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Many business owners and marketers often make mistakes in the lead-generation process. For example, using incorrect or untrustworthy B2B databases will significantly slow down your growth process and the search for new customers. Therefore, such a task should be entrusted to professionals who can qualitatively research data for you.
B2B sales lead research is a multifunctional process that includes creating a B2B sales lead database and a detailed study of prospects for your business needs. All this taken together positively influences your bottom-funnel conversions and helps to boost your business.
Who is a lead researcher: Responsibilities & skills
Lead generation and searching for potential customers is a painstaking task, so you should not trust this process to automated services or newbies.
A qualified lead researcher must be involved in the lead-research process entirely. In terms of the main responsibilities, sales researchers look for leads, check potential customers manually, and compile a list of names, job titles, and contact information of future partners. The lead researcher collects information about potential clients, simplifying the appointment-setting procedure. Overall, representatives of this profession research leads and help obtain new business opportunities.
The lead researcher also pays attention to your ideal client profile (ICP) and takes into account all of the criteria it implies. Ultimately, this specialist connects your sales representatives with real decision-makers who can become your buyers.
As you can see, the lead researcher does hard work considering all your business needs. That is why this specialist is so important.
How lead research works
As we mentioned, B2B Sales lead research is a massive process, and it is carried out in several stages:
- Preliminary research;
- Strategy refinement;
- Plan implementation;
- Strategy adjustment.
Let’s look at each stage in more detail.
Preliminary research
This is the initial stage of work. It includes pretty standard (but no less important) processes. Here, the sales agent’s team collects all the essential information and prepares to launch the process of high-quality lead generation.
For a start, the team gets your ICP and collects exclusive data to generate valuable leads. After that, you need to generate a certain number of test leads that match your needs. It will help you choose the direction to move while generating leads.
At this stage, it is also important to immediately analyze the market and understand how many companies fit your ICP. This will help assess the prospects and feasibility of the project.
Strategy refinement
Designing a refined strategy to maintain a proper workflow and provide the highest lead-generation productivity is vital.
At this stage, the vendor should outline the work step-by-step and discuss each phase. Thus, the strategy can be quickly optimized, and you can allocate resources and tools to thoroughly research lead databases.
In addition, you may edit the ICP at this stage and add more data points. After all, it must make sense in terms of return on investment.
In the course of work, the vendor team also compares their lead research data with your existing customer base if you provide them with a no-contact list. This helps avoid overlap and concentrates efforts only on the most qualified leads.
Plan implementation
The most exciting part begins here because the strategy drawn up earlier comes into action and the teams’ interaction reaches its max level.
A good research team should provide test leads for verification in a couple of days. Additionally, there should be research data for an information campaign.
It is possible to go ahead and collect feedback and evaluate primary effectiveness once you test the leads, which allows you to optimize the strategy further and speed up the process.
To achieve the desired outcome, you cannot rely solely on one ICP, so it is important to test several and determine which one produces the best result.
Strategy adjustment
The final stage allows you to achieve the highest efficiency and get the first reports and data for strategy improvements.
Given the performance indicators, the strategy can be adjusted if necessary. You can also consider additional options for your ideal client profile.
To keep everything productive, a good sales agent should quickly make changes and improvements at this stage. Thus, information campaigns will go quickly, and the first results will not take long to acquire.
Belkins Lead Research service
Are you looking for a sales partner but can’t find one that suits you 100%? You don’t have to search any longer. The Belkins Lead Research service is a great solution. Let’s look at what our agency offers and how you can benefit from it.
Belkins helps you build a quality database of B2B leads along with detailed research on those leads. We use a variety of professional, credible sources, such as FindThatLead, Owler, Hunter, ZeroBounce, LinkedIn, and many more.
Having the best data sources at our disposal, Belkins follows your requirements to research lead databases and launch successful lead generation. In addition, when you take advantage of Belkins Lead Research, you get 20 free leads to see our work approach and test our expertise.
What sets Belkins apart? First, we have dedicated professionals who go above and beyond in researching leads. Besides, our lead-generation approach is human-centric, hand-curated, and based on data that matters to your business. Second, Belkins guarantees its customers high conversion rates, significantly reducing costs. Third, we will not present you with an uncountable number of leads that won’t reply to our emails. Belkins selects an optimal number of contacts, examines them, and ensures they are properly qualified and potentially attractive for your business.
And don’t miss the fact that we not only collect contact lists but also provide all the essential information and additional data. We analyze company information, websites, behavioral patterns, user intelligence, and even certain physical features like office square footage and building type. All this helps us find more clients and makes it easier to set up appointments.
Here is what is included in the Belkins Lead Research service:
- Dedicated lead-research specialist or a whole team of experts;
- Reliable quality assurance specialist;
- Weekly strategy calls and Slack support;
- Ideal customer profile setup and analysis;
- Total addressable market analysis;
- <1% email bounce rate;
- Weekly lead turnaround.
If you have any questions or would like more information about how we can help you, feel free to contact us today for more details.