No doubt about it, good leads are the key to sales success. Without the right leads, your sales and marketing initiatives will fall flat.
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Without good lead generation infrastructure, firms lag behind the competition and struggle to gain traction in the marketplace. To remain competitive, you need a sales process that consistently delivers qualified pressure and chemical cleaning industrial business sales leads to your sales team.
The Value of Good Sales Leads
Why do some business leaders spend small fortunes on office furniture and then refuse to buy lead lists?
The decision to purchase a lead list is essentially an investment in your company's sales cycle. It's the purchase of an asset that can deliver real financial returns in the form of increased sales revenues.
Still not convinced? Then consider this: the time your team spends pouring through business directories is time they aren't spending meeting with clients. It doesn't take very many hours spent on in-house lead generation to justify an investment in a quality lead list.
Criteria for Lead List Vendor Selection
In our experience, third-party lead list providers are definitely not created equal 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 pressure and chemical cleaning industrial businesses to cull their leads from an expansive business database. Why? Because more contacts means a larger pool of prospects -- and ultimately, higher quality sales leads.
- Updated contacts. Contact updating is a fundamental part of sound sales strategy. Pages and pages of contacts are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of pressure and chemical cleaning industrial business leads, you can't afford to to incur vendor backlogs. Good list providers feature fast turnaround times measured in hours or less.
Measuring Lead List ROI
Multiple methods exist for measuring the effectiveness of pressure and chemical cleaning industrial business lead lists.
For starters, conversion rate (number of sales/number of leads) is the most important measurement of overall lead list effectiveness. But you may also want to think about integrating a few other metrics into your assessment routine.
A units-per-lead measurement demonstrates the quality of the leads in your lists. When compared to your internal lead generation metrics, a low figure here could 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 through a third-party supplier.
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