It's a widely accepted fact that the quality of your company's lead generation process is the main determinant as to whether your sales team will be successful.
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Although lead lists can shorten the sales process, to achieve maximum ROI it's important to buy quality lists from proven list providers.
Using Lead Lists for Direct Marketing
With direct mail, you have to get it right the first time. When a hiking boots business decisionmaker reads your piece, he has to be captivated by what he sees.
Most businesses invest large sums of money in the creation of each direct mail piece. But here's the kicker: All of the time, energy and resources you invest in your direct mail marketing channel will be wasted unless your pieces are seen by the right people. As a result, lead generation isn't just about adding hiking boots business names to a list -- it's about producing a high quality list of hiking boots business sales prospects.
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 hiking boots 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.
What to Do With the Lead Lists You've Purchased
Hiring a great lead list provider is a good start. Of equal importance is the manner in which you utilize your lists within your business. To maximize ROI, you'll need to integrate the use of your hiking boots business lists across multiple business units including sales, marketing and possibly even IT (online strategies). Talk to your provider about use restrictions before you make any firm plans, but whenever possible, apply the leads you purchase to multiple marketing channels.
Creative Ways to Get Sales Leads
Growing your business by buying lead lists from mailing list and lead database brokers is a smart move. Still, make sure you take a creative approach to finding leads.
For example, try calling up a peer company that sells to the same market as you do but is not a direct competitor. Ask them if they are interested in swapping leads. This is a great way to get access to leads that may not be getting many calls from your competitors.
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