It's obvious that meetings with prospective new customers as often as possible is essential for higher sales volumes. Without the right leads, your sales program is doomed to mediocrity.
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Identifying good lead generation mechanisms can be difficult for companies that sell in this industry. Our lead list guidelines contain useful tips for quickly ramping up your lead generation program and improving sales volume.
Use Your Lead Lists for Both Marketing and Sales
If you limit the use of web sites business lead lists to direct mail and cold calling, you're handicapping the return on 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.
The Value of Good Sales Leads
It doesn't make sense to invest in electronics and other peripherals, but then refuse to invest in good lead lists.
The decision to purchase a lead list is a decision to invest in your company's future. It's the purchase of an asset that can substantially boost sales revenues.
Still not convinced? Then consider this: time dedicated to lead generation detracts from the amount of time your business can dedicate to converting prospects. It doesn't take very many hours spent on in-house lead generation to justify an investment in a quality lead list.
Selecting a Web Sites Business Lead List Provider
The key to getting a good web sites business lead list is to focus your search on the industry's best providers. Some providers charge big bucks for leads that are stale and inaccurate. Good lead list providers pay attention to the quality of their products. They are invested in ensuring that their lists are up-to-date and deliver leads that have been targeted to meet precise sales criteria.
There are several good lead list providers on the market. If you're just getting started, we highly recommend Experian Business Services. Experian has the characteristics we look for in a web sites business lead list vendor. Their database of more than 14 million U.S. companies is updated monthly and can be filtered by geographic, demographic and other criteria to create lead lists that are customized to your needs and specifications.
Non-Industry-Specific Lead Databases
If you sell to a broader market than this one, most mailing list companies are happy to help you out. You can even target things like Franchised Businesses, Executives Who Work in Marketing, and other niche segments. The key is to think through who your best prospects are. Explain that profile to your mailing list vendor and they can usually take it from there.
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