Foundational marketing strategies can have limited impact in B2B sales because businesses and consumers behave differently when making purchase decisions.
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To maximize speed and efficiency, the industry's top sellers rely on sales lead databases provided by top lead vendors.
Reach Out to Your Leads Multiple Times
Businesses that experience the most success in selling to surfing instruction businesses typically leverage a multichannel sales and marketing strategy. For young companies, that makes the integration of lead lists into multiple channels a priority. Direct mail is common throughout the industry. But more and more companies are achieving results by combining direct mail and telemarketing with Internet-based marketing campaigns that drive traffic to the company's website. In some cases, it may be appropriate to incorporate a lead list into a strategy that simultaneously funnels content into multiple channels.
Beat the Competition with Better Lead Lists
Too many companies restrict their view of lead lists to convenience. Although lead lists simplify lead generation, that isn't the only advantage they offer. Lead lists also deliver a competitive benefit for companies that sell to surfing instruction businesses. As your competitors waste time fishing for leads in phone books, a good lead list lets your team turn its attention to actual prospects and sales activities.
Criteria for Lead List Vendor Selection
In our experience, there are a lot of variations among lead list vendors and Experian Business services stand out from the crowd. What sets them apart is that Experian has all of the qualities we look for in a good lead list provider, including the following:
- Large database. We think it's important for businesses that sell to surfing instruction businesses to cull their leads from an expansive business database. Why? Because more contacts equates to a higher volume of truly qualified leads.
- Updated contacts. Contact updating is lead list 101. Long contact lists are worthless unless they are regularly updated for accuracy.
- Delivery speed. When your business needs a new supply of surfing instruction business leads, you can't afford to to incur vendor backlogs. Good list providers feature fast turnaround times measured in hours or less.
What Else Can Lead Brokers Do For You?
Many sales lead brokers do more than just sell leads. In some cases, your list broker may be able to directly assist you with a direct mail postcard campaign or an email blast campaign. Have a conversation with them and ask about their full capabilities. Finally, if you send the list broker a few customers that you like, they can usually run some software to create a new list of similar companies.
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