The Critical Role Right Contact Discovery In Your Outbound Sales Efforts

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The Critical Role Right Contact Discovery In
Your Outbound Sales Efforts
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(No Transcript)
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• 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.

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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 companys 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.

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• 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.

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• 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.

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• 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.

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• 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
  birds eye view of what is working and what
  isnt. 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!

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Thank You