A sales plan that doesn't involve purchasing sales leads is risky if you market to directory and guide publishers businesses.
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In the world of directory and guide publishers business sales, direct mail and telemarketing can be a highly effective entry point -- and that means lead generation is a core business activity for firms like yours.
Lead List Dynamics
It makes sense to focus lead list generation on directory and guide publishers 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. If possible, make sure your lists contain contact emails and web addresses for use in online sales and marketing campaigns.
Checklist for Choosing Lead List Providers
In our experience, identifying the best possible lead list vendor is critical and Experian Business services stand out from the crowd. What sets them apart is that Experian has all of the qualities we look for in a great lead list provider, including the following:
- Large database. We think it's important for businesses that sell to directory and guide publishers businesses to use a provider with an exceptionally large business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of directory and guide publishers business leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
How to Get Quality Leads
There are many ways to generate B2B sales leads. Customer referrals, industry contacts and other strategies are commonplace in B2B enterprises.
But even though a handful of quality leads are enough to prime the pump, you will ultimately need an ongoing source of leads to drive your sales cycle. Lead lists deliver a constant supply of directory and guide publishers business contacts that can be sorted according to precise sellings criteria.
Creative Ways to Get Sales Leads
Finding new customers by buying business lead lists from mailing list and lead database brokers is a good call. In addition to that, try to take a creative approach to finding leads.
For example, try calling up a peer company that sells to the same market as you do but is not a direct competitor. Ask them if they are interested in swapping leads. This is a great way to get access to leads that may not be getting many calls from your competitors.
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