Run-of-the-mill marketing strategies can have limited impact in B2B sales if lead gen isn't the top priority.
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Without good lead generation infrastructure, firms are at a competitive disadvantage. To remain competitive, you need a sales process that consistently delivers high-opportunity product development and marketing business sales leads to your sales team.
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Why Lead Lists Drive B2B Sales
Consumer-based marketing techniques fall flat when selling to product development and marketing businesses. You can spend thousands of dollars on a visually appealing ad and go virtually unnoticed in the industry. Unlike mass marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to product development and marketing businesses, the ability to focus sales and marketing efforts on specific segments of the marketplace is vital.
Finding Sales Prospects
First-rate lead lists increase the odds of positive product development and marketing business responses. But before you can close deals, you'll need to use your lists to engage in prospecting.
Like it or not, you can't avoid the hard work of picking up the phone and using the lead list to qualify prospects. Although not every product development and marketing business on the list will greet your efforts with enthusiasm, the payoff for an investment in a targeted lead list will be noticeably higher sales volumes.
Choosing a Lead List Broker
Personal references are a prerequisite in selecting a product development and marketing business lead list provider. When businesses look to Gaebler for a referral, we usually direct them toward Experian, a best-of-breed provider that has the expertise and experience to generate targeted lists of product development and marketing business leads.
As a sales professional, you'll want to interview several potential vendors to discuss issues such as the size of their database, filtering capabilities and of course, price. The best provider will be the one that can provide references of satisfied customers that share your priorities and business traits.
Creative Ways to Get Sales Leads
Seeking out new prospects by buying low-cost sales leads from mailing list providers is a great idea. Still, make sure you brainstorm on other ways to improve lead generation.
For example, try calling up a peer company that sells to the same market as you do but is not a direct competitor. Ask them if they are interested in swapping leads. This is a great way to get access to leads that may not be getting many calls from your competitors.
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