A good quality business lead list is one of the foundations of a successful b2b lead generation program. I like to think that a successful lead gen program is like a three legged stool – one leg is a good quality prospecting list, one leg is a well trained agent, and one leg is a compelling and marketable offer. If you are missing one of the legs, the stool falls over and the campaign will not be successful.
Business lead lists are different than from a consumer list. The most crucial things you would want to get on a business list are names and business titles. Other things might include email, and fax numbers. People change jobs often so you may want to ask the business list provider how recently the list was verified.
Some business lists will not only provide you with the name and title of people within a certain organization, but they can give you summaries and resumes of some of the top executives within the organization. Providers such as Hoovers can give you a plethora of information such as detailed financial data about the organization, bios on the top executives and relevant contact information.
Tim, great analogy for lead building with the three-legged stool, makes sense with creating something like insurance leads. Any more tips?
Posted by: Evan | September 28, 2006 9:07 PM | Permalink to Comment