It's widely accepted that sales presentations business sales are all about relationships -- and good leads are the seeds for great relationships.
(article continues below)
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.
Finding Good Prospects
Lead generation methods for B2B sales are extremely diverse. Customer referrals, industry contacts and other strategies can be found throughout the industry.
But even though a handful of quality leads are enough to prime the pump, you will ultimately need an ongoing source of leads to drive your sales cycle. Lead lists deliver a constant supply of sales presentations business contacts as well as features that enable you to increase conversion rates.
Interviewing Lead List Providers
B2B sellers that rely on lead lists are advised to interview several prospects before settling on a provider. During the interview, you'll need to determine 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 sales presentations 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 an established and recognized lead list provider with a documented background in producing high converting leads for the B2B sector.
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), your sales force will still need to conduct lead qualification. Since the sales presentations business contacts have been culled from a larger group 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.
Based on your interest in sales presentations business lead databases, you may also enjoy these articles.
If you operate a sales presentations business, we've got some more appropriate guides for you:
If opening a sales presentations business is on your to-do list, these guides will help you get started:
If you are looking for mailing list for a different kind of business, please browse our directory of marketing guides below.