In order to successfully sell to crude oil purchasing businesses, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.

Using Lead Lists to Sell to Crude Oil Purchasing Businesses

Compared to businesses in other industries, crude oil purchasing businesses expect to be able to access product messaging through a variety of venues. Although businesses in this industry appreciate the ability to quickly locate equipment and supplies when they need them, they also expect B2B companies to engage them in a typical sales cycle.

Lead lists enable selling success because they are highly accurate prospect directories that can be utilized in a variety of seller-initiated activities including direct mail, telemarketing, sales calls and online channels.

Lead Selection: Which Leads to Buy

Don't settle for a lead list provider that doesn't offer the option of sorting and filtering leads. The goal isn't to accumulate as many crude oil purchasing business leads as you can get your hands on. Instead, direct your focus toward provider lists that deliver pre-qualified leads. For example, Experian, the forerunner in B2B lead lists, makes it easy for their clients to sort and filter leads by geography as well as a variety of demographic criteria including company size, years in business, number of employees, etc.

Managing the Sales Leads You've Bought

Managers who integrate crude oil purchasing business lead lists into their sales strategy are responsible for ensuring their company exploits the full value of purchased leads. The acquisition of an accurate lead list doesn't mean your team is ready to start pounding the pavement. It may be necessary for sales personnel to further qualify each prospect and tailor their approach accordingly.