There are a limited number of medical research and development businesses who will be interested in what your company offers. You can't sell to all of them, but lead lists target high value prospects so you can concentrate on sales targets that are primed for conversions.

Managing the Sales Leads You've Bought

Managers who integrate medical research and development business lead lists into their sales strategy are tasked with squeezing every last drop of productivity out of their unit's lead lists. 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 each prospect and tailor their approach accordingly.

Why Lead Lists Drive B2B Sales

Consumer-based marketing techniques fall flat when selling to medical research and development businesses. You can spend a small fortune 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 medical research and development businesses, the ability to focus sales and marketing efforts on specific types of leads is essential.

What Companies Sell Leads?

An Internet search is typically the first step businesses take when they're looking for a lead list provider. Although online searches have value, they don't tell the whole story. Many online vendors are big on promises and short on execution, so it's important to verify each provider's claims and references.

Over the years, we've seen a lot of lead list vendors come and go, but we have been consistently impressed with Experian. One of the reasons we like Experian is because they have a database of more than 14 million U.S. businesses. Companies that sell to medical research and development businesses appreciate Experian's ability to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.

Types of Data Available from Lead Database Vendors

When buying business leads, you will typically get Company Name, Contact Name, Address and Phone Number. What you actually get depends on which lead database provider you buy from. For some vendors, for example, you can get fields like Subsidiary Status, Credit Rating Scores and Type of Business (SIC/NAICS).