In the B2B arena, sales strategies are frequently adjusted and modified. Just when you think you've found the perfect strategy, changing market conditions transform the playing field and demand strategy adjustments.
(article continues below)
Sales forces without a healthy pipeline of leads fall short of revenue targets. To maintain a competitive edge, you need a mechanism that drives high-opportunity excelsior business sales prospects to your sales team.
Measuring Lead List ROI
There are several metrics that can be used to evaluate the effectiveness of excelsior 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 reveals the quality of your vendor's leads and database contents. When compared to your internal lead generation metrics, a dismal units-per-lead number 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.
How to Develop Excelsior Business Leads
Excelsior Business leads come from many different sources. Local business directories, online searches and trade associations are good starting points. More recently, many businesses have also used social media sites like Twitter to generate leads for their products. But regardless of the tools you use, the key to lead development is networking. As your list of excelsior business contacts grows, so does your list of likely customers.
Switching to a New Lead List Vendor
Reputable lead list providers understand the importance of accurate lists. A single lapse can mean disaster for a B2B enterprise, so it's important to regularly evaluate the quality of your provider. Good providers deliver reliable lead lists and are careful to include new excelsior businesses in their database.
If your current provider isn't meeting your expectations, maybe it's time to start looking for a new vendor. At Gaebler, we recommend Experian Business Services. Experian has proven itself to be a supplier of consistently high quality excelsior business leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
Want to learn more about selling to excelsior businesses? You may also enjoy these articles.
If you have an existing excelsior business, we've got some more appropriate guides for you:
If opening an excelsior business is on your to-do list, these resources were written to assist you:
If you are looking for mailing list for a different kind of business, please browse our alphabetical list marketing guides below.