Without good lead generation infrastructure, firms are at a competitive disadvantage. To remain competitive, you need a sales process that consistently delivers high-opportunity aircraft and equipment testing business business leads to your sales team.

Sales Lead List Procurement

The most valuable lead lists focus on aircraft and equipment testing businesses that are likely to respond to your sales and marketing efforts. Filtered lists can then be used for a range of activities within your organization including prospecting, direct mail and telemarketing. Given the prevalence of online marketing strategies, you may want to include email and web addresses in the lead lists your company purchases.

Lead Generation Tactics

Not surprisingly, aircraft and equipment testing 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 fail to develop a reliable lead generation system.

Lead lists eliminate the unpredictability of lead generation and deliver leads that have been compiled from the best possible sources. Even more, purchased lead lists generally have a higher conversion rate than the ones that are acquired through in-house processes.

Process for Selecting a Lead List Partner

B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. Interviews should focus on 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 aircraft and equipment testing businesses given the industry's high turnover 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.

Types of Data Available from Lead Database Vendors

When buying business leads, you usually receive Company Name, Contact Name, Address and Phone Number. The actual data varies depending on which lead vendor you buy from. For some vendors, for example, you can get fields like Executive Titles, Email Addresses and Number of Employees.