If you're waiting for scores of labs to line up for your products, you're going to be waiting for a while.
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Without good lead generation infrastructure, firms fall short of revenue targets. To remain competitive, you need a sales process that consistently delivers high-opportunity lab business leads to your sales team.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of lab lead lists.
For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a may indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive from your vendor.
Ramping Sales and Profits with B2B Lead Lists
Consumer-based marketing techniques fall flat when selling to labs. You can spend a small fortune on a visually appealing ad and go virtually unnoticed in the industry. Unlike mass marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to labs, the ability to focus sales and marketing efforts on specific types of leads is essential.
Using Lab Lead Lists
Without a doubt, lab lead lists should be a priority for B2B enterprises that sell in the industry. Rather than letting lead generation bog down your sales process, you can rely on third-party providers to broaden your contact base and supply your company with lists of targeted lab leads.
Since lead lists can be sorted by geography, business size and other criteria, your sales force can channel their efforts toward the most promising lab prospects.
Reputation counts when it comes to lead list providers. Based on their industry reputation and reliable service model, we advise our business partners to consider Experian Business Services for lab lead lists. Experian is an established vendor with the resources and expertise to deliver leads that convert to lab sales.
Based on your interest in lab lead databases, you might find these additional resources to be of interest.
If opening a lab is on your to-do list, these resources were written to assist you:
If you are looking for mailing list for a different kind of business, please browse our alphabetical list marketing guides below.