In today's digitized and competitive market, companies are relying extremely on personal communication with B2B marketers to address their specific needs & requirements. That's why understanding prospects' necessities & challenges has become quite critical to approach them with the relevant offerings at the right time. And, it can be done effectively and successfully only with actionable sales intelligence, not ready lists of the prospect accounts.
Want to know WHY?
A ready list of the target account will provide you with existing lists of contacts that meet certain criteria like company size, job title, etc. This approach can only be effective if you need to target a specific segment of the market. But, the information in these ready lists may not always be up-to-date or accurate. As a result, you will be required to spend a huge amount of time verifying and enriching data before approaching prospects with your offerings.
On the other hand, actionable sales intelligence provides the most recent, accurate, verified, customized, and actionable data about the prospects. It helps to identify and prioritize potential clients as per their industry, size, buying behavior, strategies, requirements, challenges, etc. Besides, the valuable insights of sales intelligence allow you to personalize your outreach with tailored messages, resulting in successful deal closure.
Here are a few more reasons why actionable sales intelligence is a better approach for prospecting than ready lists:
Focuses on account & complete decision-making group
Standardizes & enriches data for reduced bounce rates
Personalized data as per prospects (geography, business units, buying behavior, etc.)
Saves cost & time by targeting the right decision-makers
Gives a single and complete view of the prospective account
Helps to create Ideal Customer Profile (ICP)
Reduces efforts by providing only specific & relevant org maps
Even though the best approach to prospecting depends on your business goals, budget, and resources, leveraging actionable sales intelligence can prove to be more effective and efficient. It is the best-suited way to identify and engage with high-quality prospects through a more data-driven, personalized, and efficient approach. No wonder, sales prospecting with actionable sales intelligence can enhance conversion rates immensely and skyrocket the ROI of the organization.
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