It's a widely accepted fact that your company's lead generation approach influences total sales revenues.
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Good, third-party lead lists can bring stability and consistency to your sales strategy. But that isn't the only advantage they offer. Here are a handful of additional benefits lead lists give sales reps who sell to candle equipment and supplies businesses.
Criteria for Lead List Vendor Selection
In our experience, third-party lead list providers are definitely not created equal 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 candle equipment and supplies 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 the name of the game with lead lists. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of candle equipment and supplies business leads, you can't afford to to incur vendor backlogs. Good list providers feature fast turnaround times measured in hours or less.
Reach Out to Your Leads Multiple Times
Businesses that experience the most success in selling to candle equipment and supplies businesses make effective use of multichannel marketing techniques. For young companies, that makes the integration of lead lists into multiple channels a priority. Direct mail is common throughout the industry. But more and more companies are achieving results by combining direct mail and telemarketing with online campaigns that drive traffic to the company's website. In some cases, it may be appropriate to incorporate a lead list into a strategy that automatically directs content into multiple channels.
Investment or Expense?
There's a misperception that lead lists are an optional expense for B2B sales divisions. In fact, a good lead list is an investment in your company's future. The candle equipment and supplies business contacts you acquire through a reputable lead list provider are potential long-term clients. More importantly, lead lists can deliver an ROI that meets or even exceeds the ROI you receive from other high-producing assets in your company.
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