There are many companies that provide business leads. When buying internet leads from a marketing company, there are many different options depending on the particular business and how the leads are sold, not to mention the marketing companies polices.
There are basically two categories of business leads: exclusive business leads and shared business leads. Exclusive internet leads are distributed to only one recipient, but shared leads may be sold again to another recipient or multiple recipients as a shared lead. With regard to shared business leads, each marketing company has a different policy on the number of times each contact can be sold. Generally speaking, the more a lead is sold, the less valuable it is. There are also leads that are sold as aged, meaning they could be anywhere from one day old to over a year old. In this case, the business leads are usually categorized based on the various time periods since procurement, such as 1-7 days old, 30-60 days old, 60–90 days old, etc.
Business leads are typically generated for closing a sale. Because of this, they are usually full of information. A business lead might contain both basic information of a person and more detailed information such as FICO Score, Household Income, etc. In complete contrast to a sales lead, a marketing lead might contain only the basic contact information. The information for a marketing lead might be used to build a longer term relationship with the prospect through email, social media, etc.
When business leads eventually make a purchase, the purchase is considered a conversion and a closed sale. The ratio of business leads that convert compared to the total number of business leads is often referred to as the conversion rate. This ratio is how the effectiveness of a sales process, sales team, or sales person is evaluated.
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