If you're just hoping for high volumes of shelving wholesale and manufacturers businesses to line up for your products, you may not be in business much longer.
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For the sake of speed, first-tier B2B sales teams rely on sales lead databases provided by top vendors.
Lead List Metrics
Multiple methods exist for measuring the effectiveness of shelving wholesale and manufacturers business lead lists.
For starters, conversion rate (number of sales/number of leads) is essential in measuring lead list success and failure rates. 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 dismal units-per-lead number indicate a provider that isn't performing adequate qualification or lead filtering. Similarly, individual metrics for your sales staff demonstrate how well each of your team members is using the leads they receive from your vendor.
Why Lead Lists Drive B2B Sales
Mass market advertising won't work when selling to shelving wholesale and manufacturers businesses. You can spend a ton of cash on a visually appealing ad and go virtually unnoticed in the industry. Unlike mass marketing resources, lead lists allow you to target your messaging toward a select group of prospects. When selling to shelving wholesale and manufacturers businesses, the ability to focus sales and marketing efforts on specific categories of prospects can be mission critical.
Switching to a New Lead List Vendor
Lead list providers are acutely aware of the fact that they are only as good as the most recent list they delivered to the client. A single lapse can mean disaster for a B2B enterprise, so it's important to regularly evaluate the quality of your provider. Good providers are meticulous about quality and are careful to include new shelving wholesale and manufacturers businesses in their database.
If your current provider isn't meeting your expectations, maybe it's time to start looking for a new vendor. At Gaebler, we recommend Experian Business Services. Experian delivers first-rate shelving wholesale and manufacturers business leads that convert at higher rates than leads that have either been generated in-house or provided by other vendors.
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