Generally speaking, asset management business sales are all about relationships -- and you can't create winning relationships from inferior sales leads.
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Typically, companies that offer products and services asset management businesses struggle to meet their self-imposed lead quotas. As a result, solving the lead gen challenge is top of mine for many sales managers and business owners.
Mailing List Return on Investment
Think lead lists are cost-prohibitive? Think again! Although there is an added expense associated with lead lists, the overhead cost of maintaining an in-house lead generation program exceeds the amount of cash you'll spend to acquire a reliable list. If you factor in the cost of maintaining constantly updated asset management business contacts, it's not difficult to see why lead lists are an attractive alternative to internal processes.
Switching to a New Lead List Vendor
Reputable lead list providers understand the importance of accurate lists. A single lapse can bog down the sales process, so it's important to regularly evaluate the quality of your provider. Good providers deliver reliable lead lists and are careful to include new asset management businesses in their database.
If your current provider isn't meeting your expectations, maybe it's time to start looking for a new vendor. At Gaebler, we recommend Experian Business Services. Experian delivers first-rate asset management business leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
Managing the Sales Leads You've Bought
Managers who incorporate asset management business lead lists into their sales strategy are responsible for ensuring their company exploits the full value of purchased leads. The acquisition of a high quality lead list isn't necessarily a green light for a full-blown sales push. It may be necessary for sales personnel to further qualify leads and focus sales messaging on a prospect-by-prospect basis.
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