b2b_lead_targeting.jpgIf you aren’t careful about the type of B2B lead generation companies you decide to work with, your wise investment into sales and marketing could turn into an expensive waste of time.

There are many factors to consider when deciding on which B2B lead generation businesses are best for your needs – it’s an especially difficult challenge if you have never worked with one before. Here are a few tips to help make your life easier as you are looking for a business with the best sales prospecting tools to provide you with a healthy stream of new leads:

Check their reviews

Many B2B lead gen companies who provide data to businesses are reviewed on popular websites like G2 Crowd and Software Advice. Third-party opinions can be helpful, but remember to consider the source and read as many reviews as possible to get a more balanced understanding of the company you are considering.

Think about their unique selling points

Every company that specializes in generating business leads for customers must have an attribute that sets them apart from their competitors. Perhaps they have an especially large amount of data for a particular industry, or maybe they have an advanced search tool that allows you to retrieve data with a more in-depth search. The lead gen provider you decide to work with should have a unique advantage that can’t be found with their competitors or traditional ways of gathering leads.

Ask about their quality

Quality of data is arguably the most important element of choosing a B2B lead generation company, but many sales managers and business owners don’t put enough thought into it. You should feel comfortable asking a vendor questions like:

  • How often are your prospect lists updated?
  • What measures do you have in place to clean data?
  • What contact information do I get for each record?
  • What type of support do you offer?

Instead of gravitating to the vendor that offers the most competitive price, make sure they are able to satisfy requirements for quality. Even if you save some money upfront, buying low-quality data will cost you in the long run when you waste time and resources trying to reach contacts that don’t exist.

Consider how well they work with your current sales and marketing stack

It’s great to have a new source for leads, but if it’s too difficult to integrate these leads into your existing business processes, it will hurt your ROI in the long run. One important question to think about is how well the company’s leads can integrate with the CRM your team is already using.

Price always matters when making a business purchase, but when you’re shopping for a lead generation company it shouldn’t be the deciding factor. Consider the above elements and gather as much information as you can about the vendors you are evaluating so that you can make a smart decision.

Take the next step with YesData, the leader in B2B leads:


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