What is a lead generation specialist?

Leads are the major focus and topics of interest on a daily basis of a business firm, marketing company, and a B2B marketer.

It is the process of arousing consumers’ interest or inquiry towards a product, service, or business.

lead generation is very essential to you as your business grows.

This is why as a marketer, you need to adopt diverse lead generation strategies. 

For example, publishing engaging contents to earn the trust of readers and to even covert some into leads.

Another is utilizing social media to build trust and also as a means of interacting with the audience and enticing them to your products and services.

Lead generation is very essential in the B2B marketing world so much that a recent survey showed that over 53 percent of B2Bmarketers spend more than half of their marketing budget on lead generation. 

Therefore the position of a lead generation specialist is very important among B2B organizations to convert prospects and bring in more revenue to the company.

So, what is a lead generation specialist?

A lead generation specialist is a position created in companies that operate in B2B industries tasked with the responsibility of acquiring and evaluating new leads.

He calls leads that are passed from marketing to sales to ensure that they meet the company’s requirements necessary to initiate a sales call.

He also researches leads that meet the company’s sales requirements and grooming them to qualify them for sales.

Lead Generation Specialist Job Description

As a lead generation specialist your duties are as follows:

  1. Database management: 

    You are responsible for managing the lead database.

    It is an acquired and stored consumer information indicating their purchasing preferences, purchasing habits, and buying histories.

    This database will then be used for determining the target market during the promotion of new products.

  2. Process efficiency: 

    As a lead generation specialist, your primary goal is to bring in sales to the company through diverse lead generation process/strategies.

    Not only would you make efforts to entice consumers to sales but you must also know the best days and times to contact a prospect.

    You must be persistent and know the best response time for calls.

  3. Market identification:

    You must be able to identify the appropriate target market for different products and services promotion.

  4. Data analysis:

    You must be able to analyze consumers’ information which will include lead demographics, email engagements, and their online behavior.

    In addition to these, you can do more research and investigate the marketing and sales efforts to know which efforts generated the most leads.

  5. Content syndication: 

    You are to republish site contents to reach a broader audience in order to increase brand or product awareness and drive in leads.

A lead generation specialist’s job description is mainly about generating new leads from outbound telemarketing.

They pre-qualify leads to make the sales funnel more efficient.

You will also use your telemarketing research and expertise to find new prospects.

Warm them up, and transfer promising leads to your sales team where they will close the sale.

Types of lead generation techniques

Lead generation is the first step in a sales process which includes lead qualification, prospecting, needs analysis, proposals, closing, and other customer relationship processes such as cross-selling.

i. Inbound lead generation:

It requires the inbound lead generation specialist to create and publish content and campaigns that will bring in website visitors and converts them into leads.

This strategy requires creating content such as brand storytelling and interacting with potential customers in social media.

“Almost 50% of marketers say inbound marketing strategies are their primary source of leads, double that of outbound. [HubSpot]”

ii. Outbound lead generation:

This includes prospecting and making contacts via email and phone calls.

iii. Online lead generation: 

This requires driving traffic to your company website and generating inquires and leads.

iv. Referrals:

This is a means of generating leads through existing customers and partners.

v. Branding and advertisements:

This means sponsoring programs brands and products and advertising on mainstream media like TV, Radio, Podcast, etc.

It is the use of behavioral and contextual ads to drive traffic to a page that pitches your product and asks for contact information.

vi. Industry Events:

This involves attending industry events such as trade fairs.

vii. Sponsoring Events:

This requires that you sponsor events such as training or a product demonstration like webinars in order to connect with potential customers in order to generate leads.

viii. Showrooms:

Making use of physical locations that show off products.

  1. Networking: This strategy requires getting to know the people in your industry. 
  2. Camping: This is a Networking strategy in which you go to the same events and places that customers frequent.
  3. Cold Calling: In this strategy, you would have to research people and call them to try to gain their interest.

xii. Using Third Party: 

In many industries, there is a market for leads.

This strategy requires that contents are distributed via networks, lead brokers, lead generation agencies, and list vendors.

xiii. Direct Mail:  

By sending hard copy mails to prospects

xiv. The use of Press releases, editorials, public speaking, etc.

Lead Generation Specialist’s Tool

lead generation tools

Source: RakaCreative

Most people assume that with the use of a lead generation tool, more leads means more money.

This isn’t entirely true.

As a matter of fact, 73 percent of B2B companies are focusing on lead quality over lead quantity.

In order to achieve this, you must invest in automated lead generation platforms.

79 percent of top-performing companies are already utilizing marketing automation.

Here I will be introducing the best lead generation tool you must have as a lead generation specialist.

You will need theses tools to make it possible for you to accomplish different functions.

Lead Data Collection Tools

These lead generation tools will not only help you collect data on your prospects but also ensure you have the right leads.

The AI-powered tools will also make use of their software capability to identify visitor details like company name, email addresses, and more.

Examples of Lead data collection tools:

  1. Leadfuze – This lead generation tool will help you collect data on your prospects and also help you to identify visitor details like company name, email addresses, and more you didn’t know you need.

    Our AI builds, cleans, and verifies leads in real-time.

  2. LeadFeader – LeadFeeder tells you what companies visit your website.

    This tool also finds contact information for employees at the company allowing you to follow up with visitors who never inquired about your product or time your outreach to potential leads in your sales pipeline.

  3. Prospect.io – This is a sales Automation Platform that’s fully integrated with Salesforce, Pipedrive, Close.io and HubSpot.

    The Prospect.io has a Chrome extension which helps you find prospects in one click and launch cold email campaigns straight from your browser in mere seconds.

Email Lookup Tools

These tools will help you automate the process of finding someone’s email address and make the process swifter and much easier.

 Examples of Email lookup tools:

  1. Reply.io – The new Reply Chrome extension helps you find prospect emails on LinkedIn in seconds, keeping your pipeline full.

    You can either look up the required contacts one by one or source emails in bulk directly from LinkedIn Sales Navigator.

  2. Voila Norbert – Voila Norbert is a sales tool that can be used to find someone’s email address.

    Simply, you enter the name of the person, along with the company they work for, and Voila Norbert will automatically find the email address.

    Bulk email identification is also available.

  3. Hunter – Can be used to find emails by typing in the person’s name and their company.

    You can also browse for all emails at a specific company.

  4. Skrapp – This tool is specifically designed for finding someone’s LinkedIn email.

    It also has a Chrome Extension that, when enabled, will show a “Find Email” button on a person’s LinkedIn profile.

    You can then click this button and Skrapp will find that person’s email when possible.

Email marketing tools

These tools will make it possible and much easier for you to actually create email marketing campaigns and automated email drip campaigns.

By using email marketing, you can continue to educate your subscribers and eventually turn them into potential sales.

Examples of Email marketing tools:

  1. MailChimp – This is one of the most popular and easiest to use email marketing platforms out today.

    It is very intuitive, easy to use drag-and-drop email builder. MailChimp also offers email automation.

  2. AcitveCampaign This email marketing platform with a very powerful email automation editor.


Landing page creation & capturing tools

landing page creation tools

Source: Neil Patel

These lead generation tools allows you to create custom landing page and lead capture forms on your website.

They come in handy when you are trying to get visitors to sign up for an eBook, a demo request, or a sales call.

Examples of landing page creation and capturing tools:

  1. Unbounce – This is a tool used to create custom landing pages.

    It features a drag-and-drop landing page builder as well as many pre-built templates.

  2. Instapage – This tool integrates with popular email marketing and CRM platforms like HubSpot, MailChimp, and Salesforce.

    It also offers a drag-and-drop landing page as well as other handy features such as lead capture forms and heat maps.

  3. Leadpages – This has a very well-designed drag-and-drop builder that is super easy to use.

    It also enables you to build Facebook ads directly inside the tool and it evens features built-in payment functionality for forms.


Complete marketing automation tools

The All-in-one marketing and automation tools helps remove the stress of integrating multiple platforms together (such as your email marketing provider, landing page builder, popup builder, etc.). 

It instead combines all of these tools into one platform.

They sometimes include lead management and scoring features.

Examples of Complete marketing automation tools:

  1. Leadfuze: LeadFuze’s A.I. + Automation Saves you from the mundane work by doing all the heavy lifting for you.

    No need to use a third-party validation service because we already do it for you.

  2. HubSpot – This tool is a well-known tools on the market for SaaS companies and agencies.

    This all-in-one marketing and CRM solution has features for managing contacts, posting to your blog, creating landing pages, finding new leads, and more.

  3. Marketo – This is another all-in-one solution that features lead management, lead scoring, email marketing, email automation, and analytics.

Expected salary of a lead generation specialist

As of Nov 4, 2020, the average annual pay for a Lead Generation Specialist in the United States is $27,752 a year.

Salaries could be approximately $19.23 an hour.

This is the equivalent of $769/week or $3,332/month.

According to the online job platform [ZipRecruiter] annual salaries range between as high as $73,000 and as low as $18,000.

The majority of Lead Generation Specialist salaries currently range between $29,000 (25th percentile) to $43,000 (75th percentile).

With the top earners (90th percentile) making $56,000 annually across the United States.

The average pay range for a Lead Generation Specialist varies greatly (by as much as $14,000).

This suggests there may be many opportunities for advancement and increased pay based on skill level, location and years of experience.

Thinking of starting a lead generation agency?

Here is what you need to know.

A Lead generation agency is a company that generates leads for a specific business or company.

The main aim of a lead generation agency is to find your client’s business qualified leads that they can turn into actual buying customers.

lead generation agencies aren’t only just companies who sell big lists of names and numbers that sales representatives cold call day in and day out.

They can generate new leads based on certain criteria and information they have collected from digital marketing strategies.

They can tailor those marketing methods and sales pitches to those prospects.

Lead generation agency makes it possible to research and understand the needs of potential customers and to attract them in to turn them into leads based on engagement and demographic information.

For any business to survive it needs customers and many are willing to spend money on paying for leads to be generated for them via a lead generation agency.

For this core reason and also based on the ever-evolving technological advances, the need for generating new qualifying leads and targeting demographic audiences, we can see that the lead generation business is booming.

Thinking about starting a lead generation agency?

lead generation agency

Source: vendasta

You could start up a lead generation agency by setting up a system to generate quality leads in a designated niche and then sell them to buyers who are interested in them.

It will be a registered business that has developed a formula for generating a large volume of qualifying leads by using the following:

  • Paid advertising
  • Social media content to drive in traffic
  • An engaging landing page that has a clear call to actions present
  • Newsletter sign-ups etc.

These will all be used to collect data which will result in a more valuable lead.

There is a high demand for lead generation companies and many can be set up by one person.

 They will know digital marketing inside and out and is aware of which inbound and outbound marketing strategies that can work for a business.

It can be scaled up quickly and could be automated as well.

Should you hire a lead generation specialist as a business owner?

Well, as a business owner, your main goal is obviously to convert your leads into paying customers.

To achieve this goal you will need the skills and expertise of a lead generation specialist.

When you hire and work with an experienced lead generation specialist, they can help ensure you attract people that are truly interested in what your business has to offer.

Plus Also, letting a lead generation specialist focus on this aspect of your business will give you time to take care of other things.

These are some of the reasons why you should hire a lead generating specialist:

  1. Access to valuable ideas from an expert:

    Working with a talented lead generation specialist can help you understand the ins and outs of lead generation.

    They will also help you develop a plan that suits your specific business needs and will be able to offer valuable suggestions.

    A specialist can talk about what areas to target and how to expertly execute the campaign.

  2. Improve your existing strategy: 

    Even if you already have a lead generation experience, this might not be working as well as it should.

    A lead generation specialist will be able to analyze what you’re already doing and offer better suggestions on the aspects you want to improve.

    A good reason for working with a specialist is that you can tailor their services to the needs of your business to make sure you’re getting the best results and the highest conversions.

  3. Improve leads quality:

    If all of your leads are people who aren’t interested in your business or your products, you won’t get very many conversions.

    But working with a skilled lead generation specialist will guarantee that the leads you’re bringing in are the type of people you’re looking for. 

    When you have a good understanding of your buyer persona, this will help you avoid attracting leads who don’t want to buy your product or services.

    Once you have this, you can move on to pinpointing the right target audience.

    After that, you can then brainstorm on where you should start looking for them.

  4. Efficient Contact Information collection:

    Additionally, a lead generation specialist can set up a system for collecting contact information from your audience or site visitors very effectively through a landing page.

    A specialist with page building experience can be a great asset to you.

    There’s knowledge on how to create landing pages that are great at pulling in all the important contact information that you need.

    They will also know how to create content, text, and visuals that convert to leads. 

  5. New leads research opportunities:

    Aside from collecting emails and phone numbers for new customers, you will want to find other businesses that you can partner with.

    Reaching out to influencers in your niche is also a great privilege.

    Without a lead generation specialist to help you do all the research, you could miss a lot of great opportunities to market your product or service to an even wider audience. 

    As a true businessman, you will not be able to resist the urge to constantly find ways to improve and bring new customers and partners into the fold.

    You will go to every length to source information on how to achieve this and this will be very stressful.

    A lead generation specialist takes all of this stress off your shoulders.

    And then can you focus on building and molding relationships so that you can build your business faster and stronger.

  6. Track Marketing Analytics:

    Building a strong relationship with your leads means you’ll have to communicate with them.

    Email is one of the best ways to do this.

    A lead generation freelancer can set up mail merging.

    You can do this for new customers, partners, and influencers.

    Sending emails to hundreds of people is daunting task for a busy business owner.

    A person who is experienced in lead generation can manage all of this for you with just a few canned emails.

    He can also track the effectiveness of your mail merge campaigns and know what to look out for and report to you on which emails are doing well and which need to be improved.

    If he is experienced enough, he can even analyze your campaigns and suggest what changes can make a difference. 

  7. Leads engagement: 

    A highly skilled lead generation specialist will know exactly what to do to attract leads in a creative way.

    For instance, giveaways have recently become a popular way to reel people in. One popular freebie you can give out these days is the eBook.

    A lead generation specialist with decent writing skills and experience specific to eBook creation can help you a great deal. 

 

Takeaway

You might be skilled in other aspects as an entrepreneur and you may know your stuff pretty well, but you might not be great at writing or formatting.

This is where the lead generating specialist’s expertise comes in and can turn your knowledge into a veritable page-turner.

Online contests have also proven to be very effective at generating interest and engaging customers on social channels.

It goes beyond just posting about why you’re so great, you can both measure the level of knowledge and increase interest in your product or service by running an online contest.

As a reward for the best responses, you can give away product samples or a taste of your service offering.

A lead generation specialist with social media expertise can help you design these contests to be effective at measuring your targets.

Another alternative to giving out free stuff is to prepare coupons for discounts to encourage raw leads to give you their contact information.

Then you can pull them through the sales funnel with other enticements.

You will need a lead generation specialist in this aspect to create a more catchy text and visuals to present these. 

Conclusion:

Becoming a lead generation specialist is a very essential and lucrative profession.

You will be very relevant in the marketing and sales industry as your services and expertise will be of tremendous value.

And LeadFuze has just the perfect one in all tool you will require to effectively perform your tasks and stand out among our counterparts.

Finding Passive Candidates

LeadFuze gives you all the data you need to find ideal, passive job candidates.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • People who have worked in Computer Software
  • Who held a title of Lead Developer OR Lead Engineer OR Head of Engineering
  • That have NOT been a CTO or Chief Technical Officer
  • And currently make $85,000 to $100,000 in salary
  • While having javascript skills
  • Who are currently unemployed
  • Who are likely to fit culturally due to liking Back to Future OR Fast and the Furious
Just to give you an idea. 😀
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Connect with me on LinkedIn and let's discuss.

Emmanuel Abimbola
About Author: Emmanuel Abimbola
I'm a Content Writer for LeadFuze.