The top sales database providers offer a range of services, from basic lists of contacts to more advanced solutions that include data cleansing, account-based marketing, and lead generation. They must have a vast database of companies and contacts, covering various industries and geographic locations. They must also provide detailed information on each company, such as their industry, size, revenue, and contact information. This data should be regularly updated and verified to ensure accuracy.

Why do you need a top sales database provider?

When it comes to finding new business opportunities and leads, having access to a reliable and comprehensive database is essential. In addition to providing accurate data, a top sales database provider should also offer advanced filtering options and segmentation capabilities. This allows businesses to target specific demographics or industries that are most relevant to their products or services. The provider should also offer easy integration with existing CRM systems and marketing automation tools.

One of the benefits of using a top sales database is that it can save businesses time and effort in finding new leads Instead of manually searching for contacts and information, businesses can quickly access a large database of potential customers This can help improve efficiency and productivity, allowing businesses to focus on other aspects of their operations.

However, it’s important to choose a reputable and reliable provider. The top sales database providers should offer accurate and up-to-date information, as well as have strong data security measures in place. They should also have a user-friendly interface that makes it easy to search for and access the information needed.

You cannot expect extraordinary results or closure with bad or inaccurate data. Poor or stale data can cost the organization a lot of time, effort, and money.

As a result, companies should emphasize data quality rather than quantity. Now the question is, in this horde of B2B database markets, which is the most accurate one? Getting B2B data is not a challenge, but getting quality data is.

Below is a list of the Top Sales database providers that you should consider to maximize your ROI and build a strong pipeline:

ZoomInfo – ZoomInfo is a leading data provider that offers sales, marketing, and talent management platforms. With its extensive sales lead database, this sales intelligence platform can assist your sales force in creating leads, conducting market research, and engaging customers based on insights. Targeted prospect lists can help you gain an edge in sales prospecting and conversions by providing you with company phone numbers and confirmed email addresses of top executives and crucial business relationships.

Features:

• Build targeted or broad campaigns quickly and efficiently with advanced search options
• Use Google Chrome Extension to access ZoomInfo data while on LinkedIn and corporate websites

SMARTe – SMARTe is a platform that offers sales intelligence database and helps improve the dial-to-connect ratio by providing accurate information about important decision-makers globally along with their mobile numbers, business email addresses, company size, revenue, job title. They also offer an enrichment feature that updates your CRM and MAP in real-time to help you run high-quality campaigns.

Features:

• 120% wider coverage and 2.5x more cell phone #s
• Unlimited Data download, every user per day
• Hyper-Persona Segmentation
• Data for niche and tough-to-find contacts

Sign up for free or schedule a demo to see SMARTe’s Data Platform in action.

LinkedIn Sales Navigator – Using LinkedIn’s network data, LinkedIn Sales Navigator provides sales reps with all the information they need to identify and engage with their leads, such as finding, connecting, and building relationships with potential buyers. By integrating target account lists into their CRM, sales teams get notifications of new, relevant matches and activities carried out by those accounts, as well as managing and integrating their target account lists.

Features:

• More than 40 advanced search filters
• Prospects update information in real-time
• Notifications in real-time and engagement insights
• Network of nearly 800 million people

Lusha – You can find B2B prospects using Lusha, which integrates seamlessly with many CRMs and marketing platforms. It also has features for monitoring performance and leads, so you can improve your business using Lusha to its fullest potential.

Features:

• Contact and company search features help you reach up to 1000 contacts and companies in a single search.
• Prospecting activities are highlighted on the dashboard.

Clearbit – With Clearbit, you can reach your prospects more effectively as it offers accurate data about them. It integrates seamlessly with many CRM platforms to help you reach your target audience.

Features:

• Email campaigns can be tailored to send personalized emails to prospects.
• Enhance lead conversions with its comprehensive segmentation and lead management tools.

Overall, a top sales database is an essential tool for businesses looking to grow and expand their customer base. With accurate data, advanced filtering options, and excellent customer support, they can help businesses make informed decisions and stay ahead of the competition. Lastly, a top sales database provider should have excellent customer support and offer flexible pricing plans that cater to businesses of all sizes with no hidden charges.

The post Unlock your Sales Potential with these Top Sales Database Providers appeared first on SMARTe .

Before we discover the ingredients for a winning sales pitch, let’s understand a few basics firsthand.

Sales Pitch?

Sales presentation where you share ideas, value propositions, and solutions to the prospect to induce purchase.

Right Perspective to start with:

What’s your Sales pitch about? Is it about running after a prospect to sell your product? Or is it about approaching with a master idea that’s exactly what they need to meet their business goals?

Technically, both might look similar, but perspective can just set things right from the start. Why would somebody care if it’s about you, your product, and your targets maybe, but they would surely care if it’s about them. Make it about THEM.

How to create a Winning Sales Pitch?

• Research

Before you devise any presentation, you need to know your prospect in terms of their pain points, and aspirations. Critical information like firmographic and technographic is an absolute addition to knowing your prospect closely.

• Relevant information

Once you know the needs, sync the research with your offerings and create a clear and concise pitch. There is a lot of information at your disposal, but not all make sense to your prospect, details about your product that connects with them is all that you need to talk about.

• TALK, but LISTEN too

Though a Sales pitch by definition is a presentation, we are not going by that quite literally. Two-way communication will add more value than just plain demonstration. Listening will uncover details that add to your research and keep the prospect at ease through the conversation.

• Fact it out

Don’t just state how you did it, let the Facts talk. Customer success stories, testimonies, and commonalities can be some really worthy ice-breakers and deserve a place for themselves in your pitch.

• Prospect at the heart of it

Having an edge over everything else, in the current scenario the only thing that cuts through the clutter after being genuine is personalizing, this works like magic. Don’t just go with the bland, one-for-all kind of pitch, have it more like a make-one-feel special way of pitching.

• Revise

Change is the only constant, each time you give a sales pitch there are inputs and experiences from customer interaction that when put to use can better your sales pitch for the next time.

• Just as much needed

Once you did your best, don’t be visibly pushy. We all are customers at some point in time, and no one of us wants to be told what and when to do. Closing should talk about a clear CTA, your USP, and how your product is the solution to their problem. Always keep room for further conversation.

Concluding statement:

Numbers still hold relevance but relationship building and partnerships are what stand taller than any other thing these days. Just the way we hear the unsaid, the customer too does the same. It’s majorly the value proposition they sign the deal for but the intangible value that your approach adds is considered too.

Discover your ideal prospect and deliver that winning sales pitch using SMARTe. May victory guide your way!

The post Sales Pitch for the Win! appeared first on SMARTe .

B2B tools are essential components of a sales tech stack because they enable sales teams to work more productively, more efficiently, and with greater data utilization. With the right tools, sales teams can effectively target and interact with prospects, automate manual tasks, and make data-driven decisions that will help them bring business through the door faster and eventually create a strong pipeline.

We have listed the top B2B sales intelligence tools that you should consider adding to your sales tech stack. By the end, you ought to have a clearer idea of how these tools might assist you in achieving better results and what factors to take into account while assessing them.

But before that, let’s first understand sales intelligence tools.

Sales intelligence tools are designed to help sales teams gain a deeper understanding of their prospects and customers, providing them with the insights and prospect information they need to win more deals. This includes capabilities like lead and account scoring, competitor tracking and userbase mapping, detailed contact information, technographic data, and coordinates like mobile phone numbers and precise business email.

By using sales intelligence tools in your sales tech stack, you can:

• Improve lead and account prioritization: By ranking leads and accounts according to their conversion likelihood, you can focus your sales efforts on the accounts and prospects who are most likely to make a purchase.
• Gain a competitive edge: You may position your message and personalization to stand out from the competition and close more business by keeping track of your competitor’s user base or by understanding the tech stack within your target accounts.
• Make data-driven choices: With access to thorough market analysis and customer insights, you can make informed decisions and achieve better outcomes.
• Scale up outbound outreach and save time: With detailed access to prospect information and accurate coordinates, your team can save time and connect with ease.

Top Sales Intelligence Tools for Your Sales Tech Stack

We have curated a list of a few top sales intelligence tools that you can add to your sales tech stack. Your needs, the area of scope, region, and budgets will all play a crucial role in shortlisting and making the ultimate decision.

• ZoomInfo: Provides access to a large database of business and contact information, allowing sales teams to find the right people at target companies and reach out to them with personalized messages. It also offers data-driven insights on target accounts and contacts, enabling sales teams to prioritize their outreach and increase their close rates.

• SMARTe: Provides wider prospect coverage for your ICP with complete and accurate prospect information, including 70% mobile phone numbers in NA and up to 50% across EMEA, APAC & LATAM and business emails. Moreover, it also provides firmographic data and technographic intelligence from 6,900+ technologies for greater visibility in the competitive landscape.

• LeadIQ: Assists sales teams in locating, validating, and tracking leads, allowing them to reach out to prospects more effectively and build stronger pipelines.

• Clearbit: Offers a suite of sales and marketing tools, including sales intelligence features like account and lead enrichment, as well as integrations with popular CRMs and marketing automation platforms.

• 6sense:  Provides insights into buyer behavior and intent. The platform helps sales teams prioritize their efforts based on a prospect’s likelihood to buy, and provides insights into the specific needs and pain points of each prospect.

• Owler: Provides real-time insights on companies, including their competitive landscape, recent news, and financials, allowing sales teams to gain a better understanding of their target accounts and close deals more effectively.

Choosing the right Sales Intelligence Tools

It’s critical to take into account your unique requirements and objectives when selecting a sales intelligence solution. Before making a decision, consider the following factors:

• Data accuracy and quality: Look for a tool that offers accurate and high-quality data so your sales teams can move forward with confidence.
• Integration with your current sales tech stack: To guarantee seamless communication and data exchange, make sure the solution interacts with your existing CRM and other sales tools.
• Options for customization: Pick a tool that lets you change the data and insights you receive so you can acquire the information that matters most to your company.
• User Experience: Look for a solution that makes it simple for your sales team to acquire the data and insights they need. A better user experience is critical to driving user adoption.

Conclusion

Given the current highly competitive business landscape, a sales tech stack that includes sales intelligence technologies is highly essential. In this blog, we’ve covered a range of top sales intelligence tools, each with its own special features and benefits. To improve your sales results, we urge you to carefully review your current sales tech stack and consider incorporating a sales intelligence solution. 

Book a demo with one of our data experts at SMARTe.

Sign up using the link below to start using SMARTe’s app and access your prospect’s mobile numbers and business emails.

Sign up for free: https://app.smarteinc.com/signup

Use LinkedIn? Download our extension to find emails & phone numbers directly from LinkedIn or while browsing any corporate websites.

SMARTe’s Chrome extension: https://bit.ly/3PEnXdt

The post Top Sales Intelligence Tools to Add to Your Sales Tech Stack appeared first on SMARTe .

• What is B2B Data?
• What does B2B Data consist?
• How can you get B2B Data?
• Why you should use data for B2B sales/prospecting?
• Benefits of B2B Data for revenue teams: Sales, Marketing, RevOps
• What are the different data points important for B2B prospecting?
• How to append, enrich and keep your B2B Data fresh?

What is B2B Data?

B2B data refers to information about businesses that is used for business-to-business (B2B) marketing and sales efforts. This data typically includes information such as company size, industry, location, decision makers’ job titles and contact information, and more. B2B data can be used to create targeted lists of potential customers, personalize marketing materials and outreach efforts, and improve the accuracy of sales forecasts. The information is typically collected from a variety of sources, including business directories, trade shows, public records, and web scraping, and is often provided by data vendors. The quality and accuracy of B2B data can vary widely, so it’s important to choose a reputable data platform like SMARTe or Zoominfo.

What does B2B Data consist?

B2B data typically consists of:

• Company information: This includes the name of the company, its size (number of employees), industry, location, website, and other relevant details.
• Contact information: This includes the names, job titles, email addresses, and phone numbers of decision-makers at the target company.
• Demographic information: This includes information about the target company’s target market, such as age, gender, income, education level, and more.
• Technographic information: This includes information about the target company’s technology stack, such as the software and tools they use, and their level of adoption.
• Behavioral information: This includes information about the target company’s behavior, such as their engagement with marketing materials, their website activity, and their purchasing history.
• Firmographic information: This includes information about the financial health and stability of the target company, such as revenue, profit margins, and growth rate.
• Industry information: This includes information about the target company’s industry, including market trends, competitive landscape, and regulatory environment.

This information can be used to create targeted lists of potential customers, personalize marketing materials and outreach efforts, and improve the accuracy of sales forecasts.

How can you get B2B Data?

There are several ways to obtain B2B data, including:

• Data platforms: There are many companies like SMARTe, Cognism, Zoominfo, Lusha, etc. that specialize in collecting and selling B2B data. These data platforms typically have large databases of business information that they update regularly.
• Trade shows and events: Attending trade shows and events is a great way to collect B2B data. You can collect business cards and other contact information from the attendees and vendors you meet.
• Public records: You can also obtain B2B data from public records, such as business registration databases, tax records, and government statistics.
• Online directories: There are many online directories that list businesses, such as Yelp, Manta, and the Better Business Bureau. You can use these directories to search for businesses in your target market and collect information about them.
• Web scraping: You can use web scraping tools to collect B2B data from websites. For example, you could scrape company websites to gather information about their products, services, and target markets.
• Surveys and questionnaires: You can use surveys and questionnaires to gather information from businesses directly. For example, you could conduct a survey of your existing customers to gather information about their businesses and the types of products and services they need.

It’s important to note that the quality and accuracy of B2B data can vary widely, so it’s important to choose a reputable data platform that has verified information for effective marketing or sales efforts.

Why you should use data for B2B sales/prospecting?

• Identifying and defining TAM

• Creating an ICP to pinpoint your perfect buyer

• Lead generation to contact your ICP using mobile numbers and business emails.

• Outbound Sales to proactively reach potential customers.
• Demand generation to attract new buyers

Benefits of B2B Data for revenue teams: Sales, Marketing and RevOps

Benefits of using B2B data for sales teams:

Targeted outreach: B2B data allows sales teams to target their outreach efforts to the right companies and decision-makers. This saves time and resources compared to mass marketing efforts and increases the chances of success.

Improved personalization: With B2B data, sales teams can personalize their outreach efforts by using the information they have about the target company, such as industry, size, and decision maker’s job title. This helps to build rapport and increase the chances of closing a deal.

Better lead qualification: B2B data helps sales teams to better qualify leads by providing information about the target company’s size, budget, and purchasing power. This allows sales teams to prioritize their efforts and focus on the most promising prospects.

Increased efficiency: B2B data can help sales teams to automate many of the manual tasks associated with lead generation and outreach. For example, they can use marketing automation software to send targeted emails and track engagement.

Improved forecasting: B2B data provides valuable insights into the target company’s behavior, industry trends, and buying patterns. This information can be used to improve sales forecasting and make more informed decisions about resource allocation and sales strategy.

B2B data helps sales teams to be more efficient, effective, and successful in their outreach efforts. By using data to guide their efforts, they can improve their chances of reaching the right companies, building relationships, and closing deals.

Marketing teams have the below advantages using B2B data:

Targeted marketing: B2B data allows marketing teams to target their marketing efforts to the right companies and decision makers. This increases the chances of success and improves the return on investment in marketing activities.

Personalized messaging: B2B data provides insights into the target company’s industry, size, and decision makers’ job titles. This information can be used to personalize marketing messages and build stronger relationships with prospects.

Improved segmentation: B2B data can be used to segment the target market based on factors such as industry, company size, and location. This allows marketing teams to create more effective and relevant campaigns for each segment.

Better lead generation: B2B data can be used to generate leads by targeting the right companies and decision makers with the right messaging and offers. This improves the efficiency and effectiveness of lead generation efforts.

Increased engagement: B2B data can help marketing teams to better understand the target company’s behavior and preferences. This information can be used to create more engaging and relevant content, such as case studies, white papers, and webinars.

Improved measurement and analysis: B2B data can be used to track the success of marketing efforts, measure engagement and conversions, and make data-driven decisions. This helps marketing teams to continuously improve their efforts and achieve better results.

RevOps

There are several benefits of using B2B data for revenue operations teams, including:

Improved lead management: B2B data can be used to manage and prioritize leads based on factors such as company size, budget, and purchasing power. This helps revenue operations teams to allocate resources more efficiently and focus on the most promising prospects.

Better alignment: B2B data provides insights into the target company’s industry, size, and decision maker’s job title. This information can be used to align sales and marketing efforts and ensure that the right messaging and offers are being delivered to the right prospects.

Improved data quality: B2B data can help to maintain and improve the quality of data in the revenue operations system. For example, it can be used to update records, correct errors, and enrich profiles with additional information.

Increased efficiency: B2B data can be used to automate many of the manual tasks associated with lead management and data quality. For example, revenue operations teams can use marketing automation software to manage leads and track progress.

Improved forecasting: B2B data provides valuable insights into the target company’s behavior, industry trends, and buying patterns. This information can be used to improve sales forecasting and make more informed decisions about resource allocation and sales strategy.

Better insights: B2B data can be used to gather insights into the target company’s preferences, needs, and buying behavior. This information can be used to inform product development and pricing decisions, and to optimize marketing and sales efforts.

By using data to guide their efforts, RevOps teams can improve the quality of data, align sales and marketing efforts, and achieve better results.

What are the different data points important for B2B prospecting?

B2B Data used for prospecting must have these data points:

First name

Last name

Job title

Company name

Business telephone number

Business email address

How to append, enrich and keep your b2b data fresh?

Keeping B2B data fresh and accurate is critical to the success of sales, marketing, and revenue operations efforts. Here are some steps you can take to append, enrich, and keep your B2B data fresh:

Append data: You can append missing data to your B2B records by using data platforms. This can help to fill in missing information, such as missing email addresses or phone numbers, and improve the accuracy of your records.

Enrich data: You can enrich your B2B data by using data platforms. This can add additional information, such as company size, industry, and decision maker’s job title, to your records.

Keep data fresh: You can keep your B2B data fresh by regularly updating your records and removing outdated information. You can do this by using data platforms like SMARTe which enrich data in real-time.

Validate data: You can validate your B2B data by using data validation services or by conducting regular data quality assessments. This can help to ensure that your records are accurate and up-to-date, and can improve the effectiveness of your sales, marketing, and revenue operations efforts.

Monitor data: You can monitor your B2B data by using data monitoring tools or by conducting regular data audits. This can help to identify errors, update records, and ensure that your data remains fresh and accurate.

Overall, keeping your B2B data fresh and accurate requires a combination of regular data management practices and the use of platforms. By investing in data enrichment, you can improve the accuracy and quality of your records, and achieve better results in your sales, marketing, and revenue operations efforts.

SMARTe offers global and compliant B2B data with 70% mobile numbers in NA and 50% mobile numbers across EMEA, APAC, and LATAM.

Sign up using the link below to start using our app and access your prospect’s mobile numbers and business emails.

Sign up for free: https://app.smarteinc.com/signup

Use LinkedIn? Download our extension to find emails & phone numbers directly from LinkedIn or while browsing any corporate websites.

SMARTe’s Chrome extension: https://bit.ly/3PEnXdt

The post What is B2B Data? Types of B2B data, Uses and Data Enrichment appeared first on SMARTe .

Most of us have come across this or automatic emails stating the prospect no longer works with the company.

This happens when a prospect quits jobs, switches companies or departments, gets promoted, or is working from a new location.

One in five people changes jobs at the start of the year. According to the LinkedIn State of Sales report, the majority of sellers say they have lost deals in the past 12 months due to a key stakeholder leaving a client or prospect company. It’s a challenge for both sales & marketers to know that their prospects have changed jobs and they set out to manually search and track down their prospect’s new contact information. This can be really time-consuming and equally frustrating if organizations are not using a sales intelligence platform to fetch job change updates and feed them automatically to CRM.

Well, so what is Job Change Update?

A notification or an update you receive with the latest company and contact information when your prospect switches roles or moves to a different company. This kind of notification can be helpful for companies who are trying to keep track of their ICP. By knowing when someone has switched companies, they can adjust their marketing and sales strategies to ensure they are targeting the right people with the right details.

Why is it important to have Job Change Updates?

Salespeople and marketers put forth a lot of effort and follow-ups. And, when they realize that their mailings or phone calls are pointless because the lead or prospect, they are attempting to reach is no longer active, they proceed to manual research. This takes a lot of time and ultimately lengthens the sales cycle.

Alternately, if the company uses a sales intelligence platform like SMARTe, they get notified with the latest prospect details when prospects switch roles. This will shorten the sales cycle and save their reps time spent on manual research, allowing them to concentrate on lead conversion.

Here are five additional benefits of having Job Change Updates in addition to the importance already mentioned:

1. Warm leads offer more opportunities: A former satisfied customer or prospect is not a cold lead if they move jobs. Instead, they are already familiar with your organization and your offerings. By keeping in touch with them, your team can approach a new business through a person who is already familiar with your product, expanding your pipeline.
   
   2. Low Bounces: As the database has the most recent email addresses, there is a probability of low bounce rates if it is updated. This will help increase the effectiveness of your campaigns and attract more customers.
   
   3. Shorter sales-cycle: When SDRs have access to the latest updated information on role change, they can quickly identify potential leads and focus on creating relationships with them. This saves significant time that would otherwise be spent researching.
   
   4. Low customer churn risk: Keeping customer churn low is essential for all businesses, especially now since acquiring new customers is more expensive than keeping the ones you already have. Even when leads switch jobs or organizations, it’s important to keep up with and nurture existing contacts to keep the connection going. As a result, your risk of customer churn is reduced because it is less likely that you will lose touch with these clients.
   
   5. Updated CRM data: CRM data can quickly become outdated as people switch jobs. However, you can keep your databases up-to-date by setting up alerts to track changes using a sales intelligence platform.

Which data platform provides Job Change Updates?

There are numerous tools on the market that offer this functionality, but I’ll list the finest ones below:

1. SMARTe: SMARTe is a sales intelligence data platform that provides detailed information on global decision-makers. Data attributes like accurate mobile numbers and direct dials of key contacts will enhance your dial-to-connect ratio, which will ultimately lead to closing more deals. You get notified with every update as and when your contact changes jobs. With easy integration in place, your CRM gets cleansed and enriched in real-time.
   
   Ø Strengths:
   • Real-time CRM data enrichment to keep prospect information updated
   • The best industry match rate with the 90-day refresh rate
   • Easy integration with any CRM and MAP.
   • Appends your database with over 55+ data attributes like mobile numbers, emails, location phone etc.
   • Double opt-in, human-verified data from 202+ countries
   •Sales-ready data of 207 M contacts from 20 M companies across the  Globe.
   
   Ø Weakness:
   • Basic (but improving) UI/UX as compared to ZoomInfo, LinkedIn etc.

Sign up for free or request a quick walkthrough of our platform.

Use LinkedIn? Download our extension to find emails & phone numbers directly from LinkedIn or while browsing any corporate websites.

SMARTe’s Chrome extension: https://bit.ly/3PEnXdt

2. LinkedIn Sales Navigator: LinkedIn Sales Navigator is a sales management tool that helps sales teams identify new leads and manage their pipeline using LinkedIn data.

Ø Strengths:
• User-updated data on LinkedIn.
• Notifications and lead recommendations in real-time.

Ø Weakness:
• Too pricey with less features
• Limited integrations with other software.

3. ZoomInfo: ZoomInfo is a lead generation tool that assists sales teams in identifying leads, as well as building and maintaining their pipeline. It uses data-driven insights to assist with prospecting, allowing you to identify and connect with the right leads.

Ø Strengths:
• Access to a large B2B contact database
• Integrations with other key B2B software

Ø Weakness:
• High cost with limited features
• The database is mainly focused on North America

You must provide the right information to help your sales team perform well. Therefore, it is imperative to keep track of job change updates so that your team stays connected with their target customers.

If you are looking for platforms that can track job changes, you should automate data enrichment to keep your CRM updated and refreshed in real time.

Learn more about how SMARTe can help you stay in touch with your existing prospects and customers to improve your conversion rates and build a pipeline that works for you.
Book a demo today!

The post <strong>How tracking job changes helps improve pipeline</strong> appeared first on SMARTe .

What is a B2B Prospecting Tool?

A B2B prospecting tool helps salespeople identify potential customers, reach out to them, and convert them into clients. With the right tools in place, you can make it easier for sales teams to have a quality conversation with their target contacts and qualify them immediately. On top of that, their actionable insights like firmographics and technographics enable your teams to perform effective prospects segmentation, taking your sales outreach to a whole new level.

Here are the 5 of the best B2B prospecting tools:

ZoomInfo:

Based in the US, ZoomInfo is a giant database that provides a ton of information you can use to qualify leads. Additionally, ZoomInfo lets you find the contact information for employees of your target accounts, create tailored prospect lists, and even see department organization charts. The platform has a Chrome extension which is CCPA-compliant and provides midstream data.

SMARTe:

With SMARTe, you can access high-quality global data that is powered by data science. Globally recognized for providing GDPR-compliant sales and marketing intelligence, SMARTe’s industry-leading solutions and integrations help clients boost revenue growth and improve sales and marketing ROI with access to 207M global decision-makers with direct mobile and email addresses. Through its easy-to-use Chrome plug-in, you can access accurate B2B sales data directly from websites and LinkedIn profiles where you spend most of your time.

Sign up for free: https://app.smarteinc.com/signup

Lusha:

With Lusha, sales reps can connect faster and more effectively with their leads, contacts, and candidates. Using data-enriched forms and an automated system for saving data into your CRM, this tool can help you build and nurture your database and increase conversions.

Cognism:

Cognism helps businesses find, engage, and close their dream prospects with premium data, including firmographics, technographics, sales trigger events, intent data, and business email verification. The company is a pure AI sales technology company that generates prospect data at scale enabling sales teams to grow and scale across all levels of the sales process.

Clearbit:

With Clearbit, you can identify which aspects of your website generate the most interest from anonymous website visitors. When an account is showing intent, your sales team gets an alert based on firmographic data so they can customize visitor experiences on your website in real time.

Furthermore, you can automate the verification of contact information and create highly targeted leads and accounts list keeping your lists up-to-date with the most current info. Additionally, you can set your own parameters for searching and creating preferred contact personas.

The right prospecting tool saves valuable prospecting time and allows salesfolks to get back to doing what they do best, that is, Selling.

Working in Sales or Marketing? Get an overview of how SMARTe differs from other players when it comes to accuracy and coverage. Join us for a free demo today to see our data platform in action.

The post Top 5 B2B Prospecting tools for Salesfolks in 2023 appeared first on SMARTe .

TAM, or Total Addressable Market, is a term used to refer to the potential revenue or size of a market for a specific product or service. It’s a way to quantify the maximum potential of a market by considering the total number of potential customers and the maximum amount they would be willing to pay for a product or service.

Contents:

How to calculate TAM?

Why do I need to find my TAM?

Questions to ask while defining your TAM?

How to calculate your TAM using a data platform?

How to calculate TAM?

There are a few different ways to calculate Total Addressable Market (TAM), but the basic formula is:

TAM = Total number of potential customer’s x Average price per customer

Here’s a step-by-step process for calculating TAM:

1. Identify the target market for the product or service. This includes defining the characteristics of the customers who are most likely to buy the product or service, such as demographics, location, company size, and so on.
2. Estimate the total number of potential customers in the market. This can be done by looking at industry statistics, market research, or by leveraging a data platform.
3. Determine the average price per customer. This is the price that the customers in the target market are willing to pay for the product or service. It can be found by looking at prices of similar products or services in the market, or by surveying potential customers.
4. Multiply the total number of potential customers by the average price per customer to get the TAM.

It’s worth noting that, this is a very rough estimate, actual market size might be different, because this method does not take into account other market factors such as product differentiation, competition, customer loyalty, etc.

Also note that it’s important to be realistic and conservative when estimating the total number of potential customers and the average price per customer, to avoid overestimating the TAM. It’s also a good practice to validate the calculation with a secondary method or external data, or by comparing to similar product/services market size.

Why do I need to find my TAM?

There are several reasons why a company might use Total Addressable Market (TAM) as a metric:

1. Setting realistic growth targets: By understanding the size of the market, a company can set realistic growth targets for sales and revenue. This can help them to determine how much market share they need to capture in order to achieve their goals.
2. Identifying new opportunities: TAM analysis can help a company to identify new opportunities for growth by identifying untapped segments of the market that they could potentially serve.
3. Benchmarking performance: TAM can be used as a benchmark to measure a company’s performance against its competitors. By understanding the size of the market and how much of it they are currently capturing, a company can determine where they stand in relation to their competitors.
4. Identifying market trends: TAM can be used to identify trends in the market, such as changes in consumer behavior or shifts in industry demand. This can help a company to anticipate and adapt to changes in the market.

Overall, TAM is a useful metric for businesses to have a sense of the size of their market and its potential.

Questions to ask while defining your TAM

Here are some questions that can help a company to define its Total Addressable Market (TAM):

1. Who are the target customers for our product or service? What are their characteristics, such as demographics, location, firmographics, and so on?
2. How many potential customers are there in our target market? Are there any data platforms with industry statistics or market research reports that can provide this information?
3. What is the average price that customers in our TAM are willing to pay for our product or service? How does it compare to similar products or services in the market?
4. What are the key drivers of demand in our TAM? How do they influence the size and growth of the TAM?
5. What are the major trends in our TAM? Are there any changes in consumer behavior or shifts in industry demand that we should be aware of?
6. Are there any geographical limitations or are the customers or prospects spread across regions or countries?
7. What is the competitive landscape like? Are there any existing players or new entrants in the TAMt? How does our product or service compare to theirs in terms of price, features, and customer service?
8. What are the barriers to entry in our market? Are there any regulatory or technological challenges that will make it difficult for new players to enter the market?

By answering these questions, a company can gain a clear understanding of its TAM and identify opportunities for growth. It’s also important to conduct this analysis periodically, as market conditions and consumer behavior may change over time.

How to calculate your TAM using a data platform?

It is also a good idea to use a B2B data platform like SMARTe to filter by industry, company size, location, etc. Advanced search filters help in narrowing down on your target market.

A data-driven approach is the best way to break down your TAM and focus your sales and marketing efforts on these selected accounts.

SMARTe’s Data Platform has advanced search filters to help you with accurate TAM analysis.

Sign up for free to get your TAM count and reveal contact information with 10 free credits.

Schedule a quick demo and product walkthrough to find more details about your TAM.

The post <strong>How to calculate Total Addressable Market (TAM)?</strong> appeared first on SMARTe .

Can you name a single business that has never lost a customer? Whenever customers are unhappy, whatever the reason it may be, they leave. It’s that simple. The number of customers that leave during a specific time period can be called ‘customer churn’.

What is customer churn?

Every expert has a different take on what is customer churn. But at its core, any business’s customer churn rate indicates the rate at which it is losing customers. To put in perspective, how soon are your customers unsubscribing. If we introduce formulae, that equation would look something like this:

(Number of Customers Lost) ÷ (Original Number of Customers)

For instance, if a business started with 100 customers, and over the course of a month lost 10 customers, then it would indicate a monthly customer churn rate of 10%.

But this does not include any new revenue or sales as part of this data. Those customers will be part of the calculations for the next month. This is where the formulae don’t work – when you bring revenue into the picture. Businesses are often most interested in seeing how customer retention has impacted total revenue. Consequently, it is important to calculate retention in terms of revenue.

To start with, you have to calculate your MRR (Monthly Recurring Revenue). MRR is pretty much the income your company can surely anticipate every 30 days. To calculate revenue churn, you have to divide the figure by the MRR you lost over the course of the month. While calculating these figures, do not forget to subtract any new revenue you might have generated from existing customers through upselling or cross-selling.

Let’s say your MRR at the beginning of the month is $100,000. At the end of the month, it reduces o $70,000. During that time period, you also add $20,000 from existing customers by cross-selling. So, your revenue churn rate can be calculated as shown below:

(($100,000 – $70,000) – $20,000) ÷ $100,000 = 10%

Why is customer retention important?

It is the financial aspect of it that bothers most companies. It is far more expensive to acquire a new customer than to retain one. The old rule of thumb says it costs 5 times more to acquire a new customer than it did to retain one.

Your customer retention rate can speak a lot about the current health of your business. You get a good idea of how many customers are bailing on your business—and how fast they’re leaving.

Data-driven strategies to reduce customer churn can work wonders. A McKinsey report in 2014 stated that “executive teams that make extensive use of customer data analytics across all business decisions see a 126% profit improvement over companies that don’t”

The same truths are revealed by KPMG, who found that customer retention is the main driver of a company’s revenue.

How to reduce customer churn?

Customer retention is extremely critical to the health of any business, regardless of size or industry. It is a common representation of a business’s ability to keep its existing customers and maximize its revenue growth. It is important to dig into the factors that drive your customer retention rate and generate opportunities to improve your customer success strategy.

Talk to the customers who are leaving

When a customer decides he doesn’t want to do business with you anymore, don’t let that customer walk out the door before you know why. Getting answers to these questions can provide you with valuable feedback. Many a time, customers leave because they had trouble using your solution. Or maybe, it just didn’t solve their problems. Either way, it will help you improve your product

Understand why customers are leaving

Once you have the data on why your customers are leaving, it is time to put that data to work. There could be a wide variety of issues. Make sure you look at more than just the recent issues. Many a time, we focus on the latest issues, but we realize later that the customer was leaving due to a chain reaction of poor service. All of those incidents must have destroyed your brand image and hard work.

Go back to your best customers

Once you know why some customers have left, identify a pool of customers that are most likely to cancel next, and focus your efforts on keeping them onboard. Prioritize the most profitable customers who are on the brink of churning.

Be proactive. Always be proactive.

Reach out to your customers before they even need you. They have to know that you are invested in helping them grow as a business. Make sure your messaging is personalized and should be directly tied to the challenges they face. If you notice that they are not using your product to its full potential, send them a friendly Hi.

Provide a roadmap for your new customers

Getting started with a new product can be quite overwhelming for anyone. And if a customer any challenges implementing or using your product as soon as they sign up, they will soon lose interest. You have to guide these customers and provide them with a roadmap clearly educating them about the product’s features, functionality, and process. Make it difficult for your customers to leave by letting them know that you are always keeping an eye out for them.

Long-term contracts

Offer longer subscription mode, extending your customers’ commitment. This way, you will have enough time to implement the product and provide a definite roadmap. The customer will also realize the benefits over time and they will be more likely to commit to the product.

Make your best people deal with the customers who are leaving

It’s not exactly impossible to retain customers who have decided to leave. Figure out who your best, most vocal, and convincing B2B customer sales reps are, and let them talk to those customers. Let them make use of their experience and charm in dealing with unhappy customers.

Focus on the data

All good business decisions start with data. Gather this data by offering a short survey for a customer who is canceling or unsubscribing from your solution. It can be as simple as “Please tell us why you want to leave”. Ideally, these forms should not take more than a minute to complete. Offer the customer an opportunity to explain why he wishes to leave. Consider asking direct questions like “Did you have a bad experience?” and “Are you finding better pricing or service somewhere else?”.

Great customer experience should be at the core of the strategy of any forward-thinking company. If you treat your customers well, not only are they more likely to stick around, they may also become advocates, and get your referrals, thereby helping your business grow.

High customer churn rates can destroy your sales team’s motivation. To reduce the impact of customer churn, it is important you always have good leads flowing into your pipeline. To know more about how we can help, reach out to us.

The post Customer Churn Explained: How to Use Data to Keep Your Customers from Leaving? appeared first on SMARTe .

The traditional sales funnel is a stage-based approach to convert prospects into customers. Implementing a sales funnel can help sales leaders understand their sales cycle better. it also helps sales leaders make quick and better decisions on how to go to market. It can help sales managers know if the prospects are qualified enough to engage with in the first place. A sales funnel can empower managers to identify and implement effective strategies.

Yet, most businesses fail to clearly identify the sales funnel and measure success. Lack of a proper roadmap to engage prospects and generate leads makes it impossible to understand what turns these prospects into actual paying customers. For most sales teams, the biggest hurdle in implementing a sales funnel is data management.

Your sales team needs a lot of contact and company data to start prospecting. Are the activities and outreach efforts being tracked and measured for effectiveness? No matter how valuable the sales funnel is, it only does justice when it is paired with actionable data. In this blog post, we delve into data-driven sales strategies that can support each stage of the sales funnel.

What is Data-Driven Sales?

Data-driven sales is a technique of using data in the form of company and contact information, prospect behavior insights, and analytics to make smarter decisions. Using data in sales, companies and salespeople understand what to focus on when and with what kind of messaging to use. Data-driven sales is derived from data instead of intuition or gut-feel, just like most other sales processes. By utilizing contact databases, CRMs, and marketing automation tools, sales, and marketing leaders can get actionable intelligence on which prospects they should focus on.

Types of data sales teams can use

Like we mentioned earlier, there are many types of data that sales managers can use to boost revenue. Let’s go through each one of them one by one.

Operational data

This constitutes data from your CRM like sales cycle length, contact numbers, number of opportunities, opportunities won or list, deal sizes, etc. This is your daily operational day-to-day data that your sales teams collect by simply logging all activities and results. It is a great way to understand how well your team has been performing and which metrics can be improved, and what can be worked upon. If you don’t use a CRM yet, you can also create a spreadsheet and track operational data.

Traffic and visitor activity

It is the visitor behavior data from your website, social media, and other online channels. It tracks what your visitors do when they visit your website or social media page and where do they spend most of their time. It also gives you a good idea about whether a visitor is just evaluating options or actually serious about making a purchase. There are many tools that you can use to identify and capture visitor data, email addresses, and so on. You can further use enrichment tools like SMARTe Enrich to make the most of this unique sales opportunity.

Competitive and Market Data

Tracking competitive and market data helps you set the right price points and target greater volume. You will most certainly benefit from having an eye on other deals being made in your market. This will indirectly lead to increased customer satisfaction as they will be happy with the value they are enjoying at the most competitive prices.

Contact and company information

This data will tell you which companies to target first, who are the key decision-makers in your target accounts, and how to reach out to them. It offers useful data points like designation, company size, revenue, verified mobile numbers, and email addresses, and more. It gives you more insights into the industry, recent company changes, mergers and acquisitions, and more. SMARTe Discover is a 360 prospector offering update B2B company and contact data to help your sales team achieve their targets.

Technographic insights

It refers to information that states the use of technology solutions, brands, their adoption rates, and the potential challenges they present for organizations. It shows you what hardware, software, and networking technologies are being used in an organization. This information significantly improves conversion as it allows you to run targeted marketing and sales campaigns.

What you should watch out for

For a successful implementation of a data-driven sales strategy, there are some things that you should watch out for.

Inaccurate, irrelevant, and inconsistent data

Reports say that in just a year, 30% of your databases can become useless. Databases can have all sorts of inconsistencies: duplicate records, incomplete data, messy data, or irrelevant, old information. If you are facing problems due to dirty data, you may want to cleanse and enrich your data regularly. With a 90-day refresh of your entire master database, SMARTe Enrich is one of the best real-time data enrichment and health analysis tools out there.

Inability to put data into good use

You have great data and insights, but if you are not able to put them into practice, it’s not of any use to anyone. The best teams have regular monthly and weekly meetings to share success stories, set standards, and expectations, and study trends to plan their next steps.

Sales and marketing teams are not aligned

When sales and marketing teams are delightfully aligned and working in tandem, you automatically see a drastic improvement in marketing return on investment (ROI) and sales productivity. If these departments are not able to work together, it can get frustrating for everyone involved, including other departments that usually work with them.

Reach out to us

Gather and utilizing data is very critical for a successful data-driven strategy. Incorporating data in your sales strategies can help you improve your sales productivity. To know more about how we can help you execute a successful data-driven sales strategy, email us at contactus@smarteplatform.com.

The post The Ultimate Guide to Executing an Effective Data-Driven Sales Strategy appeared first on SMARTe .

LinkedIn Lead Gen Forms:
How to Make the Best Use of It?

If you are a B2B company and you were to focus on only one channel for your company’s lead generation, it has to be LinkedIn. It allows you to build relationships, establish thought leadership, gain insights, generate leads, improve branding, and build communities. It is unarguably the most important social media network for B2B marketers to reach out to top buyers.

Statistics have shown that the platform isn’t just a good choice for B2B marketers – it’s undoubtedly the best. The conversion rates are top-notch and the cost per lead (CPL) is $120 (LinkedIn Ad Benchmarks 2021), which is lower compared to other advertising networks.

Lead Gen Forms is among the most popular advertising products on LinkedIn. By integrating it with your LinkedIn campaigns, you can collect valuable, accurate, and relevant lead data while reducing all the friction associated with it. In this blog post, we’ll cover everything that you can do using LinkedIn Lead Gen Forms along with its limitations. We’ll also cover how integrating it with marketing intelligence platforms like SMARTe Enrich through APIs can provide marketers with the highest quality data that can be fed into lead generation campaigns.

What is LinkedIn Lead Gen Forms?

Haven’t you ever wished your marketing database was enriched with the most recent information of your prospects? So much so that when a user visits your website and click on the CTA, they will be greeted with a sign-up form, and LinkedIn will automatically pull in information from their account. Sounds good, right? Essentially, LinkedIn Lead Gen Forms add a call-to-action (CTA) to your sponsored posts on LinkedIn, further asking users to sign-up, download your e-book, or whatever buyer journey you would like to direct them to. This way, marketers can boost their conversion by converting visitors into qualified leads with just a few clicks on their ads. And the visitors do not even have to manually type in their information.

Listed below are a few advantages of using LinkedIn Lead Gen Forms:

Ease of Use

You can get the data you need without reducing the conversion rates. You only need to design the right experience for completing the form. The information is pre-filled from the user’s public LinkedIn profiles. Thus, the users will not be asked to fill the forms manually.

Does not affect conversion rates

LinkedIn Lead Gen Forms make it super easy for users to convert their prospects into leads by removing unnecessary friction. The number of fields in the Lead Gen Forms is limited. All they need are a couple of clicks – one is the CTA (call to action) and the next step is to submit the information.

Massive Coverage in Mobile Users

57% of LinkedIn’s traffic is mobile users (Source: Hootsuite). This is very important in marketing today. You can tap into this huge market by using LinkedIn Lead Gen Forms.

A chance at double conversion

When your prospect completes a sign-up or follows your CTA, you get the user’s email address. Furthermore, when they click your link on the ‘Thank You’ page, you can lead them to your website or any other landing page where you can upsell or cross-sell a different product of your choice.

 

Limitations of LinkedIn Lead Gen Forms

LinkedIn Lead Gen Forms, however, has its own set of issues and limitations. We have listed some of them down here.

Inadequate data for sales outreach

Pre-filled LinkedIn profile data which is often a contact’s personal information is not very useful for sales teams. LinkedIn users do not divulge a lot of their data like business email addresses, mobile numbers, etc. on their public profile. Increasing the available form fields from 3 to 10 does not guarantee useful prospect insights needed for sales conversations. Increasing the fields will only reduce successful form-fills.

Delayed conversion and sales cycle

When such leads are captured, the post-campaign effort to manually enrich and append the required or insightful data points can be laborious, often taking days to weeks to complete! This in general delays the lead conversion cycle and further delays the sales cycle.

Bad customer recall

Bad customer recall is a nightmare for all marketers. How often have we heard from prospects, “When did I fill your form?”. The pre-filled data capturing functionality of these forms tend to become the biggest nemesis for sales development teams, as prospects hardly remember how and why they subscribed in a very crowded LinkedIn Ads ecosystem.

 

The post LinkedIn Lead Gen Forms: How to Make the Best Use of It? appeared first on SMARTe .