Lead Generating Services and How they Can Improve your B2B Sales Leads

According to a recent survey by MarketingSherpa, many companies are missing opportunities to better qualify their B2B sales leads, better understand the unique pain and problems that their prospects are facing, and create better-qualified appointment setting opportunities. All of these are issues that can be fixed easily through the services of a telemarketing agency.

Unless your organization is clarifying the expectations for both your marketing and sales teams, it is possible that no one is taking responsibility for these essential aspects of lead generation. But your employees may not have the time to fully handle all aspects of the lead generating process, that is why an inbound or outbound telemarketing campaign can help.

As we’ve seen hundreds of times working for clients over the years, if your company is simply pouring more sales leads into the funnel, but working without a filtering process for sales leads, you’re wasting resources, wasting time and missing out on big sales opportunities.

Here are three worrisome signs that your company is not optimizing the lead generation hand-off between marketing and sales.

1. You’re not identifying a sales funnel: Perhaps this sounds like an extreme example, but it happens. According to the survey, 68% of companies have not identified a sales funnel at all. Without a standard process for filtering, measuring, tracking, evaluating, sorting and prioritizing sales leads, your sales team is flying blind. So no matter how much time you spend on getting those leads, they will be wasted unless you get your internal sales communications organized.

2. No one is qualifying your B2B sales leads: According to MarketingSherpa, only 27% of B2B sales leads are qualified and ready prior to being passed on to the sales team. This is a common mistake that companies make with their B2B lead generation efforts: they pull out all the stops to obtain new business leads, but then don’t put any time or resources into qualifying the sales leads. This leads to wasted time and frustration as the sales team puts in many fruitless hours on the phone with prospects that aren’t ready to buy. Outsourcing this step to a teleservice company can greatly improve the quality of your leads.

3. You’re not nurturing your existing business leads: What happens to your B2B sales leads once they’re in the pipeline, but not immediately ready to buy? Too often, companies are leaving money on the table by neglecting to follow-up with existing sales leads. Instead of assuming that a “not interested” response means that the prospect is “not interested” forever, your company needs to conduct ongoing lead nurturing to stay in contact with these prospects. 34% of the MarketingSherpa survey respondents said they contact their prospects once a month for lead nurturing, and 22% contact their business leads weekly.

Looking for lead generation companies to help manage your sales leads? Talk to Www.beanstalk.co.uk for comprehensive lead management services to help you through the B2B lead generation process. Our industry-leading B2B sales consultants and appointment setters know how to cultivate, qualify and close on complex B2B sales leads in a variety of industries. We can help you find more sales leads, better qualify your sales leads, conduct more efficient appointment setting, and improve conversion rates to overcome your B2B lead generation challenges and turn B2B sales leads into bigger sales results.