The result is a more robust sales funnel and more accurate business strategies. When your team has access to the right data, it becomes easier to understand business behavior, predict demands, and make strategic decisions that directly impact results.
In this article, we’ll explain how to find the most comprehensive data and how to use it to boost your prospecting initiatives, highlighting best practices and solutions. Check it out!
Importance of using data for sales
A recent study shows that 60% of B2B sales companies will transition to a data-driven sales approach by 2025, reflecting the growing importance of using accurate, detailed information to optimize sales strategies. With detailed data, it is possible to segment the market more effectively, focusing on leads with the highest conversion potential, which reduces the time and resources spent on prospects that do not fit the ideal profile.
Using data also allows you to personalize sales strategies, adjusting your pitch and offers to the specific needs of each customer, thus increasing the relevance of your proposals and the chances of success. Furthermore, studies indicate that companies that use data effectively achieve, on average, a 10% reduction in operating costs and a 12% increase in productivity. By enriching CRM with data , sales teams can automate repetitive tasks, freeing up time to focus on more strategic activities, such as building relationships and negotiating.
What company data is needed for prospecting?
Company structure data is known as firmographic russia phone number data and serves as the basis for guiding the entire prospecting process, from company selection to the approach taken by salespeople. The absence of such information can result in random and inefficient prospecting, making the process more time-consuming and less effective.
This data varies depending on the industry and the type of product or service offered by the supplier company, but there are some categories of data that are widely applicable across different prospecting and sales frameworks. Examples of firmographic data include:
Number of employees : provides an idea of the size of the company and the complexity of its operations;
Annual revenue : indicates the company's financial potential and its investment capacity;
Address : information about the location of the headquarters and branches helps to understand the company's geographic scope;
Operating locations : geographic areas where the company operates, which is crucial for defining the relevance of prospecting;
Industry or segment : sector in which the company operates, allowing a more targeted approach;
Business type : business model classification, such as B2B, B2C, manufacturing, services, among others;
Ownership and subsidiaries : ownership structure, including information about the parent company and subsidiaries.
With this data in hand, it is possible to carry out more targeted prospecting, increasing the chances of success by focusing on leads with greater conversion potential and allowing sales teams to adjust their strategies according to each company's profile.
How to use this data for prospecting
To efficiently apply firmographic data in prospecting, it is possible to adopt several strategies that optimize the sales process and increase the chances of success. First, it is very important to draw up the Ideal Customer Profile (ICP), using:
Market segment;
Company size;
Location.
This way, you ensure that your team focuses on the most promising leads, those that have the greatest affinity with your product or service, optimizing efforts and resources.
With this data, it is also possible to optimize the personalization of approaches . Communication can be created or adjusted to directly impact the specific challenges and needs of each potential customer, showing that the company is aligned with what the prospect is looking for, which increases the relevance of interactions and the chances of conversion.
Another practical application of firmographic data is in the creation of targeted content. By identifying common challenges in each segment, your marketing team can develop materials such as blog posts, eBooks and webinars that detail issues in depth, educating leads and positioning your company as an authority in the market.
Finally, business data allows you to structure a multichannel prospecting strategy. By combining emails, phone calls, social media and even in-person visits, you can reach leads in different ways and at different times, increasing the effectiveness of your approaches and the conversion rate.
Count on BigDataCorp to improve your data-driven prospecting process
BigDataCorp puts all the power of data in your hands, allowing you to build the best databases and sales prospecting lists on the market. With BigLead, your company can generate highly segmented databases, using thousands of attributes about companies to identify assertive contacts that align directly with your target audience. Your company can now count on:
Over 55 million businesses mapped : We offer one of the largest databases available, allowing you to explore and identify potential customers with precision.
Precise targeting : With over 1,000 attributes available, you can filter and segment data to find exactly the target audience your business needs.
Customized lists and databases : our platform offers highly qualified datasets, allowing you to optimize your marketing and sales campaigns with reliable and up-to-date information.
Have access to a complete set of data on companies, contacts and financial attributes, which can be adjusted according to the needs of your operation. And you only pay for the data you really need, ensuring an efficient and cost-effective operation.