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Without good lead generation infrastructure, firms fall short of revenue targets. To keep pace with the competition, you need a mechanism that drives high-opportunity facilities management business business leads to sales reps.
Collaborative Uses for Mailing Lists
If you limit the use of facilities management business lead lists to direct mail and cold calling, you're handicapping the return on your investment. A quality lead list can serve as a collaborative resource for sales, marketing and other business divisions. For example, after you have acquired a lead list that has been differentiated geographically, your marketing division could test a handful of marketing concepts in each area. If the marketing division's efforts are coordinated with the sales division, you could then determine which marketing concepts have the highest conversion rates in each area before launching a full-scale, one-size-fits-all campaign.
Why Lead Lists Drive B2B Sales
Consumer-based marketing techniques fall flat when selling to facilities management businesses. You can spend a small fortune on a visually appealing ad and go virtually unnoticed in the industry. In contrast to other marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to facilities management businesses, the ability to focus sales and marketing efforts on specific segments of the marketplace is vital.
Characteristics of High-Converting Lead Lists
High converting lead lists share several characteristics that are essential in selling to facilities management businesses. For starters, you'll want a list that has been generated from a large contact database. For example, Experian Business Services offers B2B lead lists that have been culled from more than 14 million active U.S. businesses. For sellers to facilities management businesses, a large database equates to a larger pool of targeted sales prospects. Since lead quality directly impacts conversion rates, you'll also want to focus your efforts on providers that are well established and reputable.
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