It's widely accepted that industry relationships are key to successful pilots' equipment and supplies business selling -- and good leads are the seeds for great relationships.
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Sales reps sometimes overlook the fact that outsourcing may be more beneficial than internal lead generation. Here's some good advice on acquiring third-party pilots' equipment and supplies business mailing lists.
Leads vs. Prospects
A first-rate lead list provider, 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 pilots' equipment and supplies business contacts have been distilled from a larger pool 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.
Investment or Expense?
B2B businesses sometimes hesitate to buy lead lists because they mistakenly see them as an expense, i.e. a purchase that has no lasting value for the company. In fact, a good lead list is an investment in your company's future. The pilots' equipment and supplies business contacts you acquire through a reputable lead list provider are potential long-term clients. More importantly, lead lists can deliver an ROI that meets or even exceeds the ROI you receive from other high-producing assets in your company.
Criteria for Lead List Vendor Selection
In our experience, identifying the best possible lead list vendor is critical and Experian Business services stand out from the crowd. What sets them apart is that 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 pilots' equipment and supplies businesses to rely on leads that have been selected from a large, national database. Why? Because more contacts means a larger pool of prospects -- and ultimately, higher quality sales leads.
- Updated contacts. Contact updating is the name of the game with lead lists. Pages and pages of contacts are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of pilots' equipment and supplies business leads, you can't afford to put your operation on hold until the vendor gets around to filling your order. Good list providers feature fast turnaround times measured in hours or less.
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