Start receiving high quality B2B data and close more deals
Learn how B2B data types and sources cannot be ignored if you wish to have a healthy and successful company.
4 min read
Sales & Marketing head at Scalestack
Data is always an essential part of the business. Data gives you all the critical information you need to reorient your tactics toward what the clients are looking for. In this article, we will go into detail about the specifics of B2B data, what it is, how to analyze it, and how to take advantage of it to make your business grow.
B2B data includes any kind of information that regards other businesses. It is built by a database of individual contacts with an array of data points. All these points are there so you can evaluate their meaning to your company, and use them for many marketing and sales activities.
B2B data can be helpful when you are looking to create effective ICPs (Ideal Customer Profile), demand generation, lead generation, do outbound sales, and evaluate analytics, among many other activities.
This sophisticated information will help your organization identify new sales leads, so you can reach out to them.
Here is a list of examples of what type of metrics a B2B database can offer. Employee names, company names, phone numbers, email addresses, firmographics, and technographic are all things measured by this data. Everything that might be considered a factor in lead generation can be added to this database
The Sales and Marketing departments of the companies are always arguing about whether some potential prospect is worth giving a call or not, based on their different perspectives of the metrics the data can offer.
There are many diverse kinds of metrics among what one can add to a database. You must choose which of them are keener to your processes, and which are disposable in your sales cycle.
Your sales cycle is crucial to increment your revenue. Being aware of what your ICP is is key to the company. Targeting customers who are not interested in your product or service is a no-return point for your sales and marketing reps. You must analyze delicately with the metrics who is more likely to purchase your offer and go after those people.
How do you create your ICP? First of all, you have to decide what types of companies could benefit from using your product or service. In the second place, which people in those companies are you looking to engage? You cannot forget that they should be the decision maker or a highly influential individual (not necessarily just the end-user). The basic features that are to consider are the following.
You can refine this even more by including other factors. Some of them could be their previous interactions with your company (social media, website visits, ebook download, etc.), recent news about the company (current round of funding), technologies they are currently using (if they use a competitor’s product), or create custom tags to further filter the data.
Every feature of this database describes the various types of B2B data that can guide you toward the optimization of your sales cycle and the betterment of your marketing strategies so your business can grow rapidly.
All B2B data types must be obtained through different sources. There are many places where to get your information from. These are the most popular and effective B2B data sources that will help you scale your organization.
Your potential prospects will probably have a social media profile where they may be on a variety of platforms like Instagram, LinkedIn, Twitter, or YouTube. LinkedIn and Instagram are the ones blowing up at the moment because they give out better types of information about the buyer. Twitter and YouTube are currently a step behind them, and new platforms like TikTok are growing rapidly.
That data on its own can be very valuable. It might be enough to reach out to them over the platform. Nonetheless, if they are actively posting content and engaging with other users, this is something that can help you dive deeper into their interests so you can personalize your message even further.
Websites are meant to be great sources for B2B data. If you go for publishing content such as blogs, guides, and articles, your website will be more likely to attract visitors who will show a stronger interest in the topics that you want to be discussed. Many metrics can be tracked on your websites. For example, traffic volume, traffic source, website conversions, etc. Records of each visitor can be created from either website tracking tools or gated content where they can provide basic contact information to download the material.
Furthermore, company websites in your target market can be a great source of B2B data. Most of them typically have the latest news releases and a long history of their journey so far. Some also have a ‘Meet the Team’ section which can include a brief bio including their names, and job titles, and also they may provide a way to contact them, which is useful.
It is vital for your business performance that you can understand how to read the data that measures your activity. With the tools mentioned in this blog, you can choose which to use to make your business start growing.