When thoroughly executed, flocking business lead generation takes time and energy.
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Without good lead generation infrastructure, firms are at a competitive disadvantage. To keep pace with the competition, you need a sales process that consistently delivers qualified flocking business leads to your sales team.
Lead Lists: Build or Buy?
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. In fact, lead list providers are specialists who are extremely adept at identifying targeted leads. Subsequently, a good lead list provider can produce a list of prospective flocking businesses at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new flocking businesses as they enter the marketplace and meticulously maintain their contact databases. For most in-house sales units, it's impossible to match the performance of third-party list providers.
Lead List Databases: Why Size Matters
In the world of B2B lead lists, database size definitely matters.
The idea is to narrow your search to providers that can offer a large database of flocking businesses. Experian Business Services, for example, has a comprehensive database of 14 million U.S. businesses that can be filtered and sorted according to your exact specifications.
The business reality is that the amount of sales you generate will be directly tied to the number of contacts contained in your lead lists. As the size of the provider's database increases, so does your ability to filter it down to a list of high value sales targets.
Lead List Metrics
There are several metrics that can be used to evaluate the effectiveness of flocking 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 demonstrates the quality of the leads in your lists. 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 indicate how well each of your team members is using the leads they receive from your vendor.
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