A sales plan that doesn't involve purchasing sales leads is dangerous and foolhardy if you market to plant rental and leasing businesses.
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To begin with, most plant rental and leasing businesses practice careful purchasing routines. Clear messaging is essential, but even that will fall short unless you have invested in a high quality lead list.
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Interviewing Lead List Providers
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. At some point in the process, you'll need to decide whether or not the provider is capable of delivering lists of contacts that have been filtered and updated within the past thirty days. This is especially important for plant rental and leasing businesses because the industry experiences moderate to high turnover (failure) rates. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a top-tier provider with a proven track record in producing high converting leads for the B2B sector.
Why Lead Lists Are Essential for Selling to Plant Rental & Leasing Businesses
Unlike some other types of businesses, plant rental and leasing businesses expect multichannel messaging about the products and services that are important to them. Although businesses in this industry appreciate the ability to quickly locate equipment and supplies when they need them, they also expect B2B companies to aggressively pursue their buying dollars.
Lead lists enable selling success because they are highly accurate prospect directories that can be utilized in a variety of seller-initiated activities including direct mail, telemarketing, sales calls and online channels.
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), your sales force will still need to conduct lead qualification. Since the plant rental and leasing business contacts have been generated from a large database of updated prospects, you'll have better higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
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