Generally speaking, who you know can be more important than what you know when selling to business development businesses -- and you can't create winning relationships from inferior sales leads.
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Companies that lack reliable lead generation tools are at a competitive disadvantage. To remain competitive, you need a sales process that consistently delivers high-opportunity business development business prospects to sales reps.
Checklist for Choosing Lead List Providers
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. That's because 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 business development businesses to cull their leads from an expansive business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. Pages and pages of contacts are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of business development business leads, you can't afford to suffer delays from your vendor. Good list providers deliver tailored lead lists in hours or less.
Should You Buy Lead Lists?
Any B2B organization can benefit from lead lists. Yet the organizations that benefit the most from third-party leads are revenue-minded enterprises with a passion for reaching (and exceeding) their sales goals. If your company is interested in growth or expansion, business development businesses lead lists dramatically increase your industry exposure in a very short period of time.
Use Lead Lists to Reach Off-List Leads
Many business owners don't fully appreciate how lead lists can expand their prospect pool, sometimes even beyond the names contained in the list itself. After you have qualified the business development businesses on the list, each contact represents a doorway to a larger network of business development business contacts that can be tapped into through telemarketing, sales calls and online social networking.
By intentionally using lead lists as the basis for networking, you extend the list's ROI far beyond the initial campaign. Although you will likely purchase additional lists in the future, you'll improve your industry presence when you conduct follow up networking with the leads you acquire right now.
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