In the B2B arena, sales strategies are frequently adjusted and modified. When sales falter, it's usually because changing market conditions transform the playing field and demand strategy adjustments.
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In order to successfully sell to flower growers and shippers businesses, segmentation is a must -- and that means you have to be thoughtful in assembling your prospect lists.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver a fresh lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), list contacts need to be further qualified by your sales team. Since the flower growers and shippers business contacts have been generated from a large database of updated prospects, you can expect to benefit from higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
How to Tell If You Have a Good Lead List
The best lead lists share several characteristics that are essential in selling to flower growers and shippers businesses. Right out of the gate, you'll want a list that has been generated from a large contact database. For example, Experian Business Services has a current database that contains contact information for more than 14 million active U.S. businesses. For sellers to flower growers and shippers businesses, a large database equates to a larger pool of targeted sales prospects. Since lead quality has a significant influence on conversion, you'll also want to focus your efforts on providers that are well established and reputable.
Why Use Third-Party Lead Databases?
Isn't it possible to create your own lead lists without paying an outside provider? Yes, but obtaining lead lists from an outside specialist is much more cost efficient than generating lead list in-house.
Your company will receive better returns from proven list providers because they have massive industry databases that are updated regularly for accuracy. The bottom line is that lead lists improve the speed and effectiveness of the selling process.
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