using a lead generation specialist that has a unique prospecting methodology and the right technological tools can help you find the companies who are actively looking for products & services like yours.

This is crucial because it will speed up your sales cycle as you are meeting with business buyers who are currently looking to speak with organisations like yours.

If you have accepted the benefits of working with a lead generation specialist firm, go a step further and partner with a company that specialises in the technology sector.

Here at Internal Results, we understand your industry and can help your business achieve the best success in lead generation, while also showing a real return on your investment.

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