Top Lead Generation Companies in 2020
by Mike Khorev
One of the most important aspects of digital marketing is lead generation. On the other hand, it is also often the most challenging aspect.
Attracting visitors to your website can be time—and resource—consuming. And, probably the most challenging thing is the fact that along with how consumers evolve, so do we need to constantly change our approaches and tactics.
This is why many businesses choose to work with lead generation companies, which can help in filling in the requirement of expertise, time, and resources. Yet, choosing the right one to work with can also be a challenge. In fact, if they generate the wrong leads, it can actually be counterproductive for your sales team.
With that being said, here we will discuss the best lead generation companies to work with. Yet, before we begin, let us start by discussing the important things to consider when choosing one.
Top 6 Lead Generation Companies
Based on the factors we have discussed above, we have researched numerous lead generation companies that have already established their credible reputation.
We’ve assessed companies with the best qualities of databases, most reliable tactics and methods, and other factors. Based on that, here are our recommendations for the top 6 lead generation companies, in no particular order:
Callbox is a U.S.-based lead generation company with an international reputation, and have helped a lot of big clients globally over the years.
One of Callbox’s biggest strengths is their large proprietary database not only for U.S.-based prospects, but also all over the world. Strategy-wise, Callbox uses a multi-channel approach to generate and nurture qualified leads: from customer profiling to building a marketing automation process to hosting event marketing.
You can have a campaign established as soon as two weeks after you contact Callbox, where you will be given the access to a private CRM and a marketing automation software. This software—the Callbox Pipeline— is cloud-based, so you wouldn’t have to worry too much about installation, which can be hassle if you have a big sales and marketing team.
Another key strength is their algorithmic-based lead nurturing approach where the Callbox Pipeline can analyze prospects’ behaviors and determine the right time to engage them and the right personalized message to connect with them.
A Toronto-based lead generation company with a global-reaching reputation. Nine Peak Media uses various digital marketing channels to generate qualified prospects, but especially focuses on organic lead generation through content marketing and SEO (inbound marketing).
By consistently producing high-quality and relevant content, Nine Peaks Media can help your business in not only generating leads, but also to establish your credibility and online presence. On the other hand, by ensuring these pieces of content are ranking on top of the search engine results page (SERP) for the right keywords, you can get a reliable, sustainable source of long-term traffic.
Nine Peaks Media also emphasize the importance of online reputation management, and provide the service to manage reviews of your brand and to maintain a positive presence on social media platforms.
Vsynergize has been one of the top lead generation companies in more than a decade, and especially focuses on using various available channels to generate the best possible quality leads to their clients.
One of their specialties include data-mining for custom-tailored customer databases where clients can get qualified prospects. Vsynergize then will use various verification method to ensure the clients get the best possible fit according to their buyer persona.
Providing various outsourcing services from data cleansing to appointment setting, Vsynergize can be a good choice if you are looking for a one-stop digital marketing and outsourcing service.
TechnologyAdvice is also a full-service digital marketing agency and marketing tools provider with lead generation as one of their core services.
One of the key qualities of TechnologyAdvice is their huge proprietary database of over 45 million customer contacts from all around the world. Which, when paired with their sophisticated data mining tools, can ensure a great source of qualified leads for any businesses.
Technology advice will use different lead generation and lead nurturing methods according to the client’s needs, from telemarketing to social media marketing to SEO, as well as automating some of your marketing processes.
Netline specializes in using content marketing and content syndication to generate more leads through inbound approaches.
Content syndication, is a nutshell, is publishing content on your business’s behalf on third-party sites to get more leads and backlinks to your own site. This approach can be very effective especially for businesses that can capitalize on content and inbound marketing.
Besides content-focused strategies, Netline also offers various other marketing methods from account-based marketing to funnel acceleration to programmatic advertising solutions to generate more prospects.
A one-stop lead generation service that will suit especially businesses with an existing content marketing presence.
CIENCE is a San Francisco-based lead generation company with a global reputation, and called their business PAAS, People-as-a-service.
The idea behind PAAS with CIENCE is combining human intelligence and creativity with digital approaches including A.I. and machine learning to research, generate, and nurture new prospects. So, their service will focus around dedicated, personalized staffing to grow your business, according to your needs.
CIENCE divides their services into two: outbound and inbound SDR (Sales Development Resources), and will work together with you from researching your needs and your ideal audience’s behavior to developing strategies to actually generate the prospects you need.
Important Factors When Choosing A Lead Generation Company
Lead generation, by definition, is a relatively simple concept involving three key processes:
- Attracting people to your brand (or in most cases, your website/landing page)
- Capturing their contact information, effectively converting a random visitor into an actual lead/prospect
- Figuring out whether this lead is qualified and worth nurturing (lead qualification).
So, when choosing a lead generation company, we should consider their expertise in these three main processes, namely:
1. How They Actually Attract Visitors
Lead generation companies can use many different approaches to attract and engage with prospects. So, figuring out their approach can be a major factor in determining your choice.
Remember that not only the quantity of the leads is important, but also the quality. So, the process can be really important here, and those that focus on assessing and capitalizing on purchase intent are generally the most reliable. Here are some of them:
Pretty self-explanatory. The lead generation company calls their contact database to measure their interest. While telemarketing might seems old-school for this digital age, it’s actually a very effective personal approach where the company can measure potential interest for specific products/services.
- Content Marketing
Another effective approach nowadays is attracting prospects through content marketing. This is very effective since the lead generation company can establish the client’s position as the expert of the niche, attracting more qualified leads in the process.
Generally, in this approach we use lead magnets to capture the content reader’s information, for example by offering a more in-depth content in the form of ebook or white paper in exchange of their email addresses. Content syndication, which is publishing your content in third-party sites in exchange of leads.
Usually companies who use this approach will also provide content development and SEO consultancy services.
- Nurture Campaigns
Here, the lead generation company nurture an existing contact list to convert them into actual leads. The company can use email marketing, online surveys, phone calls, and other approaches to engage the potential prospects.
The goal here is to create a new list consisting of more qualified prospects where your sales team can convert more effectively.
- Database Mining
In this approach, the main goal is to “mine” new contacts through various methods including using software and programs to crawl public records and existing databases.
The technology used by the companies can greatly vary (and can sometimes be a scam). So, if a lead generation company offers you this kind of service, make sure to have them demonstrate their approach and learn about it as much as you can before making a decision.
2. Quantity and Quality of Existing Database
Besides generating brand new, organic prospects for your business, some lead generation companies will offer to sell their own contact database.
It’s important to understand that in general, organic contact lists (the ones generated from various methods we’ve discussed above) will perform better than these third-party databases. However, these databases can still produce great results when used properly and when they fit your buyer persona.
It’s important to consider both the size of the database and whether the prospects in the list are aligned with your ideal audience. Buying these leads can be very expensive, and so it’s important to only buy those with the highest chance of conversions.
Some companies will push you to buy these leads, even when they don’t have a campaign that can fit your needs. Avoid these companies, and make sure their database is properly aligned with a program that fit your business.
The most important thing when trying to find the right lead gen provider for your business is credibility—a proven track record—. It’s also important to find the right fit for your business, an agency whose programs can align with your overall business and marketing needs.
Also, think of outsourcing to a lead generation and marketing consultant as a long-term investment. While it might cost you significantly at first, when done right it can provide you with a sustainable, long-term source of growth.
April 30, 2021