A sales plan that doesn't involve purchasing sales leads is counterproductive if your organization sells to glass rods and tubing businesses.
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To begin with, businesses (and particularly glass rods and tubing businesses) practice careful purchasing routines. A focused value proposition is a necessity in this industry, but that alone may not be enough unless you have a good database of prospects to call on.
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. But what they fail to consider is that lead list providers are specialists who are highly skilled in identifying targeted leads. So a decent list provider can produce a list of prospective glass rods and tubing businesses more efficiently than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new glass rods and tubing 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.
Always Start with a Big Lead Database
When it comes to finding reliable list providers, database size definitely matters.
Ideally, you should narrow your search to providers that can offer a large database of glass rods and tubing 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.
Finding Sales Prospects
First-rate lead lists increase the odds of positive glass rods and tubing business responses. But before you can close deals, you'll need to use your lists to engage in prospecting.
Unfortunately, you can't avoid the hard work of picking up the phone and using the lead list to qualify prospects. Although not every glass rods and tubing business on the list will welcome your sales pitch, the payoff for an investment in a targeted lead list will be noticeably higher conversion rates.
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