A sales plan that doesn't involve purchasing sales leads is dangerous and foolhardy if your organization sells to banners, pennants, & flags businesses.
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Experienced sellers it's good to have access additional resources. Along those lines, lead lists are great for boosting lead volumes and sales revenue.
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Lead List Metrics
Multiple methods exist for measuring the effectiveness of banners, pennants, & flags business lead lists.
For starters, conversion rate (number of sales/number of leads) is clearly the most important metric in determining the success or failure of a specific lead list. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff can reveal how well each of your team members is using the leads they receive from your vendor.
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 banners, pennants, & flags business contacts, it's not difficult to see why lead lists are an attractive alternative to internal processes.
Selecting a Banners, Pennants, & Flags Business Lead List Provider
The key to finding a good banners, pennants, & flags business lead list is to focus your search on top-tier providers. Some providers are notorious for selling lists that are stale and inaccurate. Good lead list providers pay attention to the quality of their products. They are invested in ensuring that their lists are up-to-date and they supply their clients with leads that have been targeted to meet precise sales criteria.
There are several good lead list providers on the market. If you're just getting started, we highly recommend Experian Business Services. Experian has the characteristics we look for in a banners, pennants, & flags business lead list vendor. Their database of more than 14 million U.S. companies is updated monthly and can be filtered by geographic, demographic and other criteria to create lead lists that are customized to your needs and specifications.
Typical Lead List Database Fields
In dealing with the biggest lead list companies, you usually receive Company Name, Contact Name, Address and Phone Number. The actual data varies depending on which mailing list company you buy from. In some cases, for example, you can get fields like Executive Titles, Email Addresses and Number of Employees.
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