Leads are the lifeblood of prospectors, the more quality leads you have, the easier it is to vet, qualify and prioritize and start prospecting. We can talk about the process, means and degrees of vetting or qualifying, but it all starts with the lead. To validate this, “a lack of leads” is one of the battle cries of people looking for an excuse not to prospect. So when it comes to leads, having a rich reliable source has always been key to my success in prospecting. That’s why for the last 25+ years I have relied on Scott’s Directories as my go to source for leads. In fact when I started Renbor Sales Solutions in 2004, first thing I did was put my house up for sale in Jersey (on my way back to Toronto), bought a lap top, and called Scott’s to order my directory, secret stash of leads.
Let me state here that I get no commissions or payments from Scott’s. I have bee a user for years, I have worked at events with them, since we both service sales professionals, and they have sponsored events where I was presenting, but my comments here are purely as a result of the product, and the value it presents users. There are few sources for Canadian data, and even less that are provided by Canadian vendors.
I am writing the piece because Scott’s has now improved things for users targeting Canadian buyers, especially casual users, or those reps left to source their own resources. The improvement is the introduction of Download Express, a new on demand service that allows users to search the website for free to create list counts based on customized searches. Search criteria include Business Type, Industry Classification Code (NAICS), Province, City, Employee Size, and Job Function. Once you have generated your list, you can set the amount you want to spend, complete control over your budget.
The key to me is access to premier source of Canadian companies, a powerful search tool, making it easy to get to the information you need without a collage degree in library science. Best of all, you can set your own budget! Rather than being locked in to monthly fees, you can source leads when you need them as you need them, in an affordable way. This is great news for individual sales professionals, marketing consultant, and small business owners.
If you’re selling in Canada, this is a great way to have access to the quality data Scott’s is known for in a way that makes sense for you.
I want to thank everyone that voted for the book I co-wrote earlier this year on trigger events. The book won the bronze medal in the Top Sales Awards Book of the year 2010. I want to also thank the judges who the readers vote. I also want to congratulate Jill Konrath and Art Sobczak, who won silver and gold respectively. But mostly I’d like to thank Jonathan Farrington who not only conceived the awards but pulled it all together is a short time and presented a great awards ceremony. Jonathan, have a GRRREAT weekend!
What’s in Your Pipeline?