If you have been thinking about trying new ways to find sales prospects for your MSP, you are probably researching how to buy prospecting lists.

You likely get an email once a day from large companies offering you subscriptions to expensive data platforms, and I’m sure you get emails from small companies trying to sell you email marketing databases.

Buying sales data online can lead to a big waste of your time and marketing budget.   All lists should provide, at minimum, a company name, address and phone number.  These lists are available at a very low cost, but cheap data can be very expensive.

Four Problems With Buying Sales Prospecting Lists Online:

  1. Sales Prospecting Lists Have Incomplete Information
  2. Sales Lead Lists Have Incorrect Information
  3. Sales Intent Data Is Out of Date
  4. You Have to Verify Your Sales Data Yourself Before You Can Use it

Learn How Buying 1000 Inexpensive Sales Leads Can Waste Over $6000 In Sales Agent Salaries by registering for our webinar, June 30

  1. Sales Prospecting Lists Have Incomplete Information

When your sales prospecting data is missing key fields – for example if there are missing contact names, missing phone numbers and generic email addresses your new list won’t be useful for calling campaigns or email campaigns.  You can easily build a list of companies with generic emails and phone numbers yourself – using Google. If you’re going to have to clean up your data yourself before you use it, you may as well just build it yourself!

Learn how to build free sales lists on June 30 with Carrie Simpson!

  1. Sales Lead Lists Have Incorrect Information

No list is ever going to be 100% accurate, but you should expect the lists you purchase to be, at a minimum, 30% incorrect.  If you use this list as-is, you’re automatically wasting the first 30% of your marketing spend.  Imagine sending out 1000 direct mail pieces knowing that the first 300 stamps and 300 of those shock and awe boxes are going right into the trash when the recipient is no longer with the company, or the company has gone out of business.  Especially post-pandemic, we are going to have major changes to many businesses of the size MSPs target – lists that might have been 30% inaccurate in January 2020 are now much closer to 60% inaccurate in June 2020.   The list companies verify data the same way you would – by calling companies and asking questions – and their staff were furloughed, too.  When there are huge changes, list brokers can’t keep up.  Data is going to get worse before it gets better, so why not build your own lists using LinkedIn?

Join Carrie Simpson from Managed Sales Pros on June 30 to Learn How To Build Your Own Sales Lists using LinkedIN!

  1. Sales Intent Data Is Out of Date

Many companies offer expensive sales data that claims “buyer intent” – unless that intent was demonstrated that day (and you know what stage of their buying journey they are at), that “hot” prospect might have already purchased from your competitor or another similar company.  Much like a large portion of your re-targeting budget gets spent on people who already purchased from you, buying lists of intent data means you are purchasing a lot of assumptions and maybes.

  1. You Have to Verify Your Sales Data Yourself Before You Can Use it

Before you import that list into your CRM or PSA, you should verify the accuracy of your list.  You do this the old-fashioned way – by calling the company and asking questions.  If you must call each lead on your list to verify the quality of the data before you import it, you may as well just build your own lead list!

 

Building Good Sales Lead Lists Can Save You Thousands In Wasted Marketing Dollars!  Learn How To Build A Sales List for Your MSP on June 30.