Green Leads' Founder, CEO and CMO, Mike Damphousse, writes frequently about b2b marketing, demand generation, appointment setting, lead gen, and marketing in general.
There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Outsourcing some or all of your appointment setting or lead generation activity to a third party vendor is a task that shouldn't be undertaken by responding to one cold call.
Trish Bertuzzi, Inside Sales Expert, @bridgegroupinc: "Hiring a third party lead gen vendor is like dating… the chemistry is either there or it is not. When you are interviewing vendors you have to get a sense that they are smart, interested in the same things that you are and passionate about what the future looks like."
Craig Rosenberg, The Funnelholic, @funnelholic: "If they charge less, be more skeptical – Believe it. I believe this across lead gen: the most important thing to look at is cost per opportunity not cost per lead. Cost per lead is a narrow look at the success of a program. A higher cost lead (if justified) will convert better with sales. Oh and by the way, here is the thing with outsourced lead gen as well: these are leads that go directly to sales guys. My suggestion is to pay whatever price it takes to keep them from hating you."
Below are some questions to ask the vendors you are considering -- and don't forget to ask me.
What would you ask that we missed?
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