What is a Lead Generation Specialist?

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If you’ve been in business for any amount of time, you can lament with the 68% of companies struggling with lead generation. Unfortunately, most revenue leaders don’t have time to become experts in every tactic and strategy that can fuel pipelines. To add to the difficulty, many sales experts find it overwhelming to balance prospecting tasks while nurturing potential clients.

Lead generation specialists fill the gap by identifying and qualifying opportunities for sales teams so businesses can develop a more efficient pipeline and streamline the purchasing process. Here, you will discover what a lead generation specialist can accomplish and the skills and experience you should look for when hiring one of these experts.


A lead generation specialist helps businesses develop a sales pipeline and execute campaigns to attract, qualify and nurture prospective clients. The position of a lead generation expert is more prevelant among B2B organizations. A lead generation specialist can help reduce the burden on the sales team and free them up to focus on closing deals. While lead generation experts are usually a member of the sales team, they work closely with marketing as well.

An experienced lead generation specialist should have the knowledge and ability to generate leads from a variety of sources.

What Do Lead Generation Specialists Do?
Lead generation specialists, also known as lead generators, use both traditional and modern marketing strategies to identify and generate leads. Depending on the organization’s business model and team structure, online or offline methods may be implemented.

In addition, lead generators may use either outbound or inbound strategies; however, B2B companies more frequently use outbound lead generation efforts.

Here’s a breakdown of some of the most common tasks performed by lead generation specialists:

Cold Calling: They reach out to potential customers through phone calls, introducing them to the business’s products or services and aiming to generate interest and leads.
Cold Email Outreach: A lead generator also sends personalized emails to potential customers, informing them about the business and its offerings. This helps start a relationship and hopefully leads to generating leads.
LinkedIn Lead Generation: They use LinkedIn to find and connect with potential leads. By engaging with them through messages, posts, and content, they nurture interest in the business.
Account-Based Marketing (ABM): They create and execute targeted marketing strategies focused on specific accounts or companies. These campaigns are tailored to address the unique needs and challenges of these potential customers.
Lead Qualification: By evaluating potential leads to determine if they are likely to become customers based on specific criteria, a lead generator ensures that the sales team focuses their efforts on leads with the highest potential.
Setting Appointments: They arrange meetings or calls between qualified leads and the sales team. This helps further discuss the business’s offerings and guide the lead through the sales process.
what is a lead generation specialist
What Are Some Other Names for a Lead Generation Specialist?
There are many different names for lead generation specialists. In-house equivalents netherlands cell phone number database are known as business development representatives (BDRs) or sales development representatives (SDRs). External lead generation specialists are often hired through companies referred to as outsourced lead generation agencies, sales as a service partners, or outsourced sales consultants. These fractional BDRs are experts in their field and have backgrounds in a multitude of industries and strategies. They oftentimes have more years of experience in lead generation than in-house specialists.

For the purposes of this article, we will focus on the skills, roles, and responsibilities of outsourced lead generation specialists, as the term is more commonly used in this context.

Why do Companies Hire a Lead Generation Specialist?
Because lead generation is the foundation for solid revenue growth, every business can benefit from a specialist to help define and refine its process. And while the fundamentals of business development are the same for most companies, campaigns are as unique as each individual brand.