Seasoned small business veterans recognize the importance of using lead lists to sell to marketing programs and services businesses.
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Good, third-party lead lists can introduce a degree of consistency into your long-term sales strategy. Moreover, there are a few other ways lead lists can help sales reps who sell to marketing programs and services businesses.
Lead List Databases: Why Size Matters
In the world of B2B lead lists, database size definitely matters.
The idea is to narrow your search to providers that can offer a large database of marketing programs and services businesses. Experian Business Services, for example, has a comprehensive database of 14 million U.S. businesses that can be filtered and sorted according to your exact specifications.
Simple math says that the amount of sales you generate will be directly tied to the number of contacts contained in your lead lists. As the size of the provider's database increases, so does your ability to filter it down to a list of high value sales targets.
Managing the Sales Leads You've Bought
Managers who include marketing programs and services business lead lists into their sales strategy are responsible for ensuring their company exploits the full value of purchased leads. The acquisition of a high quality lead list doesn't mean your team is ready to start pounding the pavement. It may be necessary for sales personnel to further qualify the lead list contacts in order to narrow down the sales messaging or marketing content for each prospect.
Lead Generation Tactics
Not surprisingly, marketing programs and services business lead generation strategies are extremely diverse. While some businesses generate leads through industry networking, others conduct formal prospecting campaigns through trade associations, business lists and even online searches. Many businesses mix and match lead generation techniques, but fail to develop a reliable lead generation system.
Lead lists eliminate the unpredictability of lead generation and deliver leads that have been compiled from the best possible sources. Even more, third-party leads lists generally have a higher conversion rate than the ones that are acquired through in-house processes.
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