A sales plan that doesn't involve purchasing sales leads is dangerous and foolhardy if you market to filtration systems businesses.
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In this market, inexperienced sales teams often to learn that. To the contrary, intelligent work processes outperform effort -- and for smart selling, you need an exceptional filtration systems business prospect database.
Pre-Qualifying Sales Leads from Purchased Lead Lists
Managers who integrate filtration systems business lead lists into their sales strategy are responsible for ensuring their company exploits the full value of purchased leads. The acquisition of a first-rate lead list isn't necessarily a green light for a full-blown sales push. It may be necessary for sales personnel to further qualify leads and focus sales messaging on a prospect-by-prospect basis.
Sorting & Filtering Leads
Don't settle for a lead list provider that doesn't offer the option of sorting and filtering leads. The goal isn't to accumulate as many filtration systems business leads as possible. Instead, direct your focus toward provider lists that deliver pre-qualified leads. For example, Experian, one of the industry's most respected providers, makes it easy for their clients to sort and filter leads by geography as well as a variety of demographic criteria including company size, years in business, number of employees, etc.
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. In fact, lead list providers are specialists who are highly skilled in identifying targeted leads. Subsequently, a good lead list provider can produce a list of prospective filtration systems businesses more efficiently than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new filtration systems 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.
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