Lead generation isn't as easy as the experts make it sound. Locating legitimate department store leads requires an investment of time and expertise that many businesses simply can't afford.
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Keep in mind that your sales targets in this market exercise caution when making purchases. Clear messaging is a necessity in this industry, but even that is a waste of time unless you have a good database of prospects to call on.
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Process for Selecting a Lead List Partner
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. During the interview, you'll need to determine whether or not the provider is capable of delivering lists of contacts that have been filtered and updated within the past thirty days. This is especially important for department stores given the industry's high turnover rates. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a top-tier provider with a proven track record in producing high converting leads for the B2B sector.
Use Your Lead Lists for Both Marketing and Sales
If you limit the use of department store lead lists to direct mail and cold calling, you're handicapping the return on your investment. A good lead list can serve as a collaborative resource for sales, marketing and other business divisions. For example, after you have acquired a lead list that has been differentiated geographically, your marketing division could test a handful of marketing concepts in each area. If the marketing division's efforts are coordinated with the sales division, you could then determine which marketing concepts have the highest conversion rates in each area before launching a full-scale, one-size-fits-all campaign.
Beat the Competition with Better Lead Lists
Lead lists are a convenient sales resource. Although lead lists simplify lead generation, that isn't the only advantage they offer. They also create competitive advantages for companies that sell to department stores. As your competitors grow increasingly desperate for leads, a good lead list enables your sales unit to focus on conversion and the factors that directly figure into bottom line revenue.
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