The harder your sales force works, the more conversions they will achieve. Firms that are proactive about acquiring new cable and wire business prospects have a clear advantage over businesses that wait for customers to establish first contact.
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Keep in mind that most cable and wire businesses exercise caution when making purchases. Flawless sales cycle execution is essential, but that alone is a waste of time unless you have invested in a high quality lead list.
Lead Generation Tactics
Not surprisingly, cable and wire business lead generation strategies are extremely diverse. While some businesses generate leads through industry networking, others conduct formal prospecting campaigns through trade associations, business lists and even online searches. The majority of companies use a combination of strategies, but struggle to automate the process.
Lead lists eliminate the hassle in generating leads and deliver leads that have been compiled from the best possible sources. Even more, third-party leads lists generally have a higher conversion rate than the ones that are acquired through in-house processes.
Always Start with a Big Lead Database
In the world of B2B lead lists, database size definitely matters.
Ideally, you should narrow your search to providers that can offer a large database of cable and wire businesses. Experian Business Services, for example, has a comprehensive database of 14 million U.S. businesses that can be filtered and sorted according to your exact specifications.
The business reality is that the amount of sales you generate will be directly tied to the number of contacts contained in your lead lists. As the size of the provider's database increases, so does your ability to to create a highly targeted pool of prospects.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver a current 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), you'll need to qualify the contacts through telemarketing calls or sales calls. Since the cable and wire business contacts have been culled from a larger group of updated prospects, you'll have better higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
What Else Can Lead Brokers Do For You?
Many sales lead brokers do more than just sell leads. For example, your list broker may have a range of consulting services. They also can clean your existing lists of prospects for you. Finally, if you send the list broker a few sales targets that you like, they can usually run some software to create a new list of similar companies.
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