For the sake of speed, the industry's top sellers rely on sales lead databases provided by top providers.

The Value of Good Sales Leads

It has always puzzled us why business owners will drop hundreds of dollars on the latest electronic gadgets yet resist investing in high quality lead lists.

The decision to purchase a lead list is a decision to invest in your company's future. It's the purchase of an asset that can deliver real financial returns in the form of increased sales revenues.

Still not convinced? Then consider this: the time your team spends pouring through business directories is time they aren't spending meeting with clients. It doesn't take very many hours spent on in-house lead generation to justify an investment in a quality lead list.

Process for Selecting a Lead List Partner

B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. During the interview, you'll need to determine whether or not the provider is capable of delivering lists of contacts that have been filtered and updated within the past thirty days. This is especially important for immunizations practices given the industry's high turnover rates. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a reputable vendor with a demonstrable history of producing high converting leads for the B2B sector.

Use Lead Lists for More Than Direct Mail

Most lead lists are used exclusively for direct marketing purposes. That's fine -- lead lists are fantastic resources for targeted, direct mail marketing. However, there are also many other ways lead lists can be integrated into your company's sales and marketing workflows. Depending on your strategy, it might be possible to use the immunizations practice contacts you acquire to launch prospecting, telemarketing or online sales and marketing initiatives. For example, by integrating lead lists into a coordinated prospecting and lead qualification campaign, you can quickly convert contacts into satisfied customers.