Doing business with electronic and fax advertising businesses is much different than your typical B2B sales process.
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Without good lead generation infrastructure, firms are at a competitive disadvantage. To remain competitive, you need a sales process that consistently delivers qualified electronic and fax advertising business sales leads to your sales team.
Avoid Misuse of Lead Lists
When you purchase a list of electronic and fax advertising business leads from a third-party, you are usually entitled to limited use of the contacts it contains.
Mailing and lead lists are generally restricted to the terms of the contract, so it's important to know exactly what you're paying for before you agree to a purchase. In some cases, vendors may permit usage upgrades, but you'll need to contact your provider before you move outside the contract parameters.
Lead Lists: Build or Buy?
Sales managers often question the value of lead lists based on the belief that their sales teams can generate the same leads in-house. However, they often overlook the fact that lead list providers are specialists who are extremely adept at identifying targeted leads. So a decent list provider can produce a list of prospective electronic and fax advertising businesses at a cost that is much lower than in-house lead generation. Even more, world-class lead list vendors have developed mechanisms that capture new electronic and fax advertising businesses as they enter the marketplace and meticulously maintain their contact databases. For the majority of in-house sales units, it's impossible to match the performance of third-party list providers.
Lead Brokerage Industry Overview
There is no shortage of vendors interested in selling electronic and fax advertising business lead lists to your business. The bad news is that many vendors sell stale lists that have been sold to hundreds of other clients and haven't been updated for months, if not years. When it comes to electronic and fax advertising business lead lists, you get what you pay for. Reputable vendors charge fair rates, but they're still affordable and they provide a product that is vastly superior to the ones you get from discount vendors. At Gaebler, we refer our readers and clients to Experian for their business lead lists. In our experience, Experian is head and shoulders above most other providers. They have a broad range of electronic and fax advertising business contacts that can be filtered according to your precise sales criteria.
Other Options for Getting Business Leads
Seeking out new prospects by buying low-cost sales leads from mailing list providers is a great start to any lead gen initiative. Still, make sure you think about creative ways to find sales 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. The nice thing is that the leads you get in this manner may not be getting many calls from your competitors.
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