As everyone already knows, sales and marketing professionals who work in the B2B market have a simple and direct objective: to contribute to business growth.
It would be easy if businesses grew like a plantation. At the beginning of each cycle, new shoots emerge, blossom and move on to a new stage. However, it is not that simple. To move up a level and develop the company, professionals need to work hard and have structured processes to generate more revenue.
But doing so efficiently is not an easy task, as it requires optimizing the sales cycle and reducing customer acquisition costs. Currently, reps are spending a lot of time researching and organizing data, a problem that can easily be solved with the help of technology. This way, the time saved could be used to develop new skills to connect with potential customers and build strategic and lasting relationships.
And speaking of data, you need to be very careful, as its large volume can present risks and opportunities for the business.
If the professional is using the wrong data, for example, efficiency will be compromised. Analyzing the information and finding the information that is actually relevant to the projects and offers potential for action are the major differentiators for boosting the company's sales.
To help you even more on this journey, we have put together 4 tips on how to benefit from data analysis. Check them out below!
4 tips to get the most out of data analysis
1 – Prioritize the location of data relevant to your business and ensure its quality
To find the right data and reap the rewards of your sales and marketing efforts, you need to understand your potential customer profile and the total market demand for your business.
The more the professional understands about these points, the easier it will be to segment the database and find the information that is relevant to the work of your company.
2 – Prioritize clean data to save time and increase performance
It is common for Sales and Marketing areas to have to fight against poor data quality. According to a survey conducted by Sales Acceleration Report, by Din & Bradstreet, 56% of professionals have as their biggest challenge ensuring that they are working with relevant and complete data.
The more polluted the data, the higher the costs of email campaigns, since they will have to be redone due to the high bounce rate. Salespeople will waste time trying to contact customers with incorrect phone numbers, as well as direct mail campaigns that end up not knowing whether customers received the postcard. And these are just some of the points that directly impact the company's sales cycle.
3 – Today’s buyers have different profiles
Today, access to information is so easy that most buyers, before contacting the sales team, conduct extensive online research. Many of these buyers will certainly have already formed an opinion before making the first contact. And in the meantime, it is very likely that they have already connected with potential competitors of your brand.
With clear data that is relevant to your business, you can contact a potential customer before they speak to another company or even form an opinion.
4 – Be personal and understand the pain
B2B buyers' inboxes are full of emails, so make sure your communication is personal, relevant and personalized.
Try to address the right customer pain points to spark interest. The clearer and more complete your data is, the easier it will be to prepare the approach and personalization.
These are basic tips to help you prepare and analyze data. Of course, with the help of technology, it is much easier to segment and find information that is relevant to your business. However, it still needs to go through human validation.
So, did you like the tips? Do you know of any more that we didn't cover to help our readers even more? Leave a comment!
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