Proven marketing strategies can have limited impact in B2B sales because businesses and consumers are different types of sales targets.
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There are a limited number of buckles businesses you can sell to. You can't sell to all of them, but good business mailing lists increase awareness so you can concentrate on prospects that are most likely to convert.
Ramping Sales and Profits with B2B Lead Lists
Consumer-based marketing techniques fall flat when selling to buckles businesses. You can spend a small fortune on a visually appealing ad and go virtually unnoticed in the industry. In contrast to other marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to buckles businesses, the ability to focus sales and marketing efforts on specific types of leads is essential.
Finding the Best Leads Within a Lead List
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), list contacts need to be further qualified by your sales team. Since the buckles business contacts have been culled from a larger group 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.
Criteria for Lead List Vendor Selection
In our experience, identifying the best possible lead list vendor is critical and Experian Business services stand out from the crowd. What sets them apart is that Experian has all of the qualities we look for in a good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to buckles businesses to rely on leads that have been selected from a large, national database. Why? Because more contacts translates into better leads and more conversions.
- Updated contacts. Contact updating is a fundamental part of sound sales strategy. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of buckles business leads, you can't afford to put your operation on hold until the vendor gets around to filling your order. Good list providers deliver tailored lead lists in hours or less.
Types of Data Available from Lead Database Vendors
In dealing with the biggest lead list companies, you usually receive Company Name, Contact Name, Address and Phone Number. What you actually get depends 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.
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