In the B2B arena, sales strategies are frequently adjusted and modified. Every so often, the game changes and your current strategy can no longer keep pace with the market.
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In many cases, businesses that market community centers have trouble generating enough quality leads to hit consistent growth targets. As a result, solving the lead gen challenge is top of mine for many sales managers and business owners.
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Lead List Vendor Recommendations
Online searches are usually the first place sales managers go when they're looking for a lead list provider. The Internet has obvious value, but it doesn't tell the whole story. Many online vendors are big on promises and short on execution, so it's important to verify each provider's claims and references.
We've known many lead list providers throughout the years, but we have been consistently impressed with Experian. One of Experian's many high points is a database of more than 14 million U.S. businesses. Companies that sell to community centers rave about Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
Use Lead Lists to Reach Off-List Leads
Many business owners miss the fact that a single lead list has the potential to dramatically expand the company's prospect base, sometimes even beyond the names contained in the list itself. After you have qualified the community centers on the list, each contact is an on-ramp a larger network of community center contacts that can be tapped into through telemarketing, sales calls and online social networking.
By using lead lists as a catalyst for business networking, you extend the list's ROI far beyond the initial campaign. Although you will purchase additional lists later, you'll improve your industry presence when you conduct follow up networking with the leads you acquire right now.
Should You Buy Lead Lists?
Most B2B companies are good candidates for lead lists. Yet the organizations that benefit the most from third-party leads are aggressive, sales-focused operations that crave a steady supply of good leads. For growth-minded companies, community centers lead lists will multiply your industry network in a condensed timeframe.
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