Membership Overview
Learn what being a member does for you
The Seller Styles
NASP Programs
Catalog
See a summary of all our programs and certifications
Online Certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Certified Master Sales Trainer (CMST®)
Online Programs
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Certified Professional Sales Associate (CPSA®)
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
ProSeries Programs
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Sales Mastery
Join our ongoing dynamic virtual coaching community
Career Center
Explore job postings from some of the best companies in the country looking for sales professionals
Training Resources
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Coaches Corner
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
Sales Resources
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
Articles
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
About Our CEO
Standards of Conduct
Testimonials
Common Questions and Answers
Contact
by Barbara McKinney
Is Your Business List Built for a Winning IT Lead Generation Campaign?: Telemarketing and email campaigns stand and fall by the quality of business lists used to contact potential clients. As it turns out, marketers who give ample consideration to list quality have better chances of getting higher positive contact rates and more meaningful conversations with qualified sales leads than those who simply care about numbers. While email and telemarketing lists are now much easier to build (thanks to the wonder of Internet), a lot of B2B marketing campaigns are still plagued by too many wasted calls resulting from low quality resources and bogus contacts.
So, how so do you generate opportunity-rich business lists to drive your IT lead generation campaign forward? A few tips from IT lead generation experts:
Build your won list. You have probably gathered millions of names and contact data currently sitting silently in your database after many years of multi-channel marketing. Why don’t you use that resource to build a targeted business list and make good use of the money you have spent to gather those names? Plus, you have more reason to be confident about quality when you build your own lists with your own hands.
Purchase lists from reliable vendors only. Let’s be honest. Most list vendors usually care more about how much sales they make than the actual benefits their customers get from using their business lists. Rings true even for those who price their products quite attractively. Well, in case you haven’t noticed, “quality” and “cheap” very seldom go together, so don’t fall for those words too fast. Get this: if it’s incredibly cheap, it must be incredibly cheap for a reason.
Invest in data profiling and other list services. Allocate a good portion of your marketing budget for client profiling and data verification services to keep your email and calling lists fresh, pristine, and reliable. Do this regularly; not just when sales are falling short or when emails from irate contacts requesting to remove their names from your database start mobbing your inbox. Now, if you think that your hands are too hallowed for such dirty work, take the outsourcing route.
There are lots of data services companies more than willing to do the work for you.
About the author