No doubt about it, meetings with prospective new customers as often as possible is the key to higher sales volumes. Without the right leads, your sales and marketing initiatives will fall flat.
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To dominate in sales to honing and lapping businesses, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.
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Sales Mailing List Best Practices
It makes sense to focus lead list generation on honing and lapping businesses that are likely to convert to satisfied customers. Filtered lists can then be used for a range of activities within your organization including prospecting, direct mail and telemarketing. Given the prevalence of online marketing strategies, you may want to include email and web addresses in the lead lists your company purchases.
Criteria for Lead List Vendor Selection
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. What sets them apart is that Experian has all of the qualities we look for in a good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to honing and lapping businesses to cull their leads from an expansive business database. Why? Because more contacts means a larger pool of prospects -- and ultimately, higher quality sales leads.
- Updated contacts. Contact updating is a fundamental part of sound sales strategy. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of honing and lapping business leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
Increasing Sales Force Efficiency With Mailing Lists
Speed and cost are critical considerations when it comes to generating high conversion honing and lapping business leads. Although speed is critical for hitting revenue targets, a haphazard lead generation process can produce sub-standard leads. But since cost management and efficiency are also important, you can't afford to dedicate too much time to finding quality leads. That's where lead lists start to make sense because a good lead list provider can deliver both speed and efficiency to your lead generation routines.
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