A sales plan that doesn't involve purchasing sales leads is irrational and ineffective if you market to bedding retail businesses.
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To dominate in sales to bedding retail businesses, segmentation is a must -- and that means you have to be thoughtful in assembling your prospect lists.
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In-House Leads vs. Purchased Lead Lists
Sales managers often question the value of lead lists based on the belief that their sales teams can generate the same leads in-house. However, they often overlook the fact that lead list providers are specialists who are highly skilled in identifying targeted leads. So a decent list provider can produce a list of prospective bedding retail businesses for a fraction of the investment required for in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new bedding retail businesses as they enter the marketplace and meticulously maintain their contact databases. For the majority of in-house sales units, it's just not possible to keep pace with the professionals.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver an updated lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), your sales force will still need to conduct lead qualification. Since the bedding retail business contacts have been generated from a large database of updated prospects, you can expect to benefit from higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Good Lead Brokers
It isn't hard to find high quality, bedding retail business lead lists. First-rate lead lists come from first-rate lead list providers.
For the best leads, your search needs to focus on the vendors that inhabit the top 10% of the marketplace. New and inexperienced providers typically aren't the best candidates for business owners who are serious about sales.
At Gaebler, we advise our business partners to consider Experian Business Services for bedding retail business lead lists. Experian has proven their mettle with a strong track record of offering the most accurate and up-to-date lead lists available. They maintain real-time counts on qualified prospects and make it easy for their clients to filter targets according to a range of geographic and demographic criteria.
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