New lead generation has a tendency to become more challenging over time. If you leave lead generation to chance, a frustrating decline in sales may come sooner rather than later.
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For the sake of speed, the industry's top sellers rely on business mailing lists provided by top lead vendors.
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 lime and limestone businesses to cull their leads from an expansive business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. A high volume of contacts is worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of lime and limestone business leads, you can't afford to to incur vendor backlogs. Good list providers feature fast turnaround times measured in hours or less.
Measuring Lead List ROI
Multiple methods exist for measuring the effectiveness of lime and limestone business 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 can tell you a lot about the quality of the leads you're receiving from your vendor. When compared to your internal lead generation metrics, a may indicate a provider that isn't performing adequate qualification or lead filtering. Along the same lines, individual metrics for your sales staff indicate how well each of your team members is using the leads they receive from your vendor.
Why Use Third-Party Lead Databases?
Isn't it possible to create your own lead lists without paying an outside provider? Yes, but obtaining lead lists from an outside specialist is much more cost efficient than generating lead list in-house.
You'll get higher ROI from proven list providers because they have massive industry databases that are updated regularly for accuracy. From a sales management perspective, you gain speed and accuracy in the sales cycle.
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