Selling to street cleaning equipment business businesses is not the same as selling to other B2B sales prospects.
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In order to successfully sell to street cleaning equipment businesses, it's necessary to pursue a segmented marketing strategy -- and that means you have to be thoughtful in assembling your prospect lists.
Leads vs. Prospects
A first-rate lead list provider, your provider will deliver a current 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 street cleaning equipment 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.
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. Subsequently, a good lead list provider can produce a list of prospective street cleaning equipment businesses at a cost that is much lower than in-house lead generation. Additionally, the best list providers have developed mechanisms that capture new street cleaning equipment businesses as they enter the marketplace and meticulously maintain their contact databases. For the majority of in-house sales units, that kind of accuracy just isn't practical.
Lead List Databases: Why Size Matters
In the world of B2B lead lists, database size definitely matters.
The idea is to narrow your search to providers that can offer a large database of street cleaning equipment businesses. Experian Business Services, for example, culls leads from a current database of 14 million U.S. businesses that can be filtered and sorted according to your exact specifications.
As a revenue-minded seller, the amount of sales you generate will be directly tied to the number of contacts contained in your lead lists. As the size of the provider's database increases, so does your ability to filter it down to a list of high value sales targets.
Where Do Lead Vendors Get Their Data?
Great question. Top sales lead vendors are constantly combing a variety of sources to improve their available inventory of business leads. Notably, they scan Yellow Pages directories, SEC databases, and web sites. In contrast, on the other side of the spectrum, you should know that there are some companies that sell old, stale leads that are pretty worthless
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