Are you struggling to find a reliable source of B2B telemarketing leads? You're not alone.
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To begin with, most maps and globes businesses are extremely discriminating in their purchasing decisions. Clear messaging is essential, but even that may not be enough unless you have a good database of prospects to call on.
Ramping Sales and Profits with B2B Lead Lists
Consumer-based marketing techniques fall flat when selling to maps and globes businesses. You can spend thousands of dollars on a visually appealing ad and go virtually unnoticed in the industry. In contrast to other marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to maps and globes businesses, the ability to focus sales and marketing efforts on specific types of leads is essential.
Interviewing Lead List Providers
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. At some point in the process, you'll need to decide 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 maps and globes businesses since business turnover and failures are an everyday, industry occurrence. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a reputable vendor with a proven track record in producing high converting leads for the B2B sector.
Collaborative Uses for Mailing Lists
If you limit the use of maps and globes business lead lists to direct mail and cold calling, you're handicapping the return on your investment. A quality 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 evaluate outcomes and adjust your approach to each area rather than launching a generic sales campaign.
Creative Ways to Get Sales Leads
Finding new customers by buying sales leads from companies like Experian, Hoovers, Sales Genie and the like is a great start to any lead gen initiative. Still, make sure you brainstorm on other ways to improve lead generation.
For example, try calling up a peer company that sells to the same market as you do but is not a direct competitor. Ask them if they are interested in swapping leads. This is a great way to get access to leads that may not be in the lead databases at the big business list sellers.
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