5 Reasons for Why You Need an IT Lead Generation Specialist for Your First B2B Marketing Campaign

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In the B2B sector, the primary aim is to generate quality leads for your business. But it’s not only leads that nurture the success of your company; generating a high volume of high quality leads is the ultimate objective to increase prospect conversions. The more leads available to you, the higher the chances of making actual sales. However, the quality of the lead is fundamental, and this essentially means leads that best fit your company’s purpose ie; people that show a definite, or historical, need for your service or product. On that note, lead generation needs to be well-balanced between its quality and volume in your business process to be a worthwhile endeavour for your organisation.

But finding that balance is strenuous, and there are various challenges when it comes to convincing potential prospects that your company’s services are indispensable. To make an excellent impression for your first campaign, partnering with a reputable Lead Generation Specialist will be a true asset to your marketing team, as a specialist’s expertise in building new and outstanding business relationships will drive those commercial transactions – and that is exactly what you need!

Here are five crucial benefits of hiring an IT Lead Generation Specialist for your first marketing campaign:

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Identify & Reach Your Target Audience

In B2B sales, properly targeted leads are crucial to the growth of your company. Without identifying your target markets, you will not know who has a high probability of converting, and you may accumulate a large amount of unqualified leads. A Lead Generation Specialist detects businesses that will benefit from your company’s products and services. Properly targeted prospects speed up sales because more time is being spent on companies that will see value in your business, as they are already on the lookout for organisations that provide your services.

Your Brand Advocate

Your company’s brand influences the way people see your business, and is key to promoting its products and services. It would be extremely unfortunate to lose highly-targeted leads because the brand is represented inaccurately, and in a way that doesn’t promote its core values with a professional, authoritative voice. Finding a suitable representative that specialises in your industry guarantees optimum brand support and publicity. A Lead Generation Specialist has ample experience in your business sector, and knows your company and its competitors, bringing value to your brand in order to build a strong business reputation. Such expert-led service develops productive partnerships because clients are fully aware of who they are dealing with, and will recognise your company as a trustworthy organisation to do future business with.

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Pitching Expert

Crafting the perfect sales pitch is your company’s gateway to gaining your audience’s attention. The best way to keep clients captivated and engaged is to involve their business needs in the pitch so they can put forward relevant ideas and objectives. Insufficient knowledge of your target market’s industry and future goals will weaken your pitch, as you will be unable to apply the appropriate marketing tactics to entice and secure your prospective clients. A Lead Generation Specialist spends time researching and learning about the needs of their target prospects in-depth. This way they can provide a tailored proposition to potential buyers where their needs and obstacles are being solved, converting them into satisfied customers.

Access to Lead Generation Resources

Lead Generation Specialists invest in high-quality resources that other firms do not have, such as company identification software and lead scoring, and this is one way of keeping ahead of your competitors. These resources grant access to the most useful information about your target audiences, such as up-to-date contact and business information, and how they interact with your company website.  This makes it easier to find new prospects and to see which marketing strategies are not performing so well, so you can find new approaches to make them more successful. Also, your business will have more control over the marketing budget, as it enables businesses to estimate the price of leads and contact only those that they are sure will convert, saving money from being spent on unnecessary telesales time.

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Increased Revenue

Hiring a Lead Generation Specialist allows your own sales team to focus solely on closing sales with the clients that show a need for the products or services you provide. Cold calling and searching for relevant leads is time-consuming and the more they are distracted from winning over clients and closing deals, the more money and time you are going to waste. With your sales team focusing on the prospective leads that show a definite need for the services they are offering, the more revenue is being made! Make the most of your budget with well-planned lead generation today!

Are you looking to increase your prospect conversions with well-researched lead generation? Get in touch with the VSL experts today to see how we can turn your dismal conversion rate into a raging success!


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Andy Dickens

Andy Dickens is a veteran of IT Sales, used to leading by example. He is the CEO of Virtual Sales Limited (VSL) who offer telesales, telemarketing, lead generation and appointment setting services to B2b businesses. He previously was Sales Director EMEA for Red Hat and before that ran sales at Visio before it was acquired by Microsoft.