Lead Generation Agency for B2B Technology Companies

Lead generation is a way of reaching out to decision makers at companies in your target audience and getting them to become customers. 

Lead generation services can vary from company to company. However, your B2B tech company should use a mix of lead generation services that combine outbound and inbound tactics, such as telemarketing, website development, content creation, search engine optimization, and digital advertising, to reach and target customers through a variety of preferred channels.  

Prospects usually don’t become customers during their first interaction with your B2B tech company. Lead nurturing follows up with potential customers in your pipeline with the goal of converting them when they are ready to buy. Lead nurturing can turn unqualified leads into SQLs and MQLs by supplying them with additional personalized messaging and opportunities to engage. 

Types of leads vary by level of qualification and how they are generated. At TSL, we focus on generating BANTE leads. Our Business Development Reps qualify leads using the Budget, Authority, Need, Timing, and Environment framework. The BANTE Framework assesses if potential customers are a good fit by gathering background information before passing them on to a client.  A marketing qualified lead (MQL) is a prospect who has been vetted by a company's marketing team and is considered likely to become a customer based on their engagement with marketing efforts. A sales qualified lead (SQL) is a prospect who has been evaluated and identified as ready for a sales conversation because they have demonstrated clear buying intent and meet specific qualification criteria. Some leads can be distinguished from each other based on attribution. For example, content syndication leads are potential customers who have expressed interest by downloading your gated content on a third-party platform after providing their contact information. Qualified leads can be distinguished from lower-quality leads who just want more information. 

Lead quality is important because it increases the chances that a lead will convert into a paying customer. When poor quality, unqualified leads fill the pipeline, your company may spend a lot of time and effort nurturing a lead that may never convert, taking away resources that could be used to follow up with a lead that is ready to make a purchase. 

The success of TSL Marketing’s telemarketing efforts is evidence that cold calling still works. Outbound marketing adds a human touch to digital marketing efforts through personalized outreach. Our cold calling is based on solid data that identifies target audiences, increasing the chance of generating a lead. The outbound call gathers background information that ensures clients receive a warm hand-off and gain useful information about the prospect’s pain points and interests.