Why is Strategic Sales & Marketing recognized as one of the top lead generation companies? Because we offer a unique, focused lead generation company B2B mindset. We have created a proprietary sales process with a multi-touch method to find, qualify, and build relationships with your prospects. We do the hard work of cold calling, appointment setting, and lead nurturing to help your company save time and focus on high-value sales activities. We don’t just give you a list of names and phone numbers, we give you a list of “warm leads” that are ready and eager to hear from your company.
FAQs About B2B Lead Generation Companies
SSM is an industry-leading B2B lead gen company, so we’re well-poised to answer your questions. Read the following FAQs to learn more, and be sure to contact us for additional information.
What is lead generation?
Lead generation is a methodical, multi-step process to identify, contact, and qualify new potential buyers for business solutions and professional services. The lead generation process often involves research, cold calling, email marketing, social media outreach, appointment setting, and more. The goal of lead generation is to create a list of new business leads that are ready and willing to have an introductory call, product demo, or sales meeting.
What is a lead generation company?
B2B lead generation companies provide a third-party service for companies that need extra help with marketing and creating new opportunities in the sales pipeline. In the same way that businesses sometimes need to hire a marketing agency, a law firm, or an accounting firm, lead generation companies are part of that world of professional services.
Some lead generation firms only offer a few types of services, like cold calling and appointment setting, while others (like SSM) offer a full range of sales and marketing services, such as market research, marketing support and consulting, customer surveys, sales coaching, inbound lead qualification, and more.
What are the types of lead generation?
There are two general types of lead generation: Inbound and Outbound.
Inbound lead generation is all about drawing potential customers “in” to your organization, with methods like social media, search engine marketing, SEO, and content marketing.
Outbound lead generation involves going “out” of your organization to directly contact customers, such as email marketing, cold calling, direct mail, or other proactive outreach.
Some lead generation service providers will focus on one type of activity, while others (like SSM) will offer a blend of inbound and outbound lead gen solutions.
How do lead generation companies work?
Every lead generation agency has its own unique style and strengths. Some will prefer to focus on cold calling and will just hand you a list of names when their contract is done, while others will offer comprehensive marketing consulting and will want to work closely with your in-house team. Some will charge by the hour, while others will prefer to work based on a fixed-fee monthly retainer agreement. Every lead generation program is different depending on your needs, but a good, reputable company will show you a detailed process and be transparent about their pricing.
Before you hire a lead gen firm, think about your preferred work style, what level of support you need, and which tasks you are willing to hand off to the lead generators vs. which tasks you prefer to manage in-house. And don’t hesitate to bring questions to the company. They are there to listen and explain their process and help you feel confident that you’re making the right choice.
Why (and when) should you hire a B2B lead generation agency?
Here are a few reasons why it might be time to hire B2B lead generators:
- You are struggling to get enough leads in your sales pipeline
- You have concerns about the quality of leads that are coming in to your organization
- You feel like it’s taking too long to close deals
- Your sales conversion rates are falling
- You worry that you don’t have good product-market fit
- Your company is growing, but you need more “hands on deck” to expand your market presence and get in front of more customers
What qualities should you look for in a lead generation company?
Here are a few qualities to look for in the best lead generation companies in the USA:
- Reputation: Does this company have a proven track record of experience, or are they a “fly by night” organization?
- Testimonials: The best business lead generation companies will have many success stories from happy customers.
- Methodical process: How does this company do the work of identifying and qualifying new leads? Do you feel good about their approach and their tactics?
- Transparent pricing: Reputable firms will be upfront and open with you about what they charge for their services. Beware of firms that offer “pay per lead,” as this can end up costing you more money (and wasted time).
How can I get more clients with lead generation?
Especially if you’re a small business or startup, it can be hard to know if lead generation companies for small businesses really deliver enough value and ROI. But SSM has worked with many small businesses and early-stage startups over the years. Here’s how we help you get more clients:
- Market research: We learn about your business and we use our expertise in your industry to find prospective clients – including many that you might not know about.
- Cold calling and multi-touch outreach: We do the hard work of making calls and conducting outreach to introduce your company to customers, to build relationships, and to book sales meetings for you. Instead of cold calls, you get “warm leads”.
- Inbound and outbound marketing: Depending on your business goals, we can help you create a comprehensive marketing program to focus on your target markets and high-value prospects.
Bottom line: lead generation for B2B companies will typically help you get a higher number of qualified sales leads. But you have to invest some time, effort and resources to get the results you deserve.
How much does B2B lead generation cost?
Exact pricing for lead gen services will depend on the scope and timeline of your B2B lead generation program, the type of services you need, the target market you want to reach, and other factors.
Some firms offer hourly billing for short-term projects, while others will request a longer-term commitment across several weeks or months, with a retainer fee for a specific package of services and deliverables. Just like hiring a lawyer, accountant, consultant, marketing firm, or other professional service provider, hiring B2B lead generation firms is not always “cheap,” but the best lead generation companies and services are worth more than they cost. SSM always strives to deliver added value and a positive ROI on our clients’ investment.
