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Preferred Partner

SimpleTiger

SimpleTiger LLC
Average rating:  
 7 reviews
by Andy on SimpleTiger LLC
“Five Thumbs, Way Up”
Your Job Title: Marketing

Digital marketing had never been more thrilling to me than the day I was introduced to the team at SimpleTiger. Sean, Thomas, Darac, et al have been extremely professional, attentive, and helpful in educating us on the black box that is SEO. Not only do they take the time to walk you through the aspects of SEO for your website that can be improved, but also they make sure you understand the reasons behind their suggestions. SimpleTiger also fits their services around your specific SEO needs, as they are happy to update their reporting to reflect the goals you care about. Lastly, after working with them, I am confident in my own SEO knowledge and can help my team out for quick decisions and questions.

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We’re an SEO agency for SaaS (software as a service) companies and we have over 12 years of experience helping companies and tech startups succeed…

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Preferred Partner
SL Development

SL Development

SL Development
Average rating:  
 10 reviews
by Charlie W Burns on SL Development
Trustworthy SEO Services
Your Job Title: CEO, Founder, Owner, Big Boss

Steve did everything I thought I wanted and more, and he did it timely, with no fuss, and gave me lots of explanations and time along the way. I trust him, and would recommend SL Development without hesitation. Perfect for the needs of my small business in the big fish bowl of NYC.

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Small Team. Big Ideas. Exceptional Results. We provide digital marketing support for marketing teams and business owners. SL Development brings over fifteen years of experience in…

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Preferred Partner
Wallaroo Media

Wallaroo Media

Wallaroo Media
Average rating:  
 3 reviews
by Megan Gygi on Wallaroo Media
Very happy with experience with and work from Wallaroo
Your Job Title: Sales & Marketing Director

I have been very happy with my experience at Wallaroo! In fact, I can't say enough about the quality of their team. Having come from another marketing company who over promised and (WAY) under delivered, I was very skeptical of media marketing firms in general, and didn't know what to expect. My emails and questions are answered promptly, problems (remaining from the other marketing company) are solved in a timely way, and the account managers proactively approach ME (what a concept!) with ideas and suggestions to better build my brand. The Wallaroo team works directly with me and my in-house marketing employee to get the largest reach in the most outstanding way. I anticipate much success from our collaboration with Wallaroo, and I highly recommend their services!

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Wallaroo Media, a full-service digital marketing agency based in Provo, Utah,  was founded by Brandon Doyle in 2012 alongside Kade Hendershot. Wallaroo now employs 30 amazing…

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Thrive Internet Marketing Agency

Thrive Internet Marketing Agency

Thrive Internet Marketing Agency
Average rating:  
 16 reviews
by Dan Quinn on Thrive Internet Marketing Agency
Thoroughly Impressed!
Your Job Title: Owner

I've been thoroughly impressed with the team at Thrive. Not only did they do a wonderful job of designing and launching a rock solid website for me, but they were fast to communicate and handled my concerns along the way with the utmost concern. They're absolute professionals and I look forward to a lasting partnership with them as we dive into the next chapter of my business together.

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Thrive was founded on the conviction that businesses can successfully outshine their competitors with a strong website and an effective online marketing strategy. We provide…

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Preferred Partner
RankHammer
Average rating:  
 3 reviews
by Alexander J. Keechle on RankHammer
CEO
Your Job Title: CEO

I’ve had the privilege of working with Rank Hammer at two very different companies over the past 5 years. What makes RH unique is their analytical approach to my business. They took the time to understand the nuances of each of the companies and delivered tailored solutions. Rank Hammer is very attuned to an ever-changing and evolving industry.

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RankHammer was founded by a pair of long time digital marketing professionals who met working in one of the most challenging verticals for SEO. Steve…

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Preferred Partner
Aaron Rains
Average rating:  
 8 reviews
by Joe U. on Aaron Rains
Great Partner
Your Job Title: Owner

Aaron has been great to work with. I have a small company that needed proper seo management and to be cleaned up. Aaron took charge and helped me create a better, cleaner web presence, built on a solid SEO foundation.

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Over ten years as an independent SEO expert I’ve been helping businesses rank higher in search engines. Ranking on the first page of Google can…

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Preferred Partner
Search Nurture
Average rating:  
 2 reviews
by Marc Schneider on Search Nurture
Excellent SEO
Your Job Title: Owner

We did an extensive assessment of our seo needs and interviewed 20 top companies listed on MOZ. For many, we were obviously put through their sales funnel and never got to speak with anyone who would actually work the acct. With several we were able to speak with decision makers at the firms and we were able to engage their assessment of our needs and what would be implemented. This is where Spencer and Dan clearly stood out. Their perspective and creativity was obvious. Throughout our project, they were both readily available and very quickly addressed any questions. They easily met all targets and expectations. We are now expanding our utilization of Searchnurture for other needs of our company.

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Search Nurture was founded in 2017 by two long-time digital marketers who want to improve the experience with agencies with one mission: to make marketing…

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Credo Pro
John Doherty

John Doherty

John Doherty
Average rating:  
 5 reviews
by Cameron Roe on John Doherty
A Marketing Genius!
Your Job Title: Marketing Consultant

John is a Marketing Genius!

He's incredibly talented with SEO, Startups, and has a lot of great ideas for growing a venture. I learned a ton in our call together and would highly recommend him for anyone who needs coaching or optimizing their funnel.

Thanks John!

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John is the founder of Credo and a freelance growth marketing and SEO consultant based in beautiful Denver, Colorado when he is not traveling. With…

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Preferred Partner
Kogneta
Average rating:  
 3 reviews
by Alex on Kogneta
Would Recommend
Your Job Title: Owner

Hired Jordan to help with Facebook Advertising. While we didn't achieve the results we sought as far as sales, I found Jordan to be easy to work with. Always replied in short order with useful information. If we decide to try again, will be in touch with him first.

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Are you looking for an ROI focused digital marketing agency to help take your company to the next level? For the past 10 years, our…

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Preferred Partner
Avalaunch Media
Average rating:  
 3 reviews
by Stuart Wilhoite on Avalaunch Media
The Real Deal
Your Job Title: CEO

As the owner of a company that provides independent audits of online marketers for a living, I can say with full confidence that Avalaunch is amongst the best in the country. We have brought several clients to their team and the experience has been consistently professional and highly successful. The leadership of this organization really gets it and as a result they have attracted some of the best and brightest talent in the industry. Avalaunch is the real deal.

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Avalaunch Media headquarters is nestled at the base of Utah’s Wasatch Mountain Range — home to the infamous yeti. Our agency features a wall emblazoned…

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Credo Pro
Joe Youngblood SEO & Digital Marketing Consulting
Average rating:  
 2 reviews
by Erdolo on Joe Youngblood SEO & Digital Marketing Consulting
SEO

Over the past two years, Joe and his team have helped us with our technical SEO as well as helped with our SEO strategy in general. If anyone is looking for help in this realm I highly recommend Joe and his team to help navigate this complicated ecosystem.

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Joe Youngblood SEO & Digital Marketing Consulting was founded by notable marketer Joe Youngblood. Joe has over 2 decades of experience building websites and marketing…

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Credo Pro

Directive Consulting

Directive Consulting
Average rating:  
 10 reviews
by Zack on Directive Consulting
SEO Experts
Your Job Title: Digital Marketing Manager

Directive has a team of hard working individuals that are experts in the field of SEO. They bring innovative ideas to the table that increase the health of our website.

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The Marketing Agency for B2B and Enterprise Companies   On average, we increase your organic traffic by 135%, decrease your cost per acquisition by 32%,…

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Credo Pro
Falcon Digital Marketing
Average rating:  
 3 reviews
by Kelly on Falcon Digital Marketing
Amazing Digital Marketing Services!
Your Job Title: Ops Manager

Chris and team at Falcon Digital Marketing delivered the best results our company had experienced in four years of working with other digital marketing firms. Chris is honest, transparent and really took the time to understand our industry, our goals and worked within our budget to drive tremendous results! I highly recommend Chris and Falcon Digital Marketing!

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Falcon Digital Marketing specializes in advanced PPC Management strategies for lead generation and e-commerce. Our specialty is handling PPC advertising in competitive markets for clients…

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Credo Pro
Marketing 261
Average rating:  
 5 reviews
by Chelsea on Marketing 261
Incredible and Honest Insight
Your Job Title: Marketing Manager

Michelle is an absolute expert but approaches everything in a tangible and understandable way . We leaned on her for marketing best practices and SEO recommendations, and her insight was impressive and honest. The info she provided was not only informative but actionable for our needs. She'll be the go-to for our next marketing project!

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Michelle Urban is the founder of Marketing 261, a digital agency for startups. With a hands-on, get-it-done attitude, she focuses on executing measurable plans to…

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Credo Pro
Creative Graphics
Average rating:  
 0 reviews

Marketing is complex. We make it easy for you. Combining strategy, design, production and execution of optimized digital and direct marketing that brings you greater…

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Credo Pro
Today's Local Media
Average rating:  
 3 reviews
by Cory H on Today's Local Media
Great Service at an Affordable Price
Your Job Title: President

Great web design and SEO service they really turned our organic rankings and help with our ad campaigns which really have been doing great, thanks Today's Local Media for giving great service to a smaller company that gets great service at an affordable price.

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Why Choose Today’s Local Media? We started small with a simple idea. Put customer service first and always treat local business owners with honesty. Since…

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Credo Pro

Nifty Marketing

Nifty Marketing
Average rating:  
 4 reviews
by Heidi S. on Nifty Marketing
So pleased with the SEO strategies!
Your Job Title: Office Manager

Nifty Marketing is a talented group of creative professionals. Not only have we received excellent customer service from our account managers they are also extremely helpful and answer our many questions as we continue to grow our business.



We are so pleased with the optimization strategies they have applied to our website. We love seeing our website at the top of the list time and time again.

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Nifty was forged out of a potato field in Idaho. No joke. We got our start selling Idaho Potatoes online in 2009 and now have…

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Credo Pro
Sam McRoberts

Sam McRoberts

Sam McRoberts
Average rating:  
 3 reviews
by Trey on Sam McRoberts
Great Experience, Very Valuable, Highly Recommend
Your Job Title: CEO

Sam provided our company with a fully comprehensive and all encompassing SEO audit and strategy. It was beyond my expectations. It was clear he put a lot of time and thought into the deliverables and our company will be much better off after putting his strategy into action. Highly Recommend.

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Sam McRoberts is the founder of VUDU Marketing, an SEO consulting firm that specializes in in-depth SEO audits and strategies. Sam has been in the…

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Credo Pro
John Reinesch
Average rating:  
 4 reviews
by Ella on John Reinesch
Detailed, proactive and personable
Your Job Title: Founder

I've worked with John for a few months and have really enjoyed his thoroughness and true desire to improve a client's performance. He is proactive in suggesting content to create and is super organized, even creating easy to understand dashboards for the client. I look forward to working with John on many more projects.

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John is a digital marketing strategist with expertise in developing SEO campaigns, PPC, & Web Analytics. He has a passion for growing businesses by improving their lead generation…

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Credo Pro
Garrett Digital
Average rating:  
 0 reviews

Garrett Nafzinger is an SEO consultant and founder of Garrett Digital based in Austin, Texas. Garrett helps organizations and businesses grow traffic, leads, and revenue…

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Preferred Partner
BigWing
Average rating:  
 0 reviews

Founded in 2010, BigWing has grown from a small local SEO agency to an international agency serving clients in 26 U.S. states, Mexico, Canada, Puerto…

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"Finding a partner that fit our needs and online strategy has never been faster, easier or more painless. Sent one email and got matched the same day with the right guys doing the right thing and for the right price! Highly recommend!"
Julien Berard

If you are in the B2B space, you know the importance of having consistent leads come in.

At the end of the day, leads are the bread and butter of the business. We need customers and we need leads to survive.

Many B2B marketers spend a lot of time testing new channels and hoping things work. The truth is that lead generation requires a lot of testing, and you need to be creative when it comes to testing different campaigns.

Always double down on what works and move onto the next test quickly.

When it comes to lead generation, you want to also ensure that you maximize the cost for the best results.

Let’s say you send 1,000 visits to your landing page at a cost of $5 per visit. If your form converts at 1% you’ll get 10 leads at a cost per lead of $500. If, on the other hand, your form converted at 5%, you’d receive 50 leads for a much lower price point.

That’s one-third of the cost per leads without spending an extra dime.

Now it boils down to: what campaigns to run? In this article, we’ll cover different ideas that you can start testing right away!

What actually works when it comes to B2B lead generation?

There are a lot of options out there for B2B lead generation. Hubspot’s study of the best B2B lead sources, we’d conclude that SEO is the best lead generation channel, however that is just one channel.

Take a look at the graph below provided by Hubspot’s study of the different channels.

Here are some key takeaways from the study:

  • B2B companies are getting 14% of their leads from SEO but only allocating 12% of their budget to that source.
  • B2B companies are allocating 8% of their budget to PPC but only getting 6% of their leads from that source.
  • B2C companies are getting 15% of their leads from SEO but only allocating 13% of their budget to that source.

Another report provided by Chief Marketer’s data on the same question, we’d conclude that email marketing is the most effective channel for B2B lead generation. Regardless of which source you use, we can somewhat conclude that content is king and content is a huge B2B driver for lead generation.

Take a look at their graph below:

Email Marketing

Since email marketing appeared on most studies and reports, we’ll start with going over this one.

One of the biggest trends in email marketing at the moment, that has generated great results for many B2B businesses, is automated drip emails. This includes welcome emails, drip campaigns, free drip courses, weekly newsletter content updates, and personalized follow up emails.

The truth is that email marketing can be very complicated, but at the same time it could be easy to start off with.

You can literally start off with a simple opt-in for a weekly newsletter and welcome email, but it can get as advanced as automating everything with a more complex email marketing software like Autopilot.

To make it easy, marketing automation tools are effectively hybrid email marketing tools that connect with your CRM to enable you to automatically send highly targeted emails to leads that are personalized specifically to them. The goal of this is to eventually nurture the lead well enough that you can convert them into a paying customer of yours.

SEO

Is SEO dead for B2B? Nope, not even close!

It’s a long term strategy where you don’t see results right away, but investing time and effort in it will bring you results in the long run.

SEO goes hand in hand with content marketing which we will go over later in this article, but it’s always one of the first things that I get in place for every business that I start.

We have many guides on how you can maximize the SEO results that you can check out in our resource section.

Whether you’re trying to reach customers, businesses, or just trying to get strangers to read your articles, the same basic principles apply:

  • Discover what people are searching for by doing keyword research in your niche.
  • Write super in-depth content based on your findings.
  • Get shares and rank on Google

However, because of how marketing works in the B2B world, you can expect a few particularities in B2B SEO that you wouldn’t necessarily count on in other spaces.

The biggest difference between B2B SEO and B2C SEO is that with B2B SEO is aimed with a goal to convince companies to buy, whereas B2C is mainly to inform.

That means that a B2B company will need to have pages optimized for:

  • Answering “How To” type of questions.
  • Include topics like “how to scale marketing teams”
  • Answering a wide range of questions for managers (“email marketing best practices,” “best email marketing software,” “HubSpot vs ActiveCampaign,” etc.)

B2B buyers that are looking to buy right now aren’t likely to convert on their first visit, B2B SEO tends to be more about establishing the brand in the searcher’s memory than getting them to make a purchase.

That means B2B SEO isn’t just about making sure your website shows up when people search for your product category. It’s about giving the potential lead a reason to notice your company and either opt-in your email list or come back later for the sale.

Content Marketing

Moving on to the bread and butter of lead generation that goes hand to hand with SEO and Email Marketing.

This is content marketing and it’s super important when it comes to building your brand.

Effective B2B content marketing isn’t a matter of writing a simple 500-word blog post a few times a week or generating simple food guides. If that’s all content marketing is to you, you’re better off investing that time into some other marketing channel.

Unlike most marketing content, building an audience isn’t about selling your product or services. It’s about giving people something that they value.

B2B content marketing goes beyond just a blog post. This includes white papers, case studies, downloadable e-books, and many more.

If you are just starting off with content marketing, you can start with simple blog posts. Blog posts are an essential aspect of any content strategy. They drive awareness of your brand, give search engines more opportunities to display your site and they establish your business as competent and knowledgable. This connects back to SEO that we discussed above.

The key here is to have content upgrades in place such as in-depth white papers, drip courses, testimonials and more. Content upgrades can lead readers to any type of gated or premium content.

Another way to move people down your B2B content marketing funnel is by offering a free tool or widget. Interactive tools allow you to personalize the experience for your audience and differentiate your brand from the competition.

Your goal should be to capture the lead’s contact information and nurture them with endless high-quality content to convert them.

However, it’s important to keep in mind that B2B content marketing only gives a good ROI when your strategy focuses on:

  • Creating and giving away high quality content and not produce junk.
  • Producing content that is highly relevant to the problems your audience is facing and avoiding topics that provide no value.
  • Generating backlinks or having influencers in your industry share your content. You can try running ads on them.

Try to do more than just write guides or inform. If you look around, you’ll find that great content marketing goes beyond the company and the products it sells. It focuses on creating highly engaging that involves a lot of brand building and storytelling. Readers usually relate to stories and experiences, so having a good story strategy is a great approach.

Webinars

This is one of the most underused channels in B2B lead generation. B2B webinars allow companies an opportunity to target and educate a specific audience on the benefits and advantages of their services and offerings.

B2B webinars are effective, multi-purpose marketing tools that can deliver valued thought leadership content, generate quality leads and further engage prospects already in the sales cycle.

It’s a great way to boost more leads for the top of the funnel or use it as a way to nurture them down the funnel.

The goal of a webinar is to show all the benefits of your service, then push for the sale at the end of the webinar.

Webinars are especially appealing to new leads in the top of the funnel. The difficult part is just getting people to opt in for your webinar, but once they’re in, things can be a gold mine.

And even if they don’t ultimately attend your webinar, the information they provide when registering demonstrates the interest that enables you to nurture more relevant content and content in the long run.

With webinars you can expect the audience to ask specific questions about your company and products during the Q&A session, this is also a great time for a short live demo about your capability, which can be so much more powerful than a datasheet or simple ad.

Getting your ideal audience to opt-in could be difficult, but this could be done through paid ads and custom landing pages.

PPC (Paid Ads)

When it comes to B2B lead generation, we cannot miss out on paid ads. Paid acquisition works and it’ll always work in the long run. The only problem with paid ads is that you’re always pouring money into the ads to keep things going.

This is why you need to invest in paid ads while putting an effort in content marketing, SEO, social media, webinars etc.

Paid ads is a system that offers B2B companies the ability to capture leads fast and efficiently.

I mean think about it, people are already searching for your service and it’s appearing on top of Google without having to do SEO.

The beauty of it is, they’re looking for you instead of you standing around a trade-show booth for ten hours at a time asking people what their biggest business challenges are and hoping their needs match up with what you offer.

That’s what makes such a powerful form of inbound marketing. You can use it to convert users, capture leads into your webinar, give them a free ebook, the sky is the limit when it comes to paid ads.

But unlike all the other channels, paid ads can be very dangerous if you step into it without a strategy in place. You can go broke instantly.

I’ll share with you some of the best tips for generating leads using paid ads in B2B.

The first step in building your strategy is to segment your campaigns and understand your buyer persona. Segmenting your campaigns allows you to focus your efforts, resulting in better quality leads and increased conversion rates. This can be as simple as the following:

  • What are they searching for?
  • What features are they looking for?
  • Target Industries
  • Geographical Locations
  • Keywords that they are typing in.
  • What custom landing page would you need?

Keywords are the life blood of every paid search campaign, no matter the nature of the business. Identify the most focused and relevant keywords for your segmented campaigns.

Landing pages are an often-overlooked component of a successful B2B advertising campaign, but they are necessary for campaign conversion optimization.

The copy and offering within the landing page is super important and it must match what the buyer is searching for.

The type of landing page that converts the best for B2B with paid ads are webinars, free demos, free e-book/white papers and a few others.

At this point, your business has already paid for the click, so create your landing page with a specific objective in mind, and make that objective the sole focus of the page.

If this is too much grunt work, consider using an outsourced agency to help with this.

LinkedIn is the top social media platform for B2B marketers, so it’s a viable channel to pursue when it comes to paid ads.

Next up would be Google Adwords. Paid ad lead generation campaigns focus on a wide range of paid advertising platforms the most popular being Google AdWords and Bing. Most B2B marketers see most success on Linkedin ads and Google Adwords.

The general rule of thumb for Adwords conversion rate is 2.70%, and Display conversion is averaged at 0.89%. But the rates vary depending on your industry. It’s important to know your industry benchmarks. A good starting point is to ask the PPC vendor of their average conversion ratio across the board. This lets you evaluate your campaign results better.

Social Media

Ok, you might think that because you’re in the B2B space that you don’t need to be in social media. Social media is more than just Facebook and Twitter. Linkedin is considered social media as well.

Quantity over quality seems to be the trend when it comes to B2B social media lead generation. This makes it an ideal channel for top-of-the-funnel awareness. We’ve been seeing more and more Twitter lead generation ads on Twitter where you can opt-in to download a free e-book or white paper.

Drive more awareness for the top of the funnel through social media to start. More customer data can be gathered later in the campaign as leads are qualified with more product-specific offers. In the beginning, the email address-only approach guarantees a wider initial lead base.

A good example of a social media use case is Digital Marketer. Digital Marketer doesn’t sell on social media directly, however, it gives something valuable away for free.

Instead of selling anything, Digital Marketer simply hooks leads through their free guides and in-depth blog posts, which makes users feel they should return the favor during a later engagement.

Conclusion

These are just some of the channels that you can start using right now to run lead generation campaigns for your B2B business. The most important takeaway is to always know your buyer personas.

In B2B, your audience could be different people in different departments. Often, you don’t have an audience, but micro-audiences with varying interests and pain points. Nurture well and always follow up.

The rule of thumb is to get only the most basic customer data at the initial stage while building brand awareness, as you work the lead down the pipeline, ask for a little more data and start segmenting.

Regularly posting content improves your SEO, authority, brand awareness, industry stickiness, and, generally, your web presence. Don’t forget to add a good paid strategy to drive more leads to the top of the funnel.

Apply these time-tested techniques and share your results with us!

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