Foundational sales tactics can have limited impact in B2B sales if lead gen isn't the top priority.
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In the world of columns business sales, direct marketing can be the first step in the sales cycle -- and that translates into the prioritization of reliable lead generation for firms like yours.
Lead List Databases: Why Size Matters
In the world of B2B lead lists, database size definitely matters.
The idea is to narrow your search to providers that can offer a large database of columns 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.
Measuring Lead List ROI
Multiple methods exist for measuring the effectiveness of columns business lead lists.
For starters, conversion rate (number of sales/number of leads) is the most important measurement of overall lead list effectiveness. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement reveals the quality of your vendor's leads and database contents. When compared to your internal lead generation metrics, a dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive through a third-party supplier.
How Lead Lists Accelerate Sales
It's important to achieve a balance between speed and cost when it comes to generating high conversion columns business leads. Although time plays a role in sales benchmarks, a haphazard lead generation process can produce sub-standard leads. But since cost management and efficiency are also important, you can't afford to tie up too much of team's time in lead generation. That's where lead lists earn their keep because a good lead list provider can deliver both speed and efficiency to your lead generation routines.
Other Options for Getting Business Leads
Finding new customers by buying low-cost sales leads from mailing list and lead database brokers is a great idea. Still, make sure you brainstorm on other ways to improve lead generation.
For example, try calling up a peer company that sells to the same market as you do but is not a direct competitor. Ask them if they are interested in swapping leads. The nice thing is that the leads you get in this manner may not be in the lead databases at the big business list sellers.
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