The harder your sales force works, the more conversions they will achieve. Firms that are proactive about acquiring fresh hardwood business leads have a clear advantage over businesses that wait for customers to establish first contact.
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These days, hardwood businesses expect vendors to locate them. The good news is that a modest investment in lead databases can enable the process required to identify high value leads throughout the industry.
Should You Buy Lead Lists?
Any B2B organization can benefit from lead lists. Yet the organizations that benefit the most from third-party leads are sales-driven enterprises in which the sales team struggles to efficiently generate enough quality leads to hit revenue goals. For growth-minded companies, hardwood businesses lead lists are an invaluable resource for expanding your contact base in a relatively short period of time.
Use Your Lead Lists for Both Marketing and Sales
If you limit the use of hardwood business lead lists to direct mail and cold calling, you're handicapping the return on your investment. A good 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 sorted by geography, 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.
How to Tell If You Have a Good Lead List
The best lead lists share several characteristics that are essential in selling to hardwood businesses. For starters, you'll want a list that has been generated from a large contact database. For example, Experian Business Services offers B2B lead lists that have been culled from more than 14 million active U.S. businesses. For sellers to hardwood businesses, a large database makes it easy to narrow the list of prospects to companies that meet precise sales criteria. 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.
Typical Lead List Database Fields
When buying business leads, you will typically get Company Name, Contact Name, Address and Phone Number. What you actually get depends on which list broker you do business with. In some cases, for example, you can get fields like Executive Titles, Email Addresses and Number of Employees.
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