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Why Leads Are Important for Supply Chain & Logistics Companies

By Evan Lamolinara | 01/08/2020 | 5:52 AM | Categories: Current Affairs

Regardless of what your supply chain and logistics company sells -- products, services or a combination thereof -- the number and quality of leads you generate will influence its level of success. Supply chain and logistics companies that invest more time and resources into lead generation will obviously outperform their counterparts that invest less time and fewer resources into lead generation. Let’s review why consistently generating quality sales leads keeps the business moving forward.

 

Keeps Sales Reps Selling

Leads will keep your supply chain and logistics company's sales reps busy working the sales funnel. According to InsideSales, B2B sales reps spend roughly 40% of their working hours searching for a buyer to call. This is an unproductive use of their time. At the end of the article, we’ll discuss one way to keep sales reps calling sales leads that already have an identified project. As a sales manager, owner or president of the company, it’s important to oversee these quality sales leads and to maximize each one to its fullest.

 

It Takes 8 Attempts to Reach Buyers on the Phone

Not all sales leads will translate into sales. Research shows that it takes an average of eight attempts to reach a B2B buyer on the phone. And once a sales rep has a buyer on the phone, he or she must convince them to set an appointment or continue the conversation to further convince them to purchase your product and/or service. With a large volume of high-quality leads, B2B sales reps can call more buyers and, ultimately, generate more sales.

 

Increases ROI

According to a survey conducted by MarketingSherpa, the top sales lead generation priority among B2B companies is increasing measurable ROI. Without sales leads, supply chain and logistics sales reps will struggle to generate sales. They'll have to consume more time and resources searching for buyers to contact, resulting in a lower ROI.

 

Identify Decision Makers

SalesLeads can help you can identify the decision makers in a target business. If you generated a sales lead from your website with a call-in or a webform, the contact person may not include all of their information, or may be submitting the form on behalf of another contact within the company. How can you find the contact names at the right level? The Target Account Search feature in the Target Account Intelligence database allows you to search for a particular company name, and drill down with the provided contacts to uncover the decision maker(s) you’re searching for.

 

Create Custom and Personalized Content

With sales leads, you can create custom and personalized content that resonates with your supply chain or logistics company's audience of buyers. If you know a buyer's information, you can research him or her to create personalized content. After creating the personalized content, you can send it to the buyer. Buyers are more likely to respond allowing you to move it further down the sales funnel.

 

Source for High Quality Sales Leads

Remember I mentioned a way to keep sales reps calling sales leads that have an identified project? Here we go. SalesLeads’ researchers continuously follow the material handling industry. Our job is to keep tabs on these companies in order to know who’s expanding, relocating, renovating or purchasing new modernized equipment. As soon as we know, we let you know. These identified projects come in a form of a Project Report giving you critical information so you can make an intelligent phone call. Take a look for yourself. That’s the best way to understand the quality of the sales lead.

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The opinions expressed herein are those solely of the participants, and do not necessarily represent the views of Agile Business Media, LLC., its properties or its employees.

About Evan Lamolinara

Evan Lamolinara

Evan Lamolinara is president of SalesLeads, Inc., a company that has been around for over 60 years, generating high quality sales leads dedicated to the sales & marketing professionals in the industrial marketplace. Mr. Lamolinara, an entrepreneur and competitor, purchased the legacy company in 2014. Since then, he's redeveloped its core software delivery platform and grew the company over 400%. Evan graduated from Mount Union College with B.A. Business Management and honed his competitive skills as a 3-year letterman on the College football team.



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