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The process of locating legitimate leads can be difficult for companies that sell in this industry. Our lead list guidelines can equip your sales force to outperform and outsell industry standards.
Lead Lists: Build or Buy?
Business owners often avoid lead lists because they feel they can produce the same results using in-house resources. However, they often overlook the fact that lead list providers are specialists who are extremely adept at identifying targeted leads. So a decent list provider can produce a list of prospective running and jogging supplies businesses at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new running and jogging supplies businesses as they enter the marketplace and meticulously maintain their contact databases. For most in-house sales units, that kind of accuracy just isn't practical.
Interviewing Lead List Providers
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. Interviews should focus on 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 running and jogging supplies businesses 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 documented background in producing high converting leads for the B2B sector.
Networking with Lead Lists
Many business owners miss the fact that a single lead list has the potential to dramatically expand the company's prospect base, sometimes even beyond the names contained in the list itself. After you have qualified the running and jogging supplies businesses on the list, each contact becomes a portal a larger network of running and jogging supplies business contacts that can be tapped into through telemarketing, sales calls and online social networking.
By working its network of contact, you extend the list's ROI far beyond the initial campaign. Although you will likely purchase additional lists going forward, you'll improve your industry presence when you conduct follow up networking with the leads you acquire right now.
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