The harder your sales force works, the more conversions they will achieve. Sales organizations that are proactive about acquiring fresh supper club prospects have a clear advantage over those that simply wait for the phone to ring.
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Even though lead lists create a more efficient sales process, to achieve maximum ROI high quality lead lists need to be carefully integrated into your sales process.
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Is Your Business A Good Candidate for Lead Lists?
Lead lists have value for any company that sells in a B2B environment. But the companies that benefit the most from third-party leads are aggressive, sales-focused operations that crave a steady supply of good leads. For growth-minded companies, supper clubs lead lists dramatically increase your industry exposure in a very short period of time.
What Companies Sell Leads?
Google is often business owners' first stop when they're looking for a lead list provider. The Internet has obvious value, but it doesn't tell the whole story. Many online vendors are big on promises and short on execution, so it's important to verify each provider's claims and references.
We've known many lead list providers throughout the years, but we have been consistently impressed with Experian. One of the reasons we like Experian is because they have a database of more than 14 million U.S. businesses. Companies that sell to supper clubs routinely depend on Experian to deliver updated leads that have been filtered to meet precise geographic and demographic criteria.
Use Your Lead Lists for Both Marketing and Sales
If you limit the use of supper club lead lists to direct mail and cold calling, you're not getting the best possible return for your investment. A good lead list can serve as a collaborative resource for sales, marketing and other business divisions. For example, after you have acquired a lead list that has been differentiated geographically, your marketing division could test a handful of marketing concepts in each area. If the marketing division's efforts are coordinated with the sales division, you could then evaluate outcomes and adjust your approach to each area rather than launching a generic sales campaign.
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