Foundational marketing strategies can have limited impact in B2B sales if lead gen isn't the top priority.
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But if you could reduce the amount of time you spend on lead generation, your sales team could shift their energy toward actual selling. When applied intelligently, lead lists are powerful resources for B2B dog and cat food wholesale and manufacturers business selling.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of dog and cat food wholesale and manufacturers business lead lists.
For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement can tell you a lot about the quality of the leads you're receiving from your vendor. When compared to your internal lead generation metrics, a low figure here could indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff demonstrate how well each of your team members is using the leads they receive from your vendor.
Direct Mail Marketing Tips
With direct mail, you only get one chance to capture a prospect's attention. When a dog and cat food wholesale and manufacturers business decisionmaker reads your piece, he has to be captivated by what he sees.
Most businesses invest liberally in the creation of each direct mail piece. But the effort and resources you put into your direct mail marketing channel will be wasted unless your pieces are seen by the right people. Consequently, lead generation isn't just about adding dog and cat food wholesale and manufacturers business names to a list -- it's about producing a high quality list of dog and cat food wholesale and manufacturers business sales prospects.
Criteria for Lead List Vendor Selection
In our experience, there are a lot of variations among lead list vendors 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 first-rate lead list provider, including the following:
- Large database. We think it's important for businesses that sell to dog and cat food wholesale and manufacturers businesses to cull their leads from an expansive business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. A high volume of contacts is worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of dog and cat food wholesale and manufacturers business leads, you can't afford to to incur vendor backlogs. Good list providers deliver tailored lead lists in hours or less.
Types of Data Available from Lead Database Vendors
In dealing with the biggest lead list companies, you will typically get Company Name, Contact Name, Address and Phone Number. The actual data varies depending on which lead vendor you buy from. For some vendors, for example, you can get fields like Estimated Annual Sales, Company Website and Year Established.
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