How Can Media Companies…
Challenges for Media Companies in Creating Lead Generation Solutions
For B2B media companies looking to offer lead generation services DIRECTLY to clients, there are several challenges and implementation outcomes that BlackBoxLG solves for, including…
Database Reach & Fatigue
Most companies lack the raw database size to successfully sell “100 lead minimum” campaigns to multiple clients on a monthly basis. Additionally, it takes 100,000 outreaches to deliver every 65 qualified leads. Media companies struggle to achieve this level of push, without destroying homegrown databases.
Operational Expense & Expertise
A startup, volume lead program at scale would require several additional full-time employees – all versed in demand generation, engagement platforms, quality assurance, content creation, logistics, and sales enablement. The ramp up investment for traditional demand generation products can be significant.
Educating Teams & Markets
Often, when bringing lead generation programs to nascent markets, there is both a significant amount of sales rep training and client education needed to close opportunities. Marketer’s proficiency with demand generation runs from novice to expert – regardless of field or industry. Teams must be adept in pitching business, or educating clients, at all skill levels
Demand Generation Overnight
As our backend is fueled by a NETWORK of the TOP 1.5% of the U.S. demand generation providers, your media sales team will be able to service leads at volume to virtually ANY professional category or client – at whatever lead bandwidth they can handle. Without the expense, management, and operational lift of depleting your own, first-party database.
Selling leads at volume can start fast…very fast. Our team handles all operational aspects of the demand generation process including support, logistics, delivery, and QA/QC. All behind the scenes, and in conjunction with your sales team. The markup revenue on your “per lead” sales is dramatic – and all yours. With almost pure flow through to the bottom line. Allowing you to focus on sales explicitly.
Not only do we negotiate rate management with our network of database providers, we also make it a hard requirement that EVERY lead is delivered as a result of targeted demo engagement with EXCLUSIVE landing pages. Pages that showcase and opt-in to your client’s content downloads. Insuring that demographic expectations are met, and advanced nurturing can continue in a relationship model.
You’re not alone in this. BlackBoxLG, if desired, can help you in training your sales team and leadership on how to best sell lead generation programs, in any market.
Many direct clients are excited about building a lead pipeline, without realizing that content leadership is a necessary component to driving hand-raising events. While some clients have content assets ready for lead gen marketing, most need more. If you have a marketing services division, lead gen fuels that engine. If not, we can provide you with white-label content products for resale as well.
