Generally speaking, diabetes physicians practice sales are all about relationships -- and you can't create winning relationships from inferior sales leads.
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Despite the fact that lead lists can streamline the sales cycle, many sales teams forget that the quality of lead lists is more important that the quantity of leads in your lead lists.
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Lead Selection: Which Leads to Buy
Sort and filter features are an important consideration when buying lead lists. Remember: Your goal isn't just to acquire as many diabetes physicians practice leads as you can get your hands on. Instead, direct your focus toward provider lists that deliver pre-qualified leads. For example, Experian, a recognized name in lead and prospecting databases, 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.
Use Lead Lists to Reach Off-List Leads
Many business owners don't fully appreciate how lead lists can expand their prospect pool, sometimes even beyond the names contained in the list itself. After you have qualified the diabetes physicians practices on the list, each contact is an on-ramp a larger network of diabetes physicians practice 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 gain industry influence when you conduct follow up networking with the leads you acquire right now.
Lead Lists: Build or Buy?
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. But what they fail to consider is that lead list providers are specialists who are highly skilled in identifying targeted leads. The top lead list companies can produce a list of prospective diabetes physicians practices more efficiently than in-house lead generation. Even more, world-class lead list vendors have developed mechanisms that capture new diabetes physicians practices as they enter the marketplace and are religious about updating contact information. For most in-house sales units, it's impossible to match the performance of third-party list providers.
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