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Yesterday I was at a round table, debating about the advantages of lead generation and the ways in which it can be accomplished. There are basically two kinds of lead generation. The 1st is the “done for you” type where leads arrive in your mailbox from a lead generation partner, where as the other type come as a result of something you’ve done or built employing a system, either without or with the help of a marketing or sales partner.

There was some fascinating information given in the discussion so I decide to write some of those saliant pints and share them with readers in this piece.

Advantages and Drawbacks Of Lead Generation

Many of the executives who had built their own sales groups, whether they were external such as reseller channels or internal such as a direct sales force concluded the quality and costs was in the final analysis extraordinarily poor for “done for you” lead generation. Lead quality was such that sales team wasted time on poor quality leads. Without control over what a lead is and clear limits that separate results into those that either merit penalties or rewards and in a similar way the way in which the sales staff handled and reported back on those leads, it was agreed that you were likelier to waste your time and money.

When looking at appointing an outsourcing partner, if they are good and can deliver results, they ought to be like an external member of your sales and marketing team, not just some closed operation that throws leads over the wall at you when they come in from their network or activity.

Another concern was the sizes of deals. Most felt that “done for you” lead generation was OK for little projects, however if you wanted to grow the organisation and had to get your hands on sizeable and worthwhile deals then you really ought to build up your very own system, either with or without the help of partners ideally.

Lead Generation Conclusions

It must be mentioned that there was an obvious difference between lead generation done by marketing and lead generation done by sales. Outsourced sales was less effective on the whole compared to outsourced marketing as marketing was focused on building a system, where as system is more activity biased.

Success on the whole appeared to be on the low side for “done for you” lead generation. If you do not have the staff or the talents then using a skilled outsourced sales team, or marketing partner is a good way of getting results if it can become an extension of your business.

This article was brought to you by eB2BLeads a specialist B2B Web-based Promoting Agency that helps firms overcome the disappointment of digital lead generation and use systems like blogging for lead generation.

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