Foundational marketing strategies can have limited impact in B2B sales if lead gen isn't the top priority.
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To dominate in sales to factoring services, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.
How to Recognize High Quality Lead Lists
Not sure what to look for in a great lead list vendor? We recommend: accuracy, updating and speed.
First-tier list providers like Experian Business Services have created large factoring service databases to give their clients the most up-to-date leads in the industry.
When choosing a factoring service list vendor, you'll want to make conversion your first priority. The more accurate and targeted your lead list is, the higher your conversion rate will be. However, you'll also want to consider how long it takes the vendor to fulfill list requests. In today's business climate, even small delays can bring sales and marketing processes to a standstill.
Multichannel Marketing Tips
Top-earning sellers to factoring services make effective use of multichannel marketing techniques. For young companies, that makes the integration of lead lists into multiple channels a priority. Direct mail is a popular marketing medium in the industry. But more and more companies are achieving results by combining direct mail and telemarketing with online campaigns that drive traffic to the company's website. In some cases, it may be appropriate to incorporate a lead list into a strategy that automatically directs content into multiple channels.
Speed vs. Efficiency
Speed and cost are critical considerations when it comes to generating high conversion factoring service leads. Although time plays a role in sales benchmarks, a haphazard lead generation process can produce sub-standard leads. But since cost management and efficiency are also important, you can't afford to tie up too much of team's time in lead generation. That's where lead lists earn their keep because a good lead list provider can deliver both speed and efficiency to your lead generation routines.
Types of Data Available from Lead Database Vendors
In dealing with the biggest lead list companies, you usually receive Company Name, Contact Name, Address and Phone Number. What you actually get depends on which list broker you do business with. For some vendors, for example, you can get fields like Subsidiary Status, Credit Rating Scores and Type of Business (SIC/NAICS).
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