The Best Lead Generation Companies To Work With in 2018
We're often asked who our favorite players in the lead generation industry are. While there are many great sales partners all around the United States, we do have a few favorites.
Keep reading to see the four best lead generation companies to work with this year:
We're often asked who our favorite players in the lead generation industry are. While there are many great sales partners all around the United States, we do have a few favorites.
Keep reading to see the four best lead generation companies to work with this year:
Launch Leads
Launch Leads began in 2009 after recognizing a need in the marketplace to enable established or emerging businesses to grow faster and increase efficiency within their sales and marketing efforts to add sales revenue and profitability.
Why We Love Them: We think their Executive Sales Assistant program is such a unique offering because it allows a team to have a dedicated “executive assistant” that is trained in the specifics of the B2B sales process to help drive prospects from the top of the funnel to a closed sale.
Location: Utah
Specializations:
- B2B Prospecting
- Appointment Setting
- Sales Lead Generation
- Client Profiling
- Lead List Generation and Clean Up
- Immediate Response to Web Leads
- Event Registration and Follow Up
Website: https://www.launchleads.com/
SyncShow
SyncShow's mission is to professionalize the sales and marketing infrastructure for the American manufacturing industry by providing manufacturers the latest insights and tools they need to market and sell to today’s buyers.
Why We Love Them: SyncShow is a local lead generation company dedicated to helping the manufacturing industry grow through inbound and digital marketing. The commitment to supporting the manufacturing industry exclusively is near and dear to our hearts.
Location: Ohio
Specializations:
- Lead generation
- Lead nurturing
- Website development
- Strategic marketing plans
Website: https://www.syncshow.com/
Inside Sales Team
Inside Sales Team is a full-service sales and marketing firm that integrates with their clients to deliver the best results with the most transparent relationship. They become a full-time extension of their clients' sales teams and leverage data and technology to lead their clients to the right contacts and close new business quickly and effectively.
Why We Love Them: We love Inside Sales Team because they aren't just another call center - they are a team of sales professionals trained in Account Based Management (ABM), the perfect match for companies targeting large, highly-desirable accounts.
Location: New York
Specializations:
- Inbound lead generation
- Lead Enhancement
- Appointment setting
- Customer retention & renewals
- Event management
Website: http://insidesalesteam.com/
Drips
Through millions of daily conversations and interactions, Drips has created business intelligence that yields conversion for businesses across hundreds of industries. They analyze every customer conversation to capture and interpret the intent of their clients' potential customers in order to help their clients generate more leads and set more appointments.
Why We Love Them: Drips is another local company that we met at a start-up conference a couple years ago. They're passionate about what they do and hungry for success, which we really love to see.
Location: Ohio
Specializations:
- Lead follow-up
- Conversion optimization
- Multi-channel marketing - SMS, chat, email and direct mail
Website: https://drips.com/
#RelationshipsMatter | Employee Spotlight: Timothy Serafino
Incept is a place where relationships matter. We're a creative, diverse, and engaging community uniting more than 200 team members with Fortune 500 companies, blood centers, and B2B sales teams across the United States and we want to share some of the stories from the people that make this team great every day.
Today we bring you Timothy Serafino, Incept's Business Development Manager.
Incept is a place where relationships matter. We're a creative, diverse, and engaging community uniting more than 200 team members with Fortune 500 companies, blood centers, and B2B sales teams across the United States and we want to share some of the stories from the people that make this team great every day.
Today we bring you Timothy Serafino, Incept's Business Development Manager.
Transcript:
My name's Timothy Serafino. I am the Business Development Manager here at Incept for our Incept Grows division. In my role now I am responsible for helping find local companies who need lead generation and inside sales support.
Working in the lead generation industry is really interesting for me. I've enjoyed the opportunities I've had to have conversations with people in all sorts of different industries about their growth plans, their desires to become better companies, better business leaders, and ultimately sales and new business development is something that's kind of industry-agnostic. Everyone needs it and everyone wants it and everyone, to some degree, is trying to crack the code and figure out what the best way to go about that is. So to introduce us as a unique approach to that problem has always been a really fun conversation across both business-to-business and business-to-consumer type industries and businesses.
Relationships are so much fun for me to make new ones and stay in touch with current ones and cultivate whoever I can, both personally and professionally. I've had the unique opportunity to generate relationships with people all over the world, and my favorite part about those conversations, whether they're personal friends that I have in Australia or business contacts that I have right here in Canton, it's just that everyone has a story to tell, everyone has something to share with the world and something to teach me as a person. Again, whether it's personally or professionally I love learning from the people around me and meeting new people and hearing their stories.
My favorite thing that I did this year was and I was fortunate to be able to, was take a two-month kind of sabbatical from work to go backpack Eastern Europe with my wife, so we ended up seeing something like 15 countries in two months.
Again, my name's Timothy Serafino. I'm the Business Development Manager here for Incept Grows division at Incept, where relationships matter.
Two Truths and a Lie
Want to get to know Timothy a little more? See if you can spot which one is the lie in a game of Two Truths and a Lie:
Think you know the answer? Find out here.
6 Lead Generation Quotes To Make Yourself A Better Salesperson
The position of lead generator is one that requires creativity, attention to detail, self-motivation, and stamina. While it can get tiresome at times, the best lead generators keep a positive attitude and look to other professionals in the field for motivation. Timothy Serafino, Incept's Business Development Manager, does exactly that.
The position of lead generator is one that requires creativity, attention to detail, self-motivation, and stamina. While it can get tiresome at times, the best lead generators keep a positive attitude and look to other professionals in the field for motivation. Timothy Serafino, Incept's Business Development Manager, does exactly that.
His Incept story began in 2013, when he joined the team of Conversational Marketing Experts who specialized in customer retention for one of Incept's largest e-commerce clients. He took a hiatus in 2014-2015 to teach English in Korea and to travel the world with his wife. Timothy returned to Incept in 2015 to lead the sales strategy for a new division called Incept Grows. In this role, Timothy is responsible for building relationships with small to medium-sized businesses throughout Northeast Ohio and help them increase their top of the funnel sales activity.
Keep reading to see his 6 favorite lead generation quotes that have helped accelerate his sales career:
6 Lead Generation Quotes To Make Yourself A Better Salesperson
“Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service. ”
“If you are not taking care of your customer, your competitor will.”
“You don’t need a big close as many sales reps believe. You risk losing your customer when you save all the good stuff for the end. Keep the customer actively involved throughout your presentation, and watch your results improve.”
“Make a customer, not a sale.”
“If you are not moving closer to what you want in sales (or in life), you probably aren’t doing enough asking.”
“Sales success comes after you stretch yourself past your limits on a daily basis.”
3 Fundamentals for Building a Lead Generation Script
We try to use the term, “script” loosely at Incept Grows. No one wants to be read a bullet point essay word for word from a stranger they weren’t expecting a call from. It is nice however to have something ready to go for a point of reference to be sure you’re covering all the bases in your conversations. These tips will help you create an effective script to supplement your inside sales strategy.
We try to use the term, “script” loosely at Incept Grows. No one wants to be read a bullet point essay word for word from a stranger they weren’t expecting a call from. It is nice however to have something ready to go for a point of reference to be sure you’re covering all the bases in your conversations. These tips will help you create an effective script to supplement your lead generation strategy.
It’s OKAY to have multiple scripts for different touch points
You don’t have to hit the prospect with your company handbook right off the bat. Introduce yourself & something you have in common, whether it’s geographical region, local organization membership, or industry expertise. If you have the time, even researching a fun fact about their company can do wonders. Gauge their interest and at the very least, open the door for future opportunities by asking for email contact information. You can always follow-up and go more in depth once you’ve broken the ice.
Don’t sound like a billboard
I’ve seen some pretty bad scripts submitted to our department in my almost two years as an Account Growth Specialist. “Hi my name is _____ and we do this. I can get you qualified in four easy steps!” or even “Did you know you could be saving $xxxx with _____?” How can you possibly be saving someone money if you don’t even know what systems or procedures they currently have in place!? It's approaches like these that give cold calling a bad name. This takes me to my next point…
Be HUMAN
This is the most important rule of all. You’re doing nothing more than engaging with another human on the other end of the phone. Talk to the prospect like you would a friend. Be authentic, ask questions, and make a genuine attempt to understand what exactly it is they do as a business. It helps to have the prospect’s website up when making the call. “I see here on your website that you guys do _____. I was curious if that includes X, Y, & Z?”
What techniques do you use when developing a lead generation scipt?
5 Lead Generation Predictions for 2018
Lead generation has been the fuel for revenue-generating activities for a long time. What used to be exclusively known as cold calling has transformed into a multi-channel, multi-touch, and hyper-personalized approach to generate high-quality leads for companies around the world.
So what industry transformations are going to take place in the coming year? It's time to look forward to a new year and what better way to kick off 2018 than to make a few predictions (and maybe even a few wild guesses) about what to expect in the next year. Below you'll find 5 predictions from our team about what to expect in lead generation in 2018.
Lead generation has been the fuel for revenue-generating activities for a long time. What used to be exclusively known as cold calling has transformed into a multi-channel, multi-touch, and hyper-personalized approach to generate high-quality leads for companies around the world.
So what industry transformations are going to take place in the coming year? It's time to look forward to a new year and what better way to kick off 2018 than to make a few predictions (and maybe even a few wild guesses) about what to expect in the next year. Below you'll find 5 predictions from our team about what to expect in lead generation in 2018.
1) Email Will Continue to Be a Top ROI Lead Generation Tool
According to the 2018 B2B Lead Gen Outlook report by Chief Marketer, email marketing dominates when it comes to the channel producing the largest volume of leads and highest ROI on leads.
Lead generation and sales development representatives that aren't using this channel in combination with their other approaches will be missing an easy target. We believe that email will continue to be a top channel for prospecting in the new year.
2) New Prospecting Channels Will Emerge
B2B lead generators will take a cue from their B2C counterparts and start utilizing live chat and messaging applications to communicate with prospects.
According to the demand generation firm Market One, live chat has lowered the cost per marketing qualified lead (MQL), lowered the cost per acquisition and increased sales acceptance rates versus tele-generated MQLs.
By being available to chat precisely when the prospect has a question, the sales development representative is able to capture their attention and engage them before they have a chance to move on to another businesses website. This takes the 5-minute follow-up to a new level.
3) Prospects Will Require An Exceptional Sales Experience
According to the customer intelligence firm Walker Information, customer experience will overtake price and product as the key brand differentiator very soon - and yes, we're talking about B2B products and services.
Access to information and buyer expectations are both on the rise so organizations that place utmost importance on creating a superior experience for any prospect engaging with their company will reap the benefits in the new year. Strata Beat theorizes that marketing and sales professionals must place extra focus on mapping the customer journey and defining personas in order to deliver the most impactful and hyper-targeted experiences throughout the sales process.
4) Transition to Account-Based Selling
As defined by RingDNA, account-based selling (ABS is primarily a B2B sales model that targets companies rather than specific leads. Instead of one sales development representative targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company.
Instead of prioritizing volume-based KPIs like number of phone calls, voicemails, emails, etc., ABS requires that the sales development representative quit smiling + dialing and plan out a more methodical and personalized outreach approach across a prospect organization. This hyper-personalized approach allows sales development representatives to get prospects within target organizations talking to each other about their pain point, while then being top-of-mind when they decide on a solution for it.
5) Lead Generation Role Will Get More Development Attention
The lead generation role has traditionally been a stepping stone for recent college graduates looking for a resume builder before ultimately finding a sales role and because of that, the role has lacked the attention to development that others have gotten.
According to marketing automation giant Hubspot, "the SDR role is undergoing a shift." As the sales development role becomes a position that requires more creativity and accountability due to the shift in prospect expectations, employers are going to realize the need for development within that career path. In 2018, organizations will offer more sales training, mentorship opportunities, and more distinct career trajectory plans for their lead generators.
What are your predictions for 2018?