A good B2B sales strategy must be flexible enough to accommodate changes in the marketplace. When sales falter, it's usually because changing market conditions transform the playing field and demand strategy adjustments.
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For the sake of speed, leading sellers rely on sales lead databases provided by top lead vendors.
How to Tell If You Have a Good Lead List
High converting lead lists share several characteristics that are essential in selling to decorating services. From the outset, you'll want a list that has been generated from a large contact database. For example, Experian Business Services has a current database that contains contact information for more than 14 million active U.S. businesses. For sellers to decorating services, a large database equates to a larger pool of targeted sales prospects. Since lead quality directly impacts conversion rates, you'll also want to focus your efforts on providers that are well established and reputable.
Mailing List Return on Investment
Think lead lists are cost-prohibitive? Think again! Although there is an added expense associated with lead lists, the overhead cost of maintaining an in-house lead generation program exceeds the amount of cash you'll spend to acquire a reliable list. If you factor in the cost of maintaining constantly updated decorating service contacts, it's not difficult to see why lead lists are an attractive alternative to internal processes.
Finding the Best Leads Within a Lead List
A first-rate lead list provider, your provider will deliver a current lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), list contacts need to be further qualified by your sales team. Since the decorating service contacts have been generated from a large database of updated prospects, you'll have better higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Where Do Lead Vendors Get Their Data?
Great question. Top lead providers are continually combing a variety of sources to refine and enhance their massive lead databases. Notably, they scan Yellow Pages directories, SEC databases, and other data sources. On the other hand, you should know that there are some companies that are reselling old, stale leads that are pretty worthless
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