Run-of-the-mill sales tactics can have limited impact in B2B sales because businesses and consumers are different types of sales targets.
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When it comes to natural resources consulting practice sales, direct marketing can be a highly effective entry point -- and that means lead generation is a core business activity for firms like yours.
Finding Good Prospects
There is no single method for successfully generating leads in a B2B business. Customer referrals, industry contacts and other strategies can be found throughout the industry.
However, the most effective sellers know that while a small handful of qualified leads may get you started, you will ultimately need an ongoing source of leads to drive your sales cycle. Lead lists deliver a constant supply of natural resources consulting practice contacts that can be sorted according to precise sellings criteria.
Getting Creative With Third-Party Lead Lists
The most successful B2B sellers are constantly looking for innovative ways to incorporate lead lists into their selling processes.
Inter-departmental coordination and data sharing are standard practices. However, there may also be ways to integrate lead lists and technology to design powerful online sales and marketing strategies.
With a little creativity, it's possible to develop lead list-based campaigns that point natural resources consulting practice owners to a user-friendly company website or encourage them to access online content through mobile devices.
Criteria for Lead List Vendor Selection
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. That's because Experian has all of the qualities we look for in a good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to natural resources consulting practices to cull their leads from an expansive business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of natural resources consulting practice leads, you can't afford to suffer delays from your vendor. Good list providers feature fast turnaround times measured in hours or less.
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