Selling to industrial sand business businesses is much different than your typical B2B sales process.
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In the current economic environment, industrial sand businesses expect vendors to locate them. The good news is that a modest investment in lead databases can enable the process required to identify high value leads throughout the industry.
Lead Selection: Which Leads to Buy
Sort and filter features are an important consideration when buying lead lists. The goal isn't to accumulate as many industrial sand business leads as possible. Instead, direct your focus toward provider lists that deliver pre-qualified leads. 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.
How to Find Sales Leads
Not surprisingly, industrial sand business lead generation strategies are extremely diverse. While some businesses generate leads through industry networking, others conduct formal prospecting campaigns through trade associations, business lists and even online searches. Many businesses mix and match lead generation techniques, but struggle to automate the process.
Lead lists eliminate the unpredictability of lead generation and deliver leads that have been compiled from the best possible sources. More importantly, purchased lead lists generally have a higher conversion rate than the ones that are acquired through in-house processes.
Collaborative Uses for Mailing Lists
If you limit the use of industrial sand business lead lists to direct mail and cold calling, you're handicapping the return on your investment. A good lead list can serve as a collaborative resource for sales, marketing and other business divisions. For example, after you have acquired a lead list that has been differentiated geographically, your marketing division could test a handful of marketing concepts in each area. If the marketing division's efforts are coordinated with the sales division, you could then determine which marketing concepts have the highest conversion rates in each area before launching a full-scale, one-size-fits-all campaign.
Where Do Lead Vendors Get Their Data?
Great question. The really good lead providers are continually combing a variety of sources to get fresh, accurate available inventory of business leads. Among other things, they scan Yellow Pages directories, SEC databases, and web sites. On the other hand, be aware that there are some companies that sell out-of-date lead databases that are pretty worthless
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