Tried and true marketing strategies can have limited impact in B2B sales because businesses and consumers are different types of sales targets.
(article continues below)
Experienced sellers it's good to have access additional resources. Towards that end, lead lists are great for boosting lead volumes and sales revenue.
Who Should I Buy Business to Business Direct Marketing Business Leads From?
The key to finding a good business to business direct marketing business lead list is to focus your search on top-tier providers. Some providers charge big bucks for leads 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 looking for a new provider, we highly recommend Experian Business Services. Experian has the characteristics we look for in a business to business direct marketing 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.
Mailing List Best Practices
In business to business direct marketing business sales, lead quality is just as important as lead volumes. Although the business to business direct marketing business lists you provide your sales team need to contain convertible contacts, they may need a large volume of leads to hit sales targets. If possible, verify each lead's contact information and move quickly to identify decision makers before investing time in business to business direct marketing business point people who have little influence over their employer's purchasing decisions.
In-House Leads vs. Purchased Lead Lists
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. In fact, lead list providers are specialists who are highly skilled in identifying targeted leads. So a decent list provider can produce a list of prospective business to business direct marketing businesses for a fraction of the investment required for in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new business to business direct marketing businesses as they enter the marketplace and meticulously maintain their contact databases. For most in-house sales units, it's impossible to match the performance of third-party list providers.
Non-Industry-Specific Lead Databases
If you sell to a broader market than this one, most mailing list vendors are happy to help you out. You can even target things like Businesses That Own a Building, Businesses Owned by Hispanic Executives, and other niche segments. The key is to think through who your best prospects are. Explain that profile to your mailing list vendor and the good ones will figure out a solution that meets your needs.
Want to learn more about selling to business to business direct marketing businesses? You may also enjoy these articles.
If you operate a business to business direct marketing business, these additional resources will be of interest:
If opening a business to business direct marketing business is on your to-do list, these resources were written to assist you:
If you are eager to get marketing tips for a different industry, try our alphabetical directory of marketing guides below.