Sales Prospecting List Development-Topic Overview
Posted by Craig Ferrara on Mon, Aug 31, 2023 @ 02:46 PM
Has this happened to you?
After investing a significant portion of your B2B demand
generation budget in a "Quality" prospecting list, your initial dials
were hardly met with enthusiastic cheers and instant riches. To the contrary, your direct line to the
targeted decision maker, to your surprise and embarrassment, is answered by an
admin who informs you (insert sarcasm) that your high priced contact,
"hasn't work here for two years!” At this point, you’ve triggered the ‘sales call’ alarm, which well
likely divert any business discussion to; "You know what, why don't you
can mail the information to 1000
Corporate Drive or you can email it to
salesinfo@xyzcompany.com. If someone is interested they will get back to
you."
This is a pretty common scenario in the world of B2B
Sales Prospecting. In many situations, I have found that the only bit of value
a list can provide is the number to the corporate office and the email format.
So what questions should we be asking ourselves before we
move forward with a list vendor?
Are the contact titles accurate?
Are the emails addresses valid?
Do they even work there anymore?
Bottom line is
there is no easy answer to these questions. Even the best list vendors
generally cannot fully deliver you the “dream list”.
This week, I plan to cover list building strategies and
how to maximize your investment.
Topics
Tuesday: The most important piece of information you need
when purchasing a list...
Wednesday: The best companies in the list generation
biz..
Thursday: Should I purchase or rent my lists?
Friday: Build the list on your own!