Frustrated by how much competition there is in selling to business accountants businesses lately?
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For the sake of speed, the industry's top sellers rely on sales lead databases provided by top lead vendors.
How to Tell If You Have a Good Lead List
The best lead lists share several characteristics that are essential in selling to business accountants businesses. Right out of the gate, you'll want a list that has been generated from a large contact database. For example, Experian Business Services offers B2B lead lists that have been culled from more than 14 million active U.S. businesses. For sellers to business accountants businesses, a large database increases the pool of prospects that can then be sorted and filtered for specific criteria including location, business size, years in business, etc. Since lead quality directly impacts conversion rates, you'll also want to focus your efforts on providers that are well established and reputable.
Collaborative Uses for Mailing Lists
If you limit the use of business accountants business lead lists to direct mail and cold calling, you're handicapping the return on your investment. A good lead list can serve as a collaborative resource for sales, marketing and other business divisions. For example, after you have acquired a lead list that has been sorted by geography, your marketing division could test a handful of marketing concepts in each area. If the marketing division's efforts are coordinated with the sales division, you could then evaluate outcomes and adjust your approach to each area rather than launching a generic sales campaign.
Benefits of Lead Lists
Simply put, lead lists give your company an upper hand in the selling process. In many companies, lead generation is a major barrier to greater market share. When sales units generate lead lists internally, lead quality suffers.
Quality lead lists, on the other hand, are current, accurate, and reliable. Vendor-generated lists are updated on a regular basis so sales personnel always have the most recent and comprehensive contact information for prospecting and other sales activities.
Where Do Lead Vendors Get Their Data?
Great question. Top lead providers are constantly conducting extensive research to get fresh, accurate massive lead databases. Notably, they scan utility company databases, and web sites. In contrast, on the other side of the spectrum, be aware that there are some companies that sell old, stale leads that are pretty worthless
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