B2B Contact Data: How Data Accuracy Impacts Sales Revenue Targets

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Apr 13 2022

Meet Nina, a sales representative at an upcoming SaaS brand. Every morning, she reaches the calling desk to contribute her valuable time and efforts to boost the company's revenue. Every interaction with her customer base is an opportunity to make a lasting impression. As a salesperson, her role is to provide a positive memory and leave an experience people will remember years down the road, especially when they need her company's product.

Nina is not alone. At the heart of every flourishing enterprise is a sales team that spends long hours reaching out to their customer base and making business development calls to ensure higher revenues. For these sales representatives, closing the deals doesn't just mean making that one call or sending a regular email, although those are undoubtedly important. A good salesperson isn't just selling products and services; they're building relationships and experiences.

In sales, knowing your customer best is the first step toward a fruitful conversation. Relationship nurturing is all the more critical in B2B marketing. B2B Contact data is one way to understand the clientele and nurture a brand-customer relationship. Here, AI technologies are of excellent assistance. Brands can derive real-time actionable insights by employing data and algorithms to contact databases. The AI streamlines the B2B connect, but it also paves a pathway to customer loyalty.

B2B marketing today

Successful B2B marketing merges traditional and digital marketing tools in today's digital world. Business-to-Business marketing is all about companies engaging with one another to facilitate growth-centric services and products. The B2B is a bit more complex for sales revenue targets. Larger volumes, multiple decision-makers, and longer sales cycles are commonplace. Moreover, most services and products are high-ticket value. B2B focuses on developing a long relationship that adds value to both businesses. Business-to-Business(B2B) is becoming famous as Business-for-Value (B4V).

Relevance of B2B Marketing Effective B2B marketing is a must for any enterprise pursuing to grow. As a challenger brand, the B2B contact connects strategy is tricky. It involves developing the right approach after getting insights into how the market operates and which channels work best for them. Nevertheless, a well-researched and insightful strategy is the fit for effective B2B marketing. Outreach is not just about generating leads but also about building a lasting relationship with customers. It all begins with a simple act of outreach marketing to make companies aware of your brand and the problem solutions. It is the awareness stage.

Next comes the consideration stage. The brand connects with companies interested in your product, showcases the features, and explains how your product can add value to their business. Machine learning brings a great advantage here, especially in strategizing the B2B contact connects. Understanding and optimizing the strategy is easier than ever before with AI assistance.

B2B marketing hacks Now, that we have got a peek into what exactly B2B Marketing is, let’s look at how we can find ways to build this strategy.

The customer journey is a long, winding path filled with milestones. At each stage, it's essential to communicate your brand's presence and the purpose of solving the target customer's worries. Define who your perfect customer avatar is, what their pain points are, why your product or service can help them solve these issues, and how you're different from the competition. With this data, you'll have an easier time finding them and connecting with them on more personal levels. A few tips to aid B2B marketing are:

Determine your brand positioning

Start-ups or established businesses have one thing in common: they need a proper business plan. A solid business plan gives your brand a better chance of being heard and understood, reaching your target audience, and getting more conversions.

Identify your target audience

Find your brand's target audience. Your marketing team can utilize this information to create buyer personas and understand how they make purchase decisions.

Run a competitive analysis

Learn about the businesses serving your target audience and dive into their current offerings with a detailed competitive analysis. We'll dig into their products, services, pricing, and promotional content to see what's working, why, and how you can get it working.

Content for B2B Marketing

At its base, marketing is about understanding your customers and applying research to develop products that align with their needs. As a B2B marketer, you also need to use content to attract, engage and educate your audience, creating more awareness about your brand. Creating B2B content to answer specific customer queries makes your brand more relevant while earning trust. When a brand answers a customer looking for solutions, the conversation builds faith. This conversation is leaning toward generating a B2B Lead.

A world of B2B Leads

We are living in the "lead generation" age. Sales leads are the lifeblood of your organization, along with the products and services you offer. B2B sales lead is the crucial bridge between your brand's offering and the prospective customers. Simply put, B2B sales leads are people or companies that are potential customers. They are pipelines that branch into your company's specific sales needs. Without B2B sales leads, your business would be without a pipeline of prospects to contact and market to, significantly reducing the probability of your sales team reaching their sales goals.

The journey from Lead to Customer

For a Lead to attain the 'Customer' status, it must pass through multi-faceted nurturing activities. This transaction is often complicated by the high stakes involved in closing a deal. A typical sales cycle starts with a steady lead generation process. Sales teams connect with leads multiple times via calls, emails, and online. The manner and nature of the sales team's approaches to customers help build trust in the relationship. This is where the lead generation process comes into play.

Leads in B2B contact database

Lead generation is an essential aspect of marketing a product, and people in sales must also contribute. After all, leads are the way for a company to connect with customers. Many companies try to generate leads online or sometimes through referrals. Creating healthy lead quality and ensuring the information you receive about them is accurate goes a long way toward ensuring your "sales funnel". In a leads database, the precision and accuracy of customer information are essential.

B2B contact database lists the prospective customers with aspects that genuinely drive a sales conversation. With relevant data points, your sales team will be able to define the pain points and trigger value-driven propositions. For a prospective customer, it is essential to have an evident attribute of the commitment level towards B2B marketing connections. A lead-type marker can identify this attribute by bucketing a specific lead as:

  • Cold leads, no interest to buy
  • Warm leads, ready to buy
  • IQL, Information Qualified Lead
  • MQL, Marketing Qualified Leads
  • SRL, Sales ready Leads
  • SQL, Sales qualified Leads
  • MSR, Member Service Request Leads
  • Inbound, lead initiated connect
  • Outbound sales initiated connect

This bucketing provides a clear insight to your sales team. This one marker guides selecting the apt tone and a suitable solution for the conversational connects.

Types of Leads

Cold leads

Cold leads are sometimes called dormant, or zombie leads because they lie in limbo at times, waiting to be redeemed. These are people in the B2B database, yet have not expressed any interest in your brand's product or service offering, so you're essentially just trying to nudge them. Frequently, the cold leads remain in the sales pipeline and are routinely nurtured throughout the year. The focus is on KDMs – critical decision-makers in the B2B appointment setting channel. The sales effort aims to earn trust and brand recall for the day in future when the KDMs may require your company's offerings.

Warm Leads

Warm leads are the next developmental stage from cold leads. Once a cold lead expresses intent to know more, they become warm leads. Some may have completed a product trial within this group or used a similar competitor product. Although warm leads express interest, they may hesitate to schedule a sales meeting. Due to various factors of budget, timeline, or contract limitations, warm leads must be nurtured and handled with care to ensure a long-term partnership.

Each B2B lead requires careful nurturing. There is no intent to turn off the lead's interest in your company. At the same time, giving the lead too much space risks a potential partnership falling through the cracks. Your sales team must listen actively and ask the right questions to the KDMs. At this stage, the warm lead converts into a qualified lead.

Qualified Leads – IQL, MQL, SQL

Qualified leads, also known as hot leads, are the perfect outcome of a B2B lead generation effort. These high-quality opportunities are a part of your target audience and are most likely to set appointments with your company. There are three phases of qualified leads – IQL, MQL, and SQL.

IQL

An Information Qualified Lead (IQL) is an individual that meets your lead qualification criteria, which means they've provided contact information. The best part about meeting this qualification threshold is that now you have the opportunity for a more detailed conversation with them. You no longer need to guess their potential interest level to begin moving down the lead nurturing path. With their contact information, you can engage with them in various ways.

MQL

The Marketing Qualified Lead type acknowledges a pain point for a customer. The business gathers information about its customer's desires and uses it to create a customized solution. In the MQL process, the emphasis is on creating awareness for the targeted products and services. Depending on the marketing strategies, the connection is through email, social media, the website, or professionally designed print collateral. Discussions with B2B sales contact lean towards offerings of free trials, demos, free consultations, estimates, quotes, or coupons.

 

SQL

Sales Qualified Leads are the most valuable sales leads because they have already expressed genuine interest in purchasing your company's product or service. These leads are ready to be a part of your company as a buyer. The most desirable attribute is their readiness to make financial commitments.

SRL

Sales ready Leads are prospects who have already expressed interest in your product or service during the early stages of the sales process. This lead type results from rigorous checks and balances in the sales process. Sales representatives from various departments verify the information given by the prospect, thereby eliminating any errors or misinterpretations of a potential sale. With these leads, there is very little time wasted in lead qualification. A sales-ready lead is less likely to cancel the deal than a sales qualified lead.

 

A lead's journey from the first brand connect to becoming a buyer is relatively comprehensive. Each steps up the intensity to develop a higher maturity level. Based on your lead capturing mechanism, the prospective customers can be MSRL, Inbound and Outbound leads.

MSRL

Member Service Request Leads (MSRL) are consumer-generated leads that come when a new member signs up for your service. These lead types are members or subscribers of your community who have registered for a service or product you offer. They may have reached out from a contact form on a relevant section of your website. These are high-value connections. As their intent is clear, you can begin talking about your solutions and offerings.

Inbound lead

Inbound leads are usually nurtured by content and programs that influence the target audience and help them see a credible value from your products or services. Commonly, an inbound lead connects with your sales team basis an Ebook download, a pillar content piece, a webinar, or a survey. This lead type is ready to engage with your product based on your content.

Outbound lead

Outbound leads are the result of sales outreach. If your sales team is doing their job, they're pursuing non-responsive leads that haven't directly opted into communications with you. The harder, more remote prospects will often be outbound leads. Outbound lead nurturing focuses on non-response marketing communication efforts to get a conversation started with a prospective buyer.

B2B Database advantage

Marking your leads is one of the most beneficial and strategic B2B sales practices. It helps you track your prospect's online behavior, makes you introduce multiple connects and offers via calls, meetings, and other content offerings meant for client engagement. Today, lead markers are all over the web, which means choosing the right one, a boon for B2B sales and marketing teams, can be daunting. Nevertheless, creating individualized sales-to-revenue targets for each family of leads is an essential step to achieving B2B success. With an organized database, nurturing your clients is more prompt, focused, and progress-oriented. The only sure-shot way to future-proof the sales-to-revenue journey is to avail of a B2B database.

The B2B database is the new playground for sales and marketers. All actions taken toward the business-to-business (B2B) market are held in this database. It has an extensive reach and helps you gain insight into your target account at a top-notch level. The data obtained by this database can be valuable to all departments within a company.

B2B Database Types

A quality database is essential to building your marketing strategy, it provides the correct knowledge to target your prospective customers, and you can create marketing campaigns that attract more buyers. Today, you can select from various types of B2B data.

Account data

Account data provides all the information you require on the target companies or accounts. The data type will include the company name, the person to contact, and any other news or information about the company. This data will help you connect with the right person and plan your message strategy.

Contact data

Contact data gives you the details of relevant people within the prospect company. This data type includes the contact name, job title, and email address. Depending on the contact details available, the sales and marketing teams can use the most effective communication channels to connect with them. Having a phone contact number or information about their social media account can open new avenues for the teams to communicate with your prospective buyers.

Engagement data

Any interaction with your client is retained in the engagement data. If someone has signed up or downloaded any information about you, it will be in this data. You also get a list of contacts who have interacted with you on social media through likes or comments.

Intent data

Information collected through web usage, like downloading or browsing on the page, shows the intent of the user to gather more information on you. This data will inform about the product or services the user was searching on your website or channel. By employing an internet tracker, you can collect visitors' needs. With the information provided by intent data, the marketers focus on active consumers searching for your type of content.

Firmographic data

Firmographic data sorts companies on the type of industry, their size, and their revenue generation. The characterization helps marketers target companies inclined towards using their product or service, and they can twitch their marketing strategy per the company's needs.

Demographic data

Demographic data helps you with information about the contact's age, gender, or geographical location. It is descriptive data and can assist you in changing your marketing plan per the trends in the market or area.

Chronographic data

This type of data shows any changes or events in the company. The information contains

  1. new appointments at the top-level
  2. point of contact changes
  3. recent funding or acquisitions
  4. new job opportunities in the company

Using this data, the team can build an effective strategy for the company.

Technographic data

Technographic data lists all the different types of technologies your prospective clients are using. The software, platform, or any digital tools they use tell a lot about the company. If the client is using an outdated version of the product you are selling, you can pitch your new version of the product and market its usability and profitability to them.

 

B2B Database Influence

A database has a significant impact on how your company will succeed. It should help your team learn about the companies and contacts you want to target. It provides an in-depth understanding of precisely who is your customer. Additionally, a database cannot just be an address book. A database enables your marketing and sales teams to reach their target audience effectively. As a B2B marketer, you will access different data sets for several needs. All of this data should be accurate, current, and relevant — therefore, collecting updated and relevant information about leads/contacts remains critical. Without such details and information, reaching out to potential leads is futile. Erroneous information results in a loss of time, energy, and money spent contacting leads, and they may not even be interested in the product.

Having a refined, accurate, and updated B2B database at your disposal is crucial for sales and marketing teams. For instance, you might know that a small business with a database of 300 qualified leads for their service or product will close on a deal about 25% of the time. However, a company with a database of just 20 leads might only close on one sale. The point is, good data sets you up for success!

Creating a B2B database

It is no secret that collecting data is critical to planning a successful marketing strategy. 71.5% of B2B marketers say their company collects sales leads online. Whether through social media, email, or content marketing, the goals are always the same – engagement followed by sales – which requires data. Here are some steps to create an accurate and effective database:

Determining customer base

Determining your customer base is the first step toward creating an effective database. If you know your ideal customers, you can focus on communicating with them. It becomes easier to start interacting with them as they are already interested in your product and services.

Start your search for an ideal customer base by analyzing your target market. List out all the features of your product and then find out who will benefit from the product, like if a small business venture or a well-established one will benefit from your product. Next, analyze the customer behavior and pattern in the market segment. Do industry research to find the pain points and problem areas. If you can solve them with your products, the company will be inclined to buy from you.

Getting an effective lead

An effective leads database is crucial to propelling more conversions and fewer leads drops. An effective lead is already interested to know your product. All they need is a push of information from your side to buy the product.

You can build your contact list or buy one but pick the most effective and valuable list for your company. To make your list, start by prospecting, or you can look up your B2B marketing databaseor CRM. People who have shown interest in the kind of products you are selling are your effective leads.

Identifying potential prospects

Segmenting your prospects as per their interest in the product or service is a pivotal step. This exercise identifies your ideal target group and focuses on interacting with them on priority. Once you know the perfect segment, you can find more potential prospects to add to your list of effective leads.

 

Organizing data of leads

Once you have the list of prospective leads, it is essential to compile and organize the data, lest you waste time searching for the most profitable ones. Here, spreadsheets come in handy in managing large volumes of data. You can easily incorporate all the information about your leads into the sheet. You will require their name, title, company name, contact number, email address. Also, it is helpful to include any other relevant information which helps to know your customer. As a ready reckoner of customer insights, this database is the starting point of your marketing strategy. The organized list instills responsiveness in your marketing and sales actions. Leads data refers to planning and personalizing your messages, paving communication channels, and other information according to your target customers.

Contact database Organization

A well-managed contact database or Contact management is essential for every business. It's where valuable information about clients, partners, vendors, suppliers, and employees exists. Collecting contacts in a centralized location also minimizes the chances of important data getting lost or misplaced due to disorganization. To keep your competitive edge and achieve seamless communication within the organization, you need to choose an efficient contact manager. Also, software and technology offer solutions to manage contacts effectively. Some practical ways to organize a contact database are:

Buildingyour contact list

Everyone says it, and it is 100% true: building your B2B lead contact list is just as important as growing sales. One of the ways to grow your company is to find new companies as a partner. New partnerships require new introductions, and introductions will be challenging without a well-built customer contact list. Building your contact list is essential, but collecting contacts interested in your product is vital. Particularly in the B2B space, determining customer personas via things like Filmographic customer attributes can help you target the right buyer and get more leads.

Enrich your current datasets

Having a contact database is not enough to engage with your leads consistently. You need to update the contact list on time and ensure it contains valuable information like your target market's names, titles, email addresses, etc. You can organize your leads and connect with them by sending them regular emails based on their buying behavior.

Data enrichment is a process by which you can improve and clean the data in your database. You can gain accurate information about your target market and its spending power to nurture them accordingly by enriching your database. You also need to ensure that the database is relevant and vital for the targeted audience. The focus of this process is to increase the chances of conversion rates by making your targeting perfect and predictable.

Ping test mails

Email marketing is a competent tool for marketers. The purpose is to keep in contact with customers. But when the email goes to the wrong address, it is irretrievable and a lost customer. Common mistakes are systematically sending emails to nonexistent or permanently inactive addresses. To ensure that your endeavors are not wasted, you must do a ping test before sending out your mailings. A ping test determines if the server and domain exist. It checks if the email works on the server and if you can quickly contact this customer. The test can also report a requested unsubscribe function.

Ping testing is an easy and low-cost way to establish the authenticity of the email address in your list. Ping tests the email server and domain exist and are actual. A positive result is a good report and means your email reaches a real and active address. A bad result means the email address is not active and will not receive your emails. Your team should flag these email addresses, and their correct address should be checked with the company and updated on the list. Ping test also delivers results like hard or soft bounces for some mail addresses. That does not mean they are invalid, but you can check their status from the source.

Empower your salespeople

The success of a marketing strategy hugely relies on the people in the team. The sales team interacts directly with your potential customers and introduces your products to the target audience. Companies must empower their sales team with trust, information, resources, and training. As sales team members are at the forefront and communicate with decision-makers, the managers must trust their decisions. Giving the correct information and resources empowers them with the knowledge of the product and brings efficiency to their interactions with customers. Training the team on the company's software and programs gives them a better understanding of the technology and its working.

Purchase contacts wisely

When it comes to generating business leads, most businesses think about purchasing data. It's an easy way of adding leads to your contact database. But buying data without a strategy can become an expensive mistake. Irrelevant data means a waste of time and money. Make sure you consider your target segment or industry, location, and title of leads before buying. Ensure the data you purchase is legally sourced and compliant with all the applicable laws of the region.

Define what contact data means to your company

There's a lot of confusion about what enriched data means and how it's different from contact data. The term "data" is commonplace in marketing, sales, and business. Today, the discipline of data gathering has merged with technology to change the way marketers collect and assimilate information. Successful marketers have now started using enriched data in their contact lists to personalize communications, increase interaction rates and drive more sales using modern multi-channel tools and techniques. Enriched data helps build a relationship or enhance an existing relationship with customers by better understanding customer needs, preferences, and buying behaviors. Understanding what contact data means to your company will help you effectively build and use your database. It gives you all the valuable information about your lead, which can help you plan your marketing strategy according to the needs and requirements of your contact.

B2B Data management

Let's say you have a small business and want to sell more products, win more customers, and get ahead of your competitors. B2B data management is an integral part of an excellent online marketing strategy. With a collection of organized, analyzed, quality, and reliable data, you can get insight into your customer needs and behavior patterns. A well-managed data is essential to creating marketing strategies and campaigns that turn your leads into buying customers. B2B data management involves collecting, analyzing, organizing, and sharing customer data from all the company departments.

Organized data advances a more effective marketing strategy to expand your customer base. Customer Database helps you develop buyer personas that allow the personalization of the message. Building a good customers list is a challenging task, but it becomes effortless to make once you get it. You got to look up the leads in different markets and understand your customers' needs to personalize the communication with the customer. Here are a few recommended practices to help you manage your data:

Build a standard

Whether you're a small company owner or the head of the department, everyone should know where to find data they will need and what you do with it. Each team and department should have a clear data strategy to implement. Set an outline of what you plan to do with the company data. As a best practice, train the staff about proper ways to collect and store data. The team should ensure the collected data is clean, reliable, and offers complete information about the customer. Establish a standard data required for all departments collecting customer data as merely adding names and numbers to the database will not suffice.

Monitoring process

To thrive in today's marketplace, you need to reach out to your customers constantly. It isn't easy to achieve success without a strong customer contact base. Contacting the right people is vital for every business, including B2B companies, which rely heavily on creating professional relationships with their clients.

An established monitoring process is required to build a strong customer contact base. Update data from time to time as old data may become irrelevant to your company's needs. Replace inaccurate information with accurate one, and adding new data from time to time will add value to your database. When your team comes across a contact that is no longer available or is invalid, they must flag this connection for the update.

Grow your contact list

Adding more B2B leads to your marketing database is essential and accessible. Retargeting can widen your reach for more potential customers. Blogging, commenting, and guest blogging are effective ways to expand your brand's visibility. Also, you can use automated emails sent in segments based on the frequency of contact. Specific retargeting methods involve relatively little effort to expand your database continually. You can install an Exit-Intent popup that best suits your business website or app at the moment. These work well for webpage visitors, for generating more info leads. Posting on social media will also help to develop visibility as well. Helpful articles are great ways of adding content - interviews, research pieces, and Q&A styles are viral among readers.

It would help to keep adding new prospective clients with your lead-generating strategies. Use automated email marketing to grow your list. You can use the Exit-Intent popup and other retargeting methods to expand your database. You can post social media posts to create visibility for you. Use blogs, articles and add more helpful content to entice customers to sign up. Using long-form pieces with research inputs and a question-answer format helps engage customers.

Reaching out to a Lead

With increasingly complicated business scenarios, customers often face more than one touchpoint. The goal of a company is to keep their customer interested at each stage and help them choose your product or service from the crowd. Understanding and finding effective communication channels to reach your market is a necessity – without this, you are missing out on potential customers. Touchpoints are an excellent way to do this. They are the system of communication and interaction between you and your customers. A company's touchpoints are its interactions with its consumers. An effective touchpoint is a two-way communication where both the brand and the customer benefit. A touchpoint should accelerate the sales process, help to engage and persuade the customer, and pass on information about the product or service. Each touchpoint should add value to the customer's journey from being a prospective lead to an esteemed buyer.

The company can choose the number of interactions they want to have with customers depending on their product and service, the type of target customers, and their experience with their new and existing customers. The company can use multiple channels to communicate its brand messages and influence the customer relationship with the company.

Channels, including email, direct mail, SMS, social media, and even phone, are means to establish B2B connections. With the wide selection of touchpoints, companies find it hard to optimize their customers' experience. You can communicate through various channels, either online or offline, and influence the customer relationship with the company. Excessive contact can be detrimental to your marketing campaigns. There is a thin line between what is optimal and excessive touchpoints; to maximize your customers' touchpoint experience, you should know some best and worst days and appropriate times to call your clients.

What day of the week is best to call a contact?

According to the study, Wednesdays and Thursdays are the best days to contact a lead, and Friday is considered the worst day.

Some explanations for these findings are:

  • Monday and Tuesday are not very good to contact the lead as people are settling into the work mode after the weekend off. They are busy preparing the schedule for the week.
  • By Wednesday and Thursday, they are settled in their work and can take up new calls to start new interactions and would not consider calls interruptions.
  • Fridays are the worst as people are gearing up for the upcoming weekend and don't want to get introduced to new communication with salespeople.

With the changing scenario, some people also take up calls on a weekend as they have some time at hand to explore information about products and services related to their business.

What are the best times to call a lead?

4-6 pm is considered a good time to reach out to your contact. The timing makes sense as it is the last hour of the workday, and people are unlikely to start a new assignment for the day. With some time at hand, they can take up sales calls to know what you can offer and are not disturbed even if you are cold calling. Alternatively, late morning time slot, from 11am to 12pm, before lunch is an excellent time to call potential customers.

Sometimes an early morning 8am call also works as the people have not started their work and can think over your information throughout the day.

What is the worst time to call a lead?

The worst time to call a lead would be lunch time, from 1 pm to 3 pm. Calling early morning or late at night is also not advisable. The first two hours of a workday, from 9 am to 11 am, are also not considered desirable for calling as people settle in their work and attend to priority tasks of the day.

What is a good lead response time?

The best period for connecting with leads when you can get a positive response is a follow-up call within one hour of receiving the query. It will be a missed opportunity if you don't revert to the customer within the first hour, as they are looking for a solution and are likely to send their query to your competitor.

Based on their sales data, the company can determine the timing and days most suitable for calling. They can plan the strategy depending on the department and industry type. It is integral that the marketers track all call metrics as that holds the key to your effective plan of action for calling.

Reengaging with a prospect

According to research, old leads gone cold are better at converting to buyers than new leads. Hence the question is, how can you reengage with them?

Converting old B2B leads gone cold can be a difficult task. During audits, the sales team commonly notices that part of your contact database of prospective leaders has gone out and is not yet your customer. The re-engagement tactics to nurture the leads must be gentle and personalized.

Review your previous point of contact

Review your lost contact, add any additional information in your database that you find on them. Find out where the lead engagement went wrong so you can take corrective actions. Make a re-engagement strategy for reaching them using personal messages and different channels. Collate a list, categorize the leads per priority, and contact them with relevant information.

Relevant messaging

Research the prospective company's current profile and plans through different media channels. Read their company report and attend any webinar they organize to get the latest update on them. Based on their needs, you can draft a message that resonates with them. A personalized message communicating how your company can help them with their present and future needs will make your email stand out from other generic emails they receive every day. It will be easy to connect with your old lead if you have any new product or service you have added or are launching now. Don't miss this opportunity to reconnect with all your B2B contacts.

Timing is key

To optimize your re-engagement plan, you can try sending messages at different times. You can use automation software to send messages to cold leads if your list is long. According to research, mail sent on Mondays fails to attract curiosity and is lost in all the emails sent during the weekend. The most suitable day to send an email is Thursday, and 8 to 9 am is the optimal time for the day.

Alternate communication channels

Email is the number one medium of exchange and often the first choice for re-engagement. Given the number of emails being sent and received, one can try other communication channels along with the email. However, it's essential to note that emails can be time-consuming. Your sales efforts must be mindful of sending messages in rapid succession.

Listen to your customer

Ask customers about their business, needs, or something they did not like in your product. When you know their requirements, you can address their problem accurately. Tell them about your products that can provide a solution for their current and future needs. Listening to their complaints can give you a better idea of what went wrong in the previous interactions. Their feedback can help you replan your strategy or make your product better.

Why B2B Contact data accuracy

Today, a sales representative like Nina is different. She understands her client's needs and anticipates their reactions before she can effectively sell the products or services. Customer insight-driven sales are no longer something only large corporations employ for benefit. Salespeople of all sizes and backgrounds use insights for better customer relationship management. With the help of these insights, communication between customers and salespeople become much more meaningful and knowledgeable.

As big data advances with leaps and bounds, companies can only expect that B2B databases will continue to grow in their 'power', even if they don't evolve in size or physicality. The most important thing a holistic B2B database can do is grant Nina the precise and accurate information she needs to make the best decisions for the B2B leads. As it is popularly said, information data in the right hands is the power – to reflect, act, and boost growth.