Lead generation isn't as easy as the experts make it sound. Locating convertible parachutes business leads requires an investment of time and expertise that many businesses simply can't afford.
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For starters, most parachutes businesses practice careful purchasing routines. A focused value proposition is essential, but even that may not be enough unless you have invested in a high quality lead list.
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When to Change Lead List Providers
Lead list providers are acutely aware of the fact that they are only as good as the most recent list they delivered to the client. A single lapse can have a dramatic impact on your sales cycle, so it's important to regularly evaluate the quality of your provider. Good providers are meticulous about quality and are careful to include new parachutes businesses in their database.
If your current provider isn't meeting your expectations, maybe it's time to start looking for a new vendor. At Gaebler, we recommend Experian Business Services. Experian delivers first-rate parachutes business leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
Ramping Sales and Profits with B2B Lead Lists
Consumer-based marketing techniques fall flat when selling to parachutes businesses. You can spend a ton of cash on a visually appealing ad and go virtually unnoticed in the industry. In contrast to other marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to parachutes businesses, the ability to focus sales and marketing efforts on specific types of leads is essential.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver an updated lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), list contacts need to be further qualified by your sales team. Since the parachutes business contacts have been distilled from a larger pool of updated prospects, you can expect to benefit from higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Types of Data Available from Lead Database Vendors
In dealing with the biggest lead list companies, you usually receive Company Name, Contact Name, Address and Phone Number. The actual data varies depending on which lead database provider you buy from. For some vendors, for example, you can get fields like Subsidiary Status, Credit Rating Scores and Type of Business (SIC/NAICS).
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