How do you assess leads from an outsourcing partner?

I concur that setting clear goals is crucial, and it's worth noting that KPIs can vary across industries. Additionally, I would strongly suggest setting KPI targets for a three-month period. This is because new sales campaigns often require time before they begin yielding results.

I think it is also vital to let them know your ideal client - Job title Industry Location etc So they know they are contacting the right people.

Here's my POV on assessing leads from an outsourcing partner: * Clearly define your ideal lead criteria and communicate it with the partner. 📋 * Establish a feedback loop to provide ongoing insights and guidance. 🔄 * Analyze the quality of leads based on their relevance and conversion potential. 🔍 * Regularly review and evaluate the lead generation process for continuous improvement. 📊 * Consider the volume and consistency of leads provided by the partner. ⚖️ * Assess the partner's industry knowledge and understanding of your target market. 🌍 * Look for proactive communication 📞 * Monitor lead qualification metrics 👥 * Seek feedback from your sales team on the quality and suitability of the leads. 🗣️

If you know how to lead generate, then don't outsource. That's a mistake. More on that in a moment. However, if you don't know how to lead generate, then outsource to learn how to do it yourself, not merely to have another do it for you. Here's the main issue: lead generation is revenue generation. Who should be in control of your revenue? Someone else or you? If you let someone else revenue-generate for you and this agency for any reason disappears, so does your revenue. You go back to zero where you started from. So, leave the agency –whatever agency you choose– to do as it will do however it does it to produce the results you want. But learn. Aim to build your own internal lead gen operation. Then, get agencies to value-add only.

Too many people focus on more and more. Often less is more. And it is far more profitable working for a new client that appreciates your services/products than selling to all comers and having to contend with complaints. Focus on looking after your client so that they appreciate you even more.

Assessing leads from an outsourcing partner is crucial for quality and relevance. Steps include defining an Ideal Customer Profile (ICP), maintaining open communication, implementing quality control and data validation. Prioritize leads using scoring and segmentation, track lead sources, and monitor conversion rates. Offer constructive feedback for improvement and nurture leads through a sales-ready process. Integrate lead data into CRM and align sales and marketing teams. Set benchmarks, establish clear contractual terms, and continuously improve the assessment process. These steps ensure leads align with your audience and contribute to business growth through a strong partnership.

The ability to track and iterate KPIS on the fly related to Persona, Paint-points, and meetings, is what sets apart the cheap help from the gurus.

If you are having to assess your outsourcing partners lead generation process whilst working with them, you are working with the wrong partner!

1. Check if they use ethical and opt-in methods for compliance with data regulations. 2. Inquire about reliable sources and verification practices. 3. Review if their content aligns with your brand and engages the target audience. 4. Ask about their approach to engage prospects through emails, webinars, and follow-ups. 5. Check if they have customer support and value feedback for improvements. 6. Request data on lead generation, conversion rates, and transparency in reporting. 7. Evaluate their track record and successful campaigns. 8. Verify data protection compliance and security measures. 9. Evaluate regular updates and insights on lead performance. 10. Seek feedback from other clients for insights on reliability and capabilities.

Seek advice from your lead generation partner and refrain from intervening excessively in the process. If you've selected your partner based on reviews and references, they likely know exactly what they're doing. Excessive interference on your part could hinder the success of the lead-generation campaign

Quality is far more important than quality. When assessing success also ensure you take a look at how your internal team are handing the leads. Having been within lead generation for close to 20 years, you may be surprised to hear that the most common reason an outbound campaign doesn’t work is due to the clients sales team not following up the leads made correctly.

quality > quantity do not push your new partner in to high numbers of leads, time to time 100 high quality leads give you more meetings than 1000 low quality leads.

It is crucial to have a clear definition of your ICP and buyer persona(s) before you start outsourcing. Make sure your partner understands those. That will improve their chances of sending you quality leads. Using tools like ZoomInfo, company sites and LinkedIn to research those leads will speed up the process of validating/invalidating them. Always be clear and concise with your partner when discussing the type of leads you're expecting (company sizes, revenue, tech stack being used and demographics, among others).

I highly recommend choosing buying signal, that is relevant for your product or service. Buying signal should be visible on the internet. These buying signals try to check on sample of companies from your lead generation partner. ICP can be wider, when you have focus on exact buying signal.

Ask your partner before you start for some casestudies from companies like you, also you can ask for few contacts of their past clients to get feedback.

If you are outsourcing lead generation and are unsure if you are getting good results and want a hand, if you stumble across my comment here, please reach out. I’ve been in lead generation for 20 years and I’d love to use my experience to help you understand this (I love it so, much I’ll do it free).

The question is a bit misleading as you wouldn’t be assessing leads you would be determining if they meet the pre-set and mutually agreed to qualified lead criteria. If you’ve done the work to understand your specific ICP, which is a smaller group than your qualified lead pool it should be quite clear what is and is not a qualified lead without required time consuming assessment. Now if you find that the leads are not translating into qualified pipeline you do need to do an assessment but I would asses: 👉 The qualifying criteria I set 👉 The ICP I choose 👉 The SDR to internal sales pro handover 👉 My sales teams ability to move deals through the pipe 👉 The sequences & copy being used by the SDRs