No doubt about it, meetings with prospective new customers as often as possible is the key to sales success. Without the right leads, your sales and marketing initiatives will fall flat.
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Although lead lists can shorten the sales process, to achieve maximum ROI it's important to buy quality lists from proven list providers.
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Use Lead Lists for More Than Direct Mail
Many B2B companies limit the use of lead lists to direct marketing. That's fine -- lead lists are fantastic resources for targeted, direct mail marketing. However, there are several other uses for lead lists in a B2B operation. Depending on your business model, it might be possible to use the whitewashing business contacts you acquire to launch prospecting, telemarketing or online sales and marketing initiatives. For example, by integrating lead lists into a coordinated prospecting and lead qualification campaign, you can quickly convert contacts into satisfied customers.
When to Change Lead List Providers
Reputable lead list providers understand the importance of accurate lists. A single lapse can mean disaster for a B2B enterprise, so it's important to regularly evaluate the quality of your provider. Good providers deliver reliable lead lists and are careful to include new whitewashing businesses in their database.
If your current provider isn't meeting your expectations, you can't afford to continue investing in their products. One of the lead list providers we recommend to our partners is Experian Business Services. Experian delivers first-rate whitewashing business leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
How to Find Sales Leads
Not surprisingly, whitewashing business lead generation strategies are extremely diverse. While some businesses rely on informal networking, others conduct formal prospecting campaigns through trade associations, business lists and even online searches. The majority of companies use a combination of strategies, but never really settle into a comfortable routine.
Lead lists eliminate the unpredictability of lead generation and deliver leads that have been compiled from the best possible sources. Beyond that, third-party leads lists generally have a higher conversion rate than the ones that are acquired through in-house processes.
Where Do Lead Vendors Get Their Data?
You might ask where lead vendors find the leads they sell you. Top lead providers are continually conducting extensive research to get fresh, accurate massive lead databases. Notably, they scan a variety of government databases, business magazines, and other data sources. On the other hand, be aware that some firms sell old, stale lead databases that are pretty worthless
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