Even in the era where inbound marketing is being spoken of all over the place, outbound sales is still holding strong. Done right, it can drive shorter sales cycles, faster results, and increased revenue. That said, it is also true that sales is a dynamic profession with new innovative approaches being brought to the table all the time.

One fundamental staple of the outbound way is effective Contact Discovery or List Building. In fact, such Data Quality Solutions can be considered a critical component in the outbound sales efforts.

What makes the database crucial for outbound sales?

Database-driven outreach is still immensely useful. Think of the customers you can reach out to directly via email campaigns. Here, you need to take into consideration the customers who have opted into the mailing lists and expressed interest in your company’s products and services. These prospects are likely to react positively to communications that read like they are personal -highly relevant to their specific needs.

For the data set to be of high-quality it is essential that the list building process be robust. That done, you can look forward to more opportunities of finding homogeneous groups of customers and prospects to reach out to with customized communications.

This is the reason why, over 40% of brands plan to expand their data-driven marketing budgets, according to eMarketer. Let us see what makes it ever-important to focus on contact discovery to create a great database in your outbound sales efforts.

Personalization is easier – When you have customer data at your disposal, you can segment the buyers easily. It is also possible for you to come up with customized campaigns such as those for Events Marketing, for the niche groups. In fact, research says that this sort of marketing can lead to an increase in revenue by using personalization techniques for 83% of the time.

Understand buyer journeys better – Gone are the days when customers used to take a linear, sales-driven route to make their purchases. Now, they are exploring several possibilities online and taking different paths to come to a decision. By being data-driven, you can get a better understanding of the customers’ buying journeys. This allows you to create content addressing their issues specifically. By leveraging this content, you can enhance the buyer experience at each step in the process. Ergo, you can predict their behavior and how that behavior directs sales with data acquisition.

Concrete data can be decisive – List building is where it all starts. A high-quality, accurate, comprehensive, and current database about your prospect base will give you all the information you need about your likely customers and their behavior patterns. This allows you to take better and informed decisions related to marketing. For instance, the data collected through the contact discovery process can help you decide the type of offers more likely to attract a specific target segment to a trade show. In other words, it can help you come up with enhanced targeted promotions. It removes the guesswork about their pain points. Now you can better utilize the time and resources at hand.

Current and past customers – Ok, so you have heaps of data about your past customers including those vital pieces of information like inquiries made, complaints, demographics, past purchases and so on. Now, you can use this information to create compelling events for them. For instance, you can find out how many millennials had used the services frequently in the past and therefore, target them when you want to sell similar services in the future.

Of course, the customer database is not a static tool. When linked with a CRM it can become a powerful tool for analysis. You can get the bird’s eye view of what is working and what isn’t. For instance, you can understand which products were bought as a result of specific email campaigns Additionally, you can assess the type of data that drove better results. This will help you streamline your marketing budgets and track the campaigns’ success better.

Database marketing is about directing the analysis to the most receptive groups. But you need to have high-quality data first. In the outbound world, the success of your business development, B2B Demand Generation and sales efforts could rise and fall with the quality of your database!

Gone are the days when marketing and sales teams of an organization could work separately. It’s the era of SMARKEITNG wherein the sales and marketing team have to work hand in hand. The line between the two teams is becoming blurred with each passing day. The common goal is to make the sales process more effective and the sales cycle shorter. This begins with highly targeted account profiling.

What is B2B Account Profiling?

B2B Account Profiling is a process of understanding and gathering information related to a specific set of important prospects to devise a perfect sales strategy. It helps companies bag large accounts that have complex decision making processes and multiple departments and locations.

So, how do we make account profiling more effective? Here are some techniques:-

Utilizing Sales Intelligence Effectively

It is always the sales team that is the closest to the prospects. Owing to their regular interactions with the prospects, they are in a better position to understand the pain points of a client in a particular geography and segment. It is essential that the sales team captures all the details in CRM. These are the exact details that formulate an organization’s sales intelligence. Further, the marketing team can leverage on this knowledge of the sales team and thus, use it effectively for better account profiling.

Tailor Made Account Profiling

Keep your B2B marketing strategy flexible when it comes to account profiling. Each prospect is different and so are his pain points and needs, especially if you cater to clients across the globe. Every prospect does not require the same services. Thus, each prospect needs individual attention. This key point has to be kept in mind while nurturing a lead and finally closing the deal. Hence, it is curtailed to customize your services as per the client’s needs.

At KIA Biz, we specialize in account profiling and highly targeted lead generation. To know more connect with our expert at info@kiabi.com

What is Demand Generation?

Demand generation refers to the comprehensive programme of marketing and sales enablement initiatives throughout the entire funnel that only occur once there is some demand for your product or service. Lastly, demand generation goes beyond your marketing and sales funnel to address non-visible touch points before a lead even enters your funnel, all the way through customer retention.

A true demand generation strategy accounts for every touch point in the buyer’s journey; all the way from anonymous consumer to delighted customer. In executing an effective demand generation strategy, you create opportunities: opportunities to make data-driven decisions, align your marketing and sales teams, track marketing’s contribution to revenue and, most importantly, drive growth for your organisation.

Demand Generation Fundamentals

As demand generation programmes encompass every single touch point (from before a person becomes aware that your company exists all the way till closure of a deal and up-selling that follows), they can be broken down into four manageable parts: brand awareness, inbound marketing, sales enablement and client retention.

What are the Latest Trends in Demand Generation?

• Account Based Marketing

Marketing has not just remained marketing anymore. It has evolved to Smart Marketing. With the current complexities in the markets, funnel marketing does not work effectively anymore. More and more attention now is being paid on customer profiling. This is where data plays a key role. Marketing messaging is becoming more and more personalised, completely varying with each account. Mails now have become tactical and direct mailing has been replaced by intelligent mailing. Marketing has now become a blend of both inbound as well as outbound efforts.

• Demand Capture

Demand capture is the commitment towards finding and capturing all existing demand at a highly accelerated velocity. It is based on the assumption that demand already exists for your product or service but efforts need to be made to capture it. Search (SEO & SEM) plays a key role in demand capture.

For demand generation services, please send us an email at info@kiabiz.com

One of the very first steps in the sales process of any organisation is to build or acquire a list of highly relevant contacts. However, compiling such a list is extremely time consuming. Being a contact discovery and list building company, we can help you with this. We specialise in creating high quality, accurate lists of your prospects based on your requirements.

We Build Customised Lists By

• Geographic location
• Industry
• Company Names
• Job Title
• Demographics

Highly Customised List Building Services

At KIA Biz, our USP lies in building highly customised lists. We are not data resellers. We are a data research organisation and we build each and every list based on client requirements. Not only our data is highly accurate but is also based on sales and market intelligence. We understand that each contact is a potential sale for our customers. Our team spends enough time in understanding project requirements and then proceeds with data research. Thus, we ensure that the data delivered is relevant and completely in line with the requirements.

Why choose KIA Biz

Finding contact is challenging but it is the building block in the sales process. It is a blend of art and business intelligence. We understand our client’s business and target audience, conduct comprehensive study of the project requirement and then build lists in line with their requirements.

In line with our commitment to deliver 100% accurate results, we use human intelligence clubbed with various tools in order to achieve accurate yet fast results. Our team uses primary and secondary research methodologies. These contacts are 100% verified. Thus, the lists we build are extremely accurate.

For high quality and targeted lists of your prospects, do get in touch with us via email at info@kiabiz.com

All organisations revolve around customers. Customer acquisition is one of the most important tasks for the sales and marketing team of any organisation. Sales cycles are usually long and painfully tedious. Is there a way to shorten the sales cycle?  The good news is, there is which is contact discovery.

How to do contact discovery

The sales process begins with identifying the right prospects for the product or service that an organisation is offering. Questions such as who is the key decision maker, who is the right person to connect with, arise at this point. This is called contact discovery.The precision of contact discovery is one of the key factors contributing towards reducing the length of sales cycle.

Just gathering data of prospective clients does not serve any purpose. The key lies in gathering intelligent information. It is this intelligent information that helps the sales team to connect with the right people during their very first interaction.

Most of the average contact discovery lists are not complete or relevant. Calling on such a list simply wastes the time of the sales team. Usually critical data is missed. Also, many times, it becomes quite challenging to identify the key decision maker from a job title. Job titles do not always reveal the exact role that is being played by an individual in a particular organisation. In these kinds of situations it becomes even more difficult to identify the right person to connect with. Finding the key decision maker involves extensive internet research followed by numerous calls.

Thus, it is clear why hiring a market research company for contact discovery is necessary. KIA Biz provides high quality contact discovery services at a price absolutely unmatched in the industry. Get in touch with us via e-mail on info@kiabiz.com.

What is Account Based Marketing?

Buyers are more informed now than ever. Also, the number of stakeholders involved in decision making has increased with time. Reaching out to the right stakeholders is more challenging now for B2B companies. This holds true especially while targeting larger organisations.

In most companies sales and marketing teams work separately with little or no transparency. This is where Account Based Marketing comes into picture. In this approach, the sales and marketing teams work together hand in hand. The aim is to target a group of stakeholders rather than just an individual. With this approach, the sales and marketing teams can have more visibility of client’s needs and can hence develop more personalised marketing messaging.

Benefits of ABM:-

⦁ Joint efforts of sales and marketing teams
⦁ Shorter sales cycle
⦁ Increase in ROI

How is ABM different from Funnel Based Marketing?

Funnel based marketing focuses on what needs to be said, who to say it to and where to say it while ABM focuses on who you want to target. If multiple sales and marketing people are chasing different people in a large organisation, they can come together and strategically target the prospect.

In funnel based marketing, efforts are broader. The sales team is often loaded with leads that do not get converted. Thus, a lot of time of sales team gets wasted. ABM is more efficient as leads are grouped together based on accounts. And this leads to better conversions. Marketing messaging can be made more personalised based on customer understanding and can be sent at the right time. Thus, making the entire process more effective.

For B2B companies, account based marketing is of utmost importance. It is a complex strategic move but it yields high returns. It is a rather comprehensive approach that not only involves identifying right accounts but also developing good relations with prospects.

Thanks for joining me!

Good company in a journey makes the way seem shorter. — Izaak Walton