Be aware that corporate lodging businesses are diverse operations with unique needs and circumstances.
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If you're planning for corporate lodging businesses to magically appear on your doorstep, you could be in for a long wait. It's time to get aggressive about sales and that starts by acquiring lists of high value corporate lodging businesses.
Investment or Expense?
There's a misperception that lead lists are an optional expense for B2B sales divisions. In reality, a good lead list is an investment in your company's future. The corporate lodging business contacts you acquire through a reputable lead list provider can be converted to loyal customers. 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.
Lead List Dynamics
The most valuable lead lists focus on corporate lodging businesses that are likely to respond to your sales and marketing efforts. Filtered lists can then be used for a range of activities within your organization including prospecting, direct mail and telemarketing. Given the prevalence of online marketing strategies, you may want to include email and web addresses in the lead lists your company purchases.
Where to Find Lead Lists
An Internet search is typically the first step businesses take when they're looking for a lead list provider. The Internet has obvious value, but it doesn't tell the whole story. You'll find no shortage of vendors that 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 the things Experian has working for it is a database of more than 14 million U.S. businesses. Companies that sell to corporate lodging businesses rave about Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
How Do Lead List Brokers Get Their Data?
Great question. Top lead providers are continually combing a variety of sources to get fresh, accurate available inventory of business leads. Among other things, they scan Yellow Pages directories, SEC databases, and other data sources. In contrast, on the other side of the spectrum, be aware that some firms sell old, stale leads that haven't been updated in ages.
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