b2b prospect list

7 Ways How Company Data Changed Sales Prospecting

Today’s business landscape is super competitive. That is why data-driven decisions can give you an edge over your competitors. 

In a time when so many B2B companies compete in the market, the ability to pull the right customers down the sales funnel depends on how much understanding you have of your target audience. 

New times call for new solutions. Many of the data-driven companies use prospecting tools to generate b2b prospect lists that will go a long way to streamline your targeted efforts as sales personnel.

Equipped with Company data for your desired B2B audience, you can ascertain who you should be talking to, how and when you should be talking to them and the best ways to influence your potential clients. As a result, the chances for stronger sales figures will increase in the end.

Here are a few ways that clearly illustrate the way Company data has changed sales prospecting in recent times:

1. Creating An Accurate Customer Profile

With Data Points from Technographics, Firmographics, buying signals and intent data, salespeople can better tailor their contact procedures i.e. the who, what, how and when of relevant information when having a conversation with a client.  You can create an accurate customer profile without any assumptions and use it to your advantage when prospecting.

 2. Choosing The Right Prospecting Tools

With the information and data gathered, you can ascertain the kind of clients that fall within your market and can use your resources maximally to reach your ideal client. When doing a b2b prospect list, it is always a good idea to use in-house data providers that have comprehensive data such as the Sales.Rocks Company Search Tool.

 3. Diving Into Automation

Having Company data helps you keep track of every company in your b2b prospect list and even companies in range especially with the large chunk of automation processes that are at our disposal today.

For example, a popular IP tracking tools that data-driven companies use are Act-On, Lead Forensics, ClickDimensions, VisitorTrack, etc. Many of them utilize web-based tools that help users to connect apps and automate workflows such as Zapier, Integromat, Automate, Microsoft Flow, Workato, IFTTT, etc.

And this is nothing new. However, choosing a CRM, that has the best integration opportunities with various data sources, gives a salesperson limitless flow of data. In the B2B SaaS world, HubSpot CRM, Salesforce Essentials, Pipedrive, and Zoho CRM are CRMs considered having the most integration options.

 4. Segmenting Leads into Smaller Sections

Companies nowadays will not survive the competitive B2B world if they depend upon targeting the entire mass market.

With a highly-targeted b2b prospect list in your CRM, not only can you identify a long list of potential customers, but you can also prioritize targets by identifying them in smaller B2B sections.

This segmentation helps to identify the similarities of companies within the group and then focus effort on bringing them through the sales funnel by precisely reaching their specific needs and wants. In the long run, lead segmentation benefits the companies to use their corporate resources more effectively and make better strategic marketing decisions.

 5. Creating Customer Satisfaction And Retention Opportunities

Company data can also reveal more info about your existing client. From how they are responding to your present product and services, to their openness to new offerings or expanding their contracts. With this information, you can process significant occurrences in your customer accounts. On top of that, this will give you the right foundation to upsell or cross-sell your other product to the current client base.  

6. Making Innovative Enhancements Backed Up By Data

When making plans to enhance the current business process, improvement guided by data gathered guarantees you more productivity. The efforts towards sales prospecting are more effective with a customer profile powered by accurate data. At this point in the digital age, acting on “gut instinct” when it comes to making operational decisions are long gone.

7. Understanding Customer Interaction And Timing Dynamics

The data you gather gives you a clear insight into your products and services progress and if it is the proper time to make necessary changes. An up-to-date B2B prospect list will simplify the process of recognizing if there are changes in buying signals. As an outcome, this will connect you to a new customer or will give you comprehension of the perfect time to approach a company that can be classified as your ideal customer.

To Wrap Up

To lend you a hand in sales prospecting and generating company data, we developed a Company Search Tool that helps you filter your desired targeted audience by Location, Industry, Company Size and Status, Contact Option and Web Technologies Used. In just a few minutes, you will be ready to start prospecting.  

Maximize the benefits of using accurate Company data and the possibilities you have in the B2B world will be limitless!

I am a Content Writer and Marketing Development Representative at Sales.Rocks, a game-changing platform in the SaaS industry. My mission is to educate and help readers in their marketing and sales efforts. I believe that a professional writer is an amateur who didn’t quit.