Tried and true marketing strategies can be worthless in B2B sales if lead gen isn't the top priority.
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Companies that lack reliable lead generation tools lag behind the competition and struggle to gain traction in the marketplace. To maintain a competitive edge, you need a mechanism that drives qualified prefabricated chimneys business prospects to sales reps.
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Criteria for Lead List Vendor Selection
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. That's because Experian has all of the qualities we look for in a first-rate lead list provider, including the following:
- Large database. We think it's important for businesses that sell to prefabricated chimneys businesses to rely on leads that have been selected from a large, national database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. A high volume of contacts is worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of prefabricated chimneys business leads, you can't afford to put your operation on hold until the vendor gets around to filling your order. Good list providers feature fast turnaround times measured in hours or less.
How Much To Pay For Lead Lists
Why do some business leaders spend small fortunes on office furniture and then refuse to buy lead lists?
The decision to purchase a lead list is a wise investment. It's the purchase of an asset that can deliver real financial returns in the form of increased sales revenues.
Still not convinced? Then consider this: the time your team spends pouring through business directories is time they aren't spending meeting with clients. It doesn't take very many hours spent on in-house lead generation to justify an investment in a quality lead list.
Finding the Best Leads Within a Lead List
A first-rate lead list provider, your provider will deliver a current 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 prefabricated chimneys 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.
What Else Can Lead Brokers Do For You?
You can tap your lead brokers for other things, assuming they are good firms with deep resources. For example, your list broker may have a range of consulting services. Have a conversation with them and ask about their full capabilities. Finally, if you send the list broker sample prospects that you think are a good fit for your business, they can usually run some software to create a new list of similar companies.
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