A sales plan that doesn't involve purchasing sales leads is risky when selling to marine transportation consultants businesses.
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Typically, companies that offer products and services marine transportation consultants businesses find it hard to meet their lead generation requirements using in-house resources. That's where lead lists can help . . .
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Lead Lists: Build or Buy?
Sales managers often question the value of lead lists based on the belief that their sales teams can generate the same leads in-house. But what they fail to consider is that lead list providers are specialists who are extremely adept at identifying targeted leads. Subsequently, a good lead list provider can produce a list of prospective marine transportation consultants businesses for a fraction of the investment required for in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new marine transportation consultants businesses as they enter the marketplace and meticulously maintain their contact databases. For most in-house sales units, that kind of accuracy just isn't practical.
Sorting & Filtering Leads
Sort and filter features are an important consideration when buying lead lists. The goal isn't to accumulate as many marine transportation consultants business leads as possible. Instead, you'll want to focus your energy on lead lists containing the names and contact information of likely buyers. 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.
Collaborative Uses for Mailing Lists
If you limit the use of marine transportation consultants business lead lists to direct mail and cold calling, you're not getting the best possible return for 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 evaluate outcomes and adjust your approach to each area rather than launching a generic sales campaign.
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