It's obvious that access to prospects is the key to sales success. In fact, if you don't have enough good leads, your efforts to improve sales revenues will flounder.
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But if you could reduce the amount of time you spend on lead generation, your sales team could shift their energy toward actual selling. When applied intelligently, lead lists are powerful resources for B2B foundries business selling.
Sorting & Filtering Leads
Top tier lead list providers give their clients the ability to sort and filter leads. The goal isn't to accumulate as many foundries business leads as possible. Instead, you want to concentrate your selling efforts on the companies that are most likely to buy your products -- and that's exactly what a good lead list vendor will give you. For example, Experian, the forerunner in B2B lead lists, 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.
Collaborative Uses for Mailing Lists
If you limit the use of foundries business lead lists to direct mail and cold calling, you're limited your lead lists' effectiveness. 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 evaluate outcomes and adjust your approach to each area rather than launching a generic sales campaign.
Lead Lists: Build or Buy?
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. However, they often overlook the fact that lead list providers are specialists who are extremely adept at identifying targeted leads. So a decent list provider can produce a list of prospective foundries businesses for a fraction of the investment required for in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new foundries businesses as they enter the marketplace and are religious about updating contact information. For many in-house sales units, it's impossible to match the performance of third-party list providers.
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