When pressed to grow sales, most B2B companies will start by purchasing a list of leads. But any list you can buy from a list broker is not a list of leads – it is a list of names. If you are selling complex and expensive products and services to other businesses, you won’t get far with a database purchased at twenty-five cents per name. You have to build a good database, and that takes calling through a list, eliminating companies that don’t fit your ideal prospect criteria and qualifying those that do.
Smart Systems Technology helps you define the criteria that is important to you (we call this a Universal Lead Definition) and then contacts your list to separate the wheat from the chaff. Determining the three to five criteria that must be true before entering into a sales conversation allows you to focus your sales efforts.
Unlike competitors who either only focus on appointments or combine the identification and qualification steps with lead generation, resulting in wasted time and many subpar “leads,” Smart Systems Technology segments the lead generation process. We do this to maximize the output of quality leads and for efficiency’s sake. Sometimes our customers only want a list that’s been combed through and filtered. Those other companies can’t or won’t do it, but Smart Systems Technology is set up to deliver.
Contact us to learn how B2B Lead Identification & Qualification can help put your business in direct communication with prospects that are pre-qualified and pre-disposed to buying your products and services. Or, if you want to see how lead identification and qualification connect to our other services, be sure to read about our b2b lead generation services.