Those who worked in sales before the Internet era had a landline and a long list of potential clients as their main tools. The arrival of the web allowed B2B sales to have slightly more segmented mailing lists and the possibility of searching for more information about prospects in public channels, both individuals and companies.
Still, finding accurate lead data and making the right offer at the right time was still like putting together a puzzle. First, a search for potential customers in a specific industry on a search engine, followed by a lengthy filtering of decision-makers’ profiles on LinkedIn. Finally, sellers used a tool to find the contacts of people who might actually be interested in buying.
Shortening the path and eliminating virtually
all manual work, prospecting 5.0 stands out as a data-driven sales technique that phone number list uses digital tools to obtain more accurate, reliable and secure information, with the aim of boosting business from the first contact with the client.
Those who are familiar with the sales area know that one of the biggest challenges for organizations when prospecting clients is to be able to offer products and services to the right person in the right company, that is, to offer an effective solution to a specific demand, aimed at those who are really interested.
Used by high-performing sales teams, intelligent sales and prospecting platforms come with this proposition. In addition to obtaining accurate contact data, these platforms offer filters that select potential clients more quickly and effectively. The most up-to-date versions available on the market even allow you to add ideal contacts to a spreadsheet and export it to an environment outside the platform, or allow those contacts to be integrated into a cloud CRM.
Having this information up to date is essential for a good sales pitch. In the end, the more a company knows about the activities of those they are prospecting, the greater the probability of winning over the client. With so much automation available, it is unimaginable today to think of an effective sales team without prior quality information, as this would make the sales process more expensive and waste time and capital.
It is no coincidence that companies hoping to increase their revenue this year continue to invest in technology. By adopting prospecting 5.0, the sales team has greater precision about the real needs of the client, which allows them to create personalized offers. This new sales approach is strategic and less aggressive, as it places the prospect at the center of the process.
Data-driven prospecting tools
Using a good pitch alone no longer guarantees success for the modern salesperson. They must now compete with technologies based on artificial intelligence, sentiment analysis, decision-maker mapping, next-stage buying how can sales channels be optimized construction, and deep learning, developed to automate the generation of qualified leads and increase prospect engagement based on signals identified in the data.
Imagine quickly finding comprehensive information about a given company, from its annual revenue to the public policies that affect the demand for its products and services by decision-makers. This arsenal of data significantly increases the likelihood of offering a solution tailored to the demand.
Let’s think about an email opening rate of over 60%. Sounds like an unreal number dating data compared to traditional inbound marketing, right? But it’s possible.
By combining advanced insights with real-time purchasing signals, intelligence tools are more than proactive. They empower teams to connect with the right customer at the right time.
Not surprisingly, recent research indicates that companies that implemented a B2B sales and marketing intelligence solution saw 35% more leads enter their sales funnel and 45% more top-quality leads, leading to increased revenue and business growth.
One of these new generation tools focused on international prospecting is D&B Hoovers. By performing more detailed filtering, it quickly identifies the best opportunities in a database containing hundreds of millions of companies.
The best thing about these platforms is that they gather all the information in a database, making it easy to access and preventing any relevant details from being overlooked.
For a smarter and more strategic sale in the future
While prospecting 5.0 requires human interaction, as emotional connection and trust remain essential elements of selling, there is no denying the ability of sales intelligence tools to find ideal leads.
No team has time to waste on cold lists and contacts with people who don’t even consume their products or services. Using data, creating sales strategies makes teams more efficient and optimizes processes such as sales control. In the end, as sales managers well know, by controlling demand generation, you control your revenue.
Regardless of the sector in which the organization operates, having a well-informed and up-to-date sales team effectively contributes to having more satisfied customers, which, in the commercial area, is directly related to good results and the sustainable growth of the company.