Companies searching for a firm to outsource their lead generation to are at risk of choosing a firm that looks great on paper-but doesn't deliver.
We recently had a prospect call inquiring about our B2B lead generation services. He was very apprehensive to invest more of his money with a lead gen firm because the last company he outsourced through promised they'd get his company at the top of google search results- little did he know, they weren't posting his information on relevant blogs, they were spamming his company info on every blog and his company ended up appearing on adult websites. It's imperative that firms deliver what they promise in an ethical and efficient way.

Take a look at our blog on outsourcing http://www.gatewaybizdev.com/blog/2010/02/3-tips-…

Your point about 'weak leads' is well made! I've seen far too many marketing managers stand up and claim that the people in the sales team aren't doing their job properly, as there are plenty of 'leads' being given to them – when there has been little targetting or qualifiaction of those leads!

Therefore they're pretty semilar to cold calls and shouldn't be put in the 'warm leads' category – the conversion rates will be vastly differerent!

Then when you add to this the costs to aquire those leads via PPC in the first place, suddenly if you're not managing your capmaigns well, you can be wasting an awful lot of money and effort!

Great article once again…..