A sales plan that doesn't involve purchasing sales leads is dangerous and foolhardy if you market to pubs.
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There are only so many pubs in the U.S.. You can't sell to all of them, but lead lists target high value prospects so you can concentrate on prospects that are most likely to convert.
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Enabling Growth Strategies With Lead Lists
There are a lot of ways lead lists can be used to grow your business. The fact that you're purchasing solid lead lists is a growth strategy because it improves the quantity and quality of your company's prospect pool. However, lead lists can also be employed as a tool for penetrating new markets.
By targeting the list toward specific zip codes or geographic areas, you can instantly begin marketing your products in an unfamiliar environment. Sometimes you can even test market products in new territories with lists of pubs that have been sorted for each target market.
Lead Lists: Build or Buy?
Sales managers often question the value of lead lists based on the belief that their sales teams can generate the same leads in-house. However, they often overlook the fact that lead list providers are specialists who are extremely adept at identifying targeted leads. The top lead list companies can produce a list of prospective pubs at a cost that is much lower than in-house lead generation. Even more, world-class lead list vendors have developed mechanisms that capture new pubs as they enter the marketplace and regularly update the contacts that are in their database. For most in-house sales units, it's impossible to match the performance of third-party list providers.
Good Lead Brokers
Quite simply, there is nothing magical about locating high quality, pub lead lists. First-rate lead lists come from first-rate lead list providers.
For the best leads, your search needs to focus on the vendors that inhabit the top 10% of the marketplace. New and inexperienced providers typically aren't the best candidates for business owners who are serious about sales.
At Gaebler, we advise our business partners to consider Experian Business Services for pub lead lists. Experian is a reliable lead list provider with a strong track record of offering the most accurate and up-to-date lead lists available. They maintain real-time counts on qualified prospects and make it easy for their clients to filter targets according to a range of geographic and demographic criteria.
Non-Industry-Specific Lead Databases
If you sell to a broader market than this one, most mailing list vendors can accommodate your needs. You can even target things like Businesses That Own a Building, Businesses Owned by Hispanic Executives, and other niche segments. The key is to think through who your best prospects are. Explain that profile to your mailing list vendor and they can usually take it from there.
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