Gaining Insights Into List Companies
A good prospect list isn’t good enough. Businesses today need to have a GREAT list—one that saves the sales team from chasing down poor, outdated leads. So how does a company build the ideal list?
In our recent survey, “Gaining Insights into List Companies,” we set out to learn what works for all of you. Based on your responses, and our experience helping clients develop effective lists, we found that businesses lean on a mix of sources including LinkedIn, appointment setters and general vendor list companies (though you know third-party lists still need some tweaking).
To help ensure you get the best possible product, we’ve compiled a number of questions we recommend you ask them in your search, including:
- How often do you update your list?
- How do you get your information?
- Do you specialize in specific verticals?
- Is there a list guarantee? (i.e. If 20% of list is out of date, will replacements be made?)
- Do you provide e-mail, and if so, have you addressed anti-spam and telemarketing laws?
- What’s the minimum purchase amount?
- What’s the term of an agreement, and are updates provided during the term of an agreement?
Remember to request specific titles and company size, especially those most closely aligned with the message you’re delivering.
