Company Data

For salespeople, company data is gold. In these posts, we go into the details of how you can access comprehensive, real-time company data most effectively, and use it to close more deals.

Company Database vs. Static Prospect List

Dynamic company databases have changed the way B2B sales is conducted today. In the past prospecting often meant sending a payment to one of the many list providers out there, asking for X number of companies with specific characteristics. Static prospect lists are usually based on a few, very general qualifications such as revenue size, number of employees or location.

Sales prospecting today is continuous work, where you can make detailed searches and easily find the companies that match your ideal customer profile to a T by capitalizing on the power of open and public data.

Upselling through Customer Analysis with Internal and External Data

Growth or revenue creation can be fueled by two mediums: selling to a new customer or selling to an existing customer. We’ve written about using data and analytics when prospecting and selling to new customers, but how does it translate when selling to existing customers?

Upselling to customers has traditionally had an unpalatable nuance to it. The sole objective has been to get the customer to buy more. I can’t help but think of that car salesman who’s aggressively overselling that 4-door executive saloon, packaged in full options, when your only need is to get from place a to b. Knowing your customer in and out is what separates a pleasant buying experience from an unpleasant one.

What Web Technology - Such as Hubspot - Says About a Company Identity

It’s safe to say that just about any company, whether an industry giant or a smaller agency, is  benefiting from some kind of web technology. Whether it’s to micromanage their marketing or to keep track of their customers, technology in B2B these days cannot be escaped.

Public Data Helps You Target the Right Companies at the Right Time

Global Internet traffic will surpass one zettabyte in 2016. All data available today means huge potential for B2B organizations to work more effectively with both inbound and outbound as company data can be used to target the right companies at the right time.

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