B2B Prospect Lists
Mailing Lists for Highway Commission Businesses
For those of you who sell to highway commission businesses, lead generation has to be as precise as a laser-guided missile. So what can you do if your company is unable to find high-value prospects?
A good B2B sales strategy must be flexible enough to accommodate changes in the marketplace. When sales falter, it's usually because the market shifts, forcing you back to the drawing board.
Despite the fact that lead lists can streamline the sales cycle, to achieve maximum ROI it's important to buy quality lists from proven list providers.
Pre-Qualifying Sales Leads from Purchased Lead Lists
Managers who integrate highway commission business lead lists into their sales strategy are responsible for ensuring their company exploits the full value of purchased leads. The acquisition of a high quality lead list doesn't mean your team is ready to start pounding the pavement. It may be necessary for sales personnel to further qualify leads and focus sales messaging on a prospect-by-prospect basis.
Sorting & Filtering Leads
Sort and filter features are an important consideration when buying lead lists. The goal isn't to accumulate as many highway commission business leads as you can get your hands on. Instead, you'll want to focus your energy on lead lists containing the names and contact information of likely buyers. 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.
Lead List ROI
It's a common misperception that lead lists are cost-prohibitive for most sales programs. Although there is an added expense associated with lead lists, the indirect costs of in-house lead list generation are far more than the amount of cash you'll spend to acquire a reliable list. If you factor in the cost of maintaining constantly updated highway commission business contacts, it's not difficult to see why lead lists are a cost-effective alternative.
Where Do Lead Vendors Get Their Data?
Great question. Top lead brokers are constantly combing a variety of sources to get fresh, accurate available inventory of business leads. Notably, they scan Yellow Pages directories, SEC databases, and other data sources. In contrast, on the other side of the spectrum, be aware that there are some companies that are reselling out-of-date leads.
Share this article
Additional Resources for Entrepreneurs