Why You Should Start Off 2015 by Using Data Cleansing Services

Posted by Arvind Sehtia on Jan 30, 2015 10:00:00 AM

5190742001_686582a865_zThe beginning of a new year is the perfect time for companies to reevaluate their selling strategies, looking for opportunities to improve in the months to come. While many companies do take advantage of this period of reflection, one area they often fail to include in the analysis is data cleansing.

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Topics: Data cleansing services

B2B Sales Leads in 2015 – Why You Can’t Just Sell to One Person Anymore

Posted by Arvind Sehtia on Jan 29, 2015 10:00:00 AM

B2B Sales LeadsIn the past, categorizing B2B sales leads was a pretty simple concept: any decisions having to do with buying technology were generally made by IT leaders, meaning that you could craft your sales pitch to one person. However, this situation has changed over the years, and the changes only figure to become more pronounced going into 2015.

We are now living in a world where technology has direct applications to a variety of business processes--including marketing, sales, customer service, and more--so it should come as no surprise that B2B sales teams can no longer succeed focusing on only one type of buyer. For instance, if you're selling software that supports marketing processes, you might have to sell that software to marketing, IT, and senior management. Buying decisions are now made across departmental silos, so sales teams need to be able to craft sales messages that can account for this new reality.

Determining the buying hierarchy

While buying decisions are increasingly collaborative, there will most likely still be one person who has the final say. Identifying this person is important, as they will serve as the focus of your sales efforts.

In addition, all buying organizations will have key influencers who may not have the final say, but will provide input to those who do. In order to make the most of these key influencers, it's important that you find out who among them would benefit the most from your product, as these people can be advocates for our cause. Once you've identified these people, provide them with resources they can use to sell your offering to others within their company.

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Topics: B2B sales leads, contact discovery services

Why You Should Use Lead Qualification Services to Qualify New Leads Before Having Your Sales Team Call Them

Posted by Arvind Sehtia on Jan 27, 2015 1:20:31 AM

lead qualification servicesNo matter how large a company is, one rule always holds true: all companies have a limited number of salespeople to work with. Whether your organization is a large enterprise or a small business, you must be able to make the most of those limited resources in order to ensure success. The key to making the most of your salespeople's time is making sure they aren't chasing after leads that aren't likely to convert in the near future.

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Topics: lead qualification services, b2b prospecting ideas

What is a "Buying Team" and How Should You Sell to One?

Posted by Arvind Sehtia on Jan 26, 2015 10:00:00 AM

contact discovery servicesMost people know that salespeople often operate in teams, but many of them fail to realize that the reverse is also true: in many companies, particularly larger ones, buyers also operate in teams.

For salespeople, these buying teams can require an entirely different sales strategy than the one they would use when selling to an individual decision maker. That's why it's important to understand what a buying team really is, why they are different from individual buyers, and how sellers can successfully approach buying teams.

What exactly is a buying team, and why does it matter?

In many enterprise organizations, a large B2B purchase is considered too significant to leave it up to one person. In these situations, there may be one individual who gets the final say on whether or not a purchase is made, but that person will also depend on a whole team of influencers who share input and knowledge on a particular subject in order to make the decision-making process easier. This is what we are referring to when we talk about a buying team.

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Topics: contact discovery services

When Segmenting Your B2B Sales Leads, How Do You Define SMBs or Mid Size Enterprise Level Companies?

Posted by Arvind Sehtia on Jan 21, 2015 9:00:00 AM

How do you define SMBs or Enterprise level companies? When it comes to your sales database, you need 14513380935_d283e4864c_mto target the right companies. But, there is no industry standard on what defines a small business and what defines an enterprise. Internally, every business creates their own definition that works for their needs.

Without a concrete definition, properly segmenting custom B2B lists can become challenging. How do you clearly communicate how your business differentiates between SMB and Enterprise level organization to a list vendor? How do you ensure that they can provide you with a list that will get results?  If you need B2B sales leads and are looking to partner with a list vendor, there are two ways to easily define the companies you’re targeting: number of employees and revenue. The key is choosing

the right definition for your company’s needs.

Number of Employees

What is your business providing? This is an important question to ask yourself. The number of employees in a business is the ideal way to differentiate between a small business and an enterprise level business.

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Topics: B2B sales leads, Custom B2B Lists

Build Better Business Leads Lists with Sales Trigger Intelligence

Posted by Arvind Sehtia on Jan 14, 2015 10:00:00 AM

8474532085_6d010ee8d0_mAs a B2B marketer, you've probably heard of the concept of sales trigger intelligence when it comes to shopping for business lead lists. However, you may not understand exactly what the concept means or why it is an important part of building better lists. In this post, we'll describe what sales trigger intelligence means and share some thoughts on how you can use it to build better sales lists.

As a B2B marketer, you may have bought business leads lists based on job titles, org levels, company size, industry, geo etc. but have you ever used a list that also includes sales triggers intelligence? We have helped several customers in researching Sales Triggers unique to their products and services and finally uncover highly targeted sales opportunities.

What is Sales Trigger Intelligence?

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Topics: b2b leads lists, Business lead lists

Why the Last B2B Marketing List You Bought Didn’t Work

Posted by Arvind Sehtia on Jan 8, 2015 12:41:00 AM

targeted_email_listThis situation may sound familiar to you: your company takes money out of its precious marketing budget to buy B2B leads, but when you get the lists, they make no substantial difference in the amount of sales you make. As a result, you may question the quality of the leads the vendor provided you, or just wonder whether using B2B marketing lists is worth it in the first place.

The truth is that there are a number of different reasons why the execution of your lists might be failing. In this post, we'll discuss some of those reasons in detail. By learning to account for them, you can increase your likelihood of success the next time you use a B2B marketing list.

 

Reasons Why B2B Marketing Lists May Not Work

1.  Lists are not targeting the right decision makers

Most vendors provide their lists based on job titles. Identifying job titles doesn’t always yield results; to be effective you need to go deeper. Your lists should also account for things like job roles and overall seniority. If you can't look at your latest marketing list and instantly determine whether a lead is a user, an influencer, or a decision maker, then your list in not setting you up to be successful.

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Topics: buy B2B leads, B2B marketing lists

The Three Biggest Factors When Segmenting Data for an Email Campaign

Posted by Arvind Sehtia on Dec 17, 2014 10:01:00 PM

As we come up on the end of the year, many of you are probably starting to think about what trends we can expect next year. One trend we're sure to see more of in 2015 is email campaigns that are highly targeted and segmented. In a world where people have more control over the information they consume than ever before, companies can no longer expect for people to pay attention to generic mass mailings that aren't targeted to their interests and priorities.

In this post, we'll discuss the three things you need to pay attention to when segmenting your email campaign data in order to make the most of your targeted email list.

1. Understanding Buyer Personas

A buyer persona is a fictional personality that marketers create in order to define their customers better. Start by creating two or three buyer personas for your company, paying attention to things like who these people are, what they're looking for, and how they prefer to communicate.

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Topics: targeted email list

Cold Calling is Dead: Learn How to Do Warm Calls

Posted by Arvind Sehtia on Nov 17, 2014 9:00:00 AM

For decades, the image of the salesman working the phone hundreds of times a day trying to drum up new leads has been an established part of our business culture specially in B2B context. However, in the wake of new technology developments and changing prospect behavior, many people in the industry have begun to suggest that cold calling has become a relic from a bygone era. In this post, we'll examine the status of cold calling, and look at how warm calls can offer a higher rate of success.

Is Cold Calling Really Dead?

It seems like, cold calling is dead, but it's not so cut and dry as people make it out to be. Outbound sales isn't going away at all, as some have suggested. What's going away is the old-fashioned "spray and pray" technique, where salespeople try to make contact with as many prospects as possible, on the off chance that two or three of them might be interested in what they have to offer.

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Topics: how to do warm calls

Manual vs Automatic Data Cleansing Services: Which One is Right for Your Business

Posted by Arvind Sehtia on Nov 12, 2014 10:48:00 PM

For any data-driven sales or marketing campaign, the importance of conducting regular data cleansing is clear: According to statistics from salesforce.com, about 70 percent of all customer data goes bad on a yearly basis. Because of the changing nature of the underlying data, there is nothing you can do to prevent this from happening – Companies are merged or acquired, people may move to a different location, get a promotion, or move to a different company. One way to ensure that your data stays accurate and relevant as time goes by, is to use data cleansing services. There are two main types of data cleansing services: manual and automatic.

Automatic Data Cleansing Service

Automatic data cleansing involves verification of your existing database by using specialized software, master database repositories and data analysis tools. There are four main aspects of cleaning data using this approach:

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Topics: Data cleansing services

The Sales Insider Blog

The Sales Inside Inc blog is focused on impact B2B contact databases on lead generation and revenue growth. We cover best practices and insights on all aspects of databases including list building, list acquisition, data verification & cleansing, contact discovery, data enrichment etc. Please subscribe to our blog to stay abreast of industry news, trends and inside tips on these topics.