In the B2B arena, sales strategies are frequently adjusted and modified. Just when you think you've found the perfect strategy, changing market conditions transform the playing field and demand strategy adjustments.
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Companies that lack reliable lead generation tools are at a competitive disadvantage. To maintain a competitive edge, you need a sales process that consistently delivers qualified professional employer organizations business sales leads to sales reps.
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Using Lead Lists for Direct Marketing
With direct mail, you only get one chance to capture a prospect's attention. When a professional employer organizations business decisionmaker reads your piece, he has to be knocked over by what he sees.
Most businesses invest large sums of money in the creation of each direct mail piece. But the effort and resources you put into your direct mail marketing channel will be wasted unless your pieces are seen by the right people. Consequently, lead generation isn't just about adding professional employer organizations business names to a list -- it's about creating a list of targeted professional employer organizations business sales prospects.
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. Unlike other vendors on the market, 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 professional employer organizations 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 lead list 101. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a fresh injection of professional employer organizations business leads, you can't afford to suffer delays from your vendor. Good list providers respond to client requests in hours or less.
Finding Sales Prospects
First-rate lead lists increase the odds of positive professional employer organizations business responses. But before you can close deals, your list will need to form the basis for a prospecting campaign.
Like it or not, you can't avoid the hard work of picking up the phone and using the lead list to qualify prospects. Although not every professional employer organizations business on the list will greet your efforts with enthusiasm, the payoff for an investment in a targeted lead list will be noticeably higher sales volumes.
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