Foundational sales tactics can produce meager outcomes in B2B sales if lead gen isn't the top priority.
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For businesses that focus on tapping service sales, direct marketing can be a highly effective entry point -- and that means lead generation is a core business activity for companies that sell in this industry.
How to Develop Tapping Service Leads
Tapping Service leads come from many different sources. Local business directories, online searches and trade associations are worthwhile starting points. Over the past few years, many businesses have also used social media sites like LinkedIn to generate leads for their products. But regardless of the delivery platform, the key to lead development is networking. As your list of tapping service contacts grows, so does your list of likely customers.
Mailing List Best Practices
In tapping service sales, lead quality is just as important as lead volumes. Although the tapping service lists you provide your sales team need to contain convertible contacts, your team may require a large volume of leads to hit sales targets. Whenever possible, verify each lead's contact information and move quickly to identify decision makers before investing time in tapping service staff members who have little influence over their employer's purchasing decisions.
Always Start with a Big Lead Database
When it comes to finding reliable list providers, database size definitely matters.
The idea is to narrow your search to providers that can offer a large database of tapping services. Experian Business Services, for example, has a comprehensive database of 14 million U.S. businesses that can be filtered and sorted according to your exact specifications.
The business reality is that 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 to create a highly targeted pool of prospects.
Typical Lead List Database Fields
When buying business leads, you usually receive Company Name, Contact Name, Address and Phone Number. What you actually get depends on which list broker you do business with. In some cases, for example, you can opt to receive fields like Estimated Annual Sales, Company Website and Year Established.
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