The harder your sales force works, the more conversions they will achieve. Companies that are proactive about acquiring fresh hose and tubing business leads gain an edge over companies that adopt a more passive approach.
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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.
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The Role of Mailing Lists
It's a fact: lead lists give your company a competitive advantage. In many companies, lead generation is the fly in the ointment -- the primary barrier to capturing a larger share of the market. When sales units generate lead lists internally, lead quality takes a back seat to speed and efficiency.
But quality, third party lead lists provide consistently reliable leads. In most cases, the lists are updated on a regular basis so sales personnel always have the most recent and comprehensive contact information for prospecting and other sales activities.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver a current lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), you'll need to qualify the contacts through telemarketing calls or sales calls. Since the hose and tubing business contacts have been generated from a large database of updated prospects, you'll have better higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
Checklist for Choosing Lead List Providers
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. Unlike other vendors on the market, Experian has all of the qualities we look for in a great lead list provider, including the following:
- Large database. We think it's important for businesses that sell to hose and tubing businesses to rely on leads that have been selected from a large, national database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is the name of the game with lead lists. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of hose and tubing business leads, you can't afford to put your operation on hold until the vendor gets around to filling your order. Good list providers feature fast turnaround times measured in hours or less.
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