In order to generate sales leads, inside sales representatives are responsible for executing calling campaigns and working off of sales lead lists. Ideally, the lists are warm and targeted, but that’s not always the case. Inside sales professionals must be proficient working with a variety of lists and using their experience to improve the lists that they have.
Here are 5 tips for working with sales lead lists:
Narrow down a cold list
When you receive a cold list, it’s important to narrow it down before starting the calling campaign. The list can be segmented by SIC codes, organization size, geographic region, or other characteristics that can help you focus on where you are more likely to be successful. If you aren’t sure which segments of the list will be most successful, run a small test first and compare results before going full force ahead with the campaign.
Re-visit old lists
You rarely want to take a “one and done” approach when working with a list. Take a look through your CRM for leads that have gone cold or past customers that might be interested in your products/services again. Initially when you worked with a list, maybe you weren’t able to reach the contact or they weren’t interested at the time. As companies evolve and new decision makers are hired, their needs change and it’s worth reaching back out to stay front of mind.
Don’t worry if names are missing
Ideally, a list will contain contact names and titles, but that isn’t always the case. If you don’t have a contact name, it doesn’t mean that the list is worthless, especially since the name on the list isn’t always the person you should be speaking with. Experienced inside sales professionals can navigate within an organization to find the best person to speak with.
Direct lines are great, but so are main numbers
In some cases, you might not have access to direct dial information right away. Don’t feel limited by this. Calling a main line and speaking to a receptionist is a great start. An experienced inside sales team can obtain valuable information from the receptionist, including direct dials and extensions to help build out your list.
Run against other lists before calling
If you have multiple people on your sales team, it’s important to cross reference each other’s lists before making inside sales calls. You also want to make sure that you aren’t calling a current customer or active prospect.
Remember, there are many places to find lists. Targeted lists can be found online or through brokers and crowd sourcing subscriptions. An inside sales partner also has access to useful lists. Regardless of where you find your list, know that they are important to the success of your campaign, so take the time to build them out and work them with some of these tips.
Publish Date: May 27, 2016 5:00 AM
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