Are you looking for some crispy“fortune cookies” to guide you in shopping for the best B2B lead generation provider for your business this 2016?

You don’t have to go anywhere else – I’ve got them for you.

Here are 3 crackly fortune cookies that will help you qualify a lead generation company.

fortune qualifiers - Fortune Cookies to Guide You Shopping The Best B2B Lead Generation Program

#1: Fortune Qualifiers

What qualities should have a good lead generation company?

There’s a bunch of lead generation providers in the web, but would you know which one will work best as a partner for your business? Look into the company profile and check on…

How long have they been doing b2b services?

A company that has 5 years or more experience in generating leads would be a good preference, as they have much ideas and strategies banked from the different campaigns they have handled.

How wide is their market reach?

The “global market access” phrase would mean flexibility in their programs, broad market coverage across regions, and huge data warehouse.

What are the services they provide?

Check out the services list and be keen on each item description, as well as the detailed process of how it’s done. Voice, email, social, web and mobile, are key functional channels for a lead generation campaign.

Who were the clients they served and what do they have to say?

Find out who were the clients they worked with. It’s plain to see that only those they worked with successful campaigns will be displayed in the website, but at least note of anyone with the same service as yours. This way, you’ll be able to get references and case studies about the campaigns which they ran for these clients and read on client feedback / testimonial.

What are the tools they use?

  1. A CRM that integrates call power with lead management, campaign monitoring and lead nurturing.
  2. A lead nurture tool that automates email send out based on the nature of the call and which information they may need, to save time and effort to do reach out to more prospects.
  3. A fast dialer solution to achieve smarter phone productivity, which could be integrated with other dialing platforms
  4. Social / Professional Sites like LinkedIn and facebook access
  5. Data warehouse

fortune elements - Fortune Cookies to Guide You Shopping The Best B2B Lead Generation Program

#2: Fortune Elements

What elements should be consider in outsourcing to a lead generation company?

Any outsourcing activity requires skillful study about your business partner to-be, to leverage on time, money and trust.

Clear Goal

Does your lead generation provider state a clear objective of their service like committed to deliver quality results, taking into account the unique needs of your campaign, and full staff and tool utilization to achieve effectiveness? If any of these were not mentioned, take a look at other options.


They should be setting proper expectation and not over promising, to enhance a good relationship between you and them.


Is your lead generation partner open to engage you with all the things pertaining to your campaign like challenges, plan of actions and options? An open communication line is an essential element to align all best practices in the business.

fortune references and reviews - Fortune Cookies to Guide You Shopping The Best B2B Lead Generation Program

#3: Fortune References and Reviews

Are there other sources you can find that solidifies their integrity and works?

Do some fact finding before you take any further steps in engaging with a lead generation provider, ponder on reviews and references.


These are online award giving bodies that gauge, analyze and comment lead generation companies who excel in the field:

  • TopTenReviews
  • Customer Interaction Solutions Magazine
  • The Black Book of Outsourcing
  • Contact Center World


Read informational materials that will help you decide best like:

  • Web content
  • Case studies
  • Brochures
  • Slide presentations
  • Infographics
  • Best practices
  • White papers
  • Videos

Like crunchy fortune cookies, crack, open and read the aphorism to gain wisdom, before you tastefully munch them.

This post originally appeared at Callbox.