It's widely accepted that who you know can be more important than what you know when selling to marketing consultants businesses -- and you can't create winning relationships from inferior sales leads.
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To dominate in sales to marketing consultants businesses, you have to target your sales and marketing energies toward specific segments of the marketplace -- and that means you have to be thoughtful in assembling your prospect lists.
Speed vs. Efficiency
Sales units typically struggle to differentiate between speed and efficiency, especially when it comes to generating high conversion marketing consultants business leads. Although time plays a role in sales benchmarks, a hasty lead generation process can produce sub-standard leads. But since cost management and efficiency are also important, you can't afford to tie up too much of team's time in lead generation. That's where lead lists earn their keep because a good lead list provider can deliver both speed and efficiency to your lead generation routines.
Working With Quality List Brokers
It isn't hard to find high quality, marketing consultants business lead lists. First-rate lead lists come from first-rate lead list providers.
For the best leads, your search needs to focus on the top 10% of providers in the marketplace. Young and unproven lead list vendors typically aren't the best candidates for business owners who are serious about sales.
At Gaebler, we advise our colleagues to consider Experian Business Services for marketing consultants business lead lists. Experian is a reliable lead list provider with a strong track record of offering the most accurate and up-to-date lead lists available. They maintain real-time counts on qualified prospects and make it easy for their clients to filter targets according to a range of geographic and demographic criteria.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of marketing consultants 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 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. Along the same lines, individual metrics for your sales staff demonstrate how well each of your team members is using the leads they receive from your vendor.
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