It's widely accepted that who you know can be more important than what you know when selling to outdoor furniture wholesale and manufacturers businesses -- and good leads are the seeds for great relationships.
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In this market, inexperienced sales teams often to discover that. The reality is that intelligent work processes outperform effort -- and when it comes to working smart, it's tough to beat an exceptional outdoor furniture wholesale and manufacturers business lead list.
Using Lead Lists to Sell to Outdoor Furniture Wholesale & Manufacturers Businesses
Compared to businesses in other industries, outdoor furniture wholesale and manufacturers businesses expect to be able to access product messaging through a variety of venues. Although businesses in this industry appreciate the ability to quickly locate equipment and supplies when they need them, they also expect B2B companies to engage them in a typical sales cycle.
Lead lists enable selling success because they are highly accurate prospect directories that can be utilized in a variety of seller-initiated activities including direct mail, telemarketing, sales calls and online channels.
How to Tell If You Have a Good Lead List
High converting lead lists share several characteristics that are essential in selling to outdoor furniture wholesale and manufacturers businesses. Right out of the gate, you'll want a list that has been generated from a large contact database. For example, Experian Business Services maintains an updated list of more than 14 million active U.S. businesses. For sellers to outdoor furniture wholesale and manufacturers businesses, a large database equates to a larger pool of targeted sales prospects. Since lead quality directly impacts conversion rates, you'll also want to focus your efforts on providers that are well established and reputable.
Leads vs. Prospects
If you've done your homework, your provider will deliver an updated lead list that has been sorted according to company size, years in business, zip code and other criteria. But your work isn't done yet. Unless you are using the lists for mass marketing campaigns (e.g. direct mail), list contacts need to be further qualified by your sales team. Since the outdoor furniture wholesale and manufacturers business contacts have been generated from a large database of updated prospects, you'll have better higher conversion rates -- but you'll still need to expend energy to achieve maximum return on your investment.
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