Doing business with pathology medical practices is much different than your typical B2B sales process.
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When it comes to pathology medical practice sales, direct marketing can be the most effective way to get your foot in the door -- and that means lead generation is a core business activity for firms like yours.
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Lead List Metrics
Multiple methods exist for measuring the effectiveness of pathology medical practice lead lists.
For starters, conversion rate (number of sales/number of leads) is clearly the most important metric in determining the success or failure of a specific lead list. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement can tell you a lot about the quality of the leads you're receiving from your vendor. 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 indicate how well each of your team members is using the leads they receive from your vendor.
How to Develop Pathology Medical Practice Leads
Pathology Medical Practice leads come from many different sources. Local business directories, online searches and trade associations are worthwhile starting points. Over the past few years, many businesses have also used social media sites like Facebook to generate leads for their products. But regardless of the delivery platform, the key to lead development is networking. As your list of pathology medical practice contacts grows, the easier it is to identify the customers who are most likely to make a positive purchasing decision.
Process for Selecting a Lead List Partner
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. During the interview, you'll need to determine whether or not the provider is capable of delivering lists of contacts that have been filtered and updated within the past thirty days. This is especially important for pathology medical practices because the industry experiences moderate to high turnover (failure) rates. If you aren't sure where to begin your search, we recommend starting with Experian. Experian is a reputable vendor with a proven track record in producing high converting leads for the B2B sector.
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