For a BtoB company , updating a BtoB Database can be secondary, and yet, your database is the backbone of your business. In the absence of quality, your commercial database and your prospecting files are worthless. It is essential to invest in this qualification and to recognize that updating the database requires a strategy as well as unique know-how. Since database qualification is one of our core businesses, here are some ideas for reflection on the subject.
Database: why update it?
Qualifying your database plays a email data key role in customer satisfaction and your business development ; it is important to invest in this position.
Qualifying the database allows you to enhance the commercial relationship with your customers. By taking an interest in the information and the customer context , you maintain the relationship and put the customer and their concerns at the heart of your strategy.
When prospecting, updating the database can also generate leads . It is in this sense that we recruit and/or train your sedentary sales representatives who represent our customers; they are the first image of your company and are in a key position.
The customer experience can only be improved by updating the database. The personalized database allows you to give the DNA of each customer andpersonalize communicationwith them. Thanks to this information gathering, you create proximity with each prospect or customer.
The concrete benefits for your company of an up-to-date and accurate database are as follows: – Increased ROI of marketing/sales investments.
– Better customer knowledge in order to send them the right message via the right channel.
– Increased responsiveness by having a database that is easily and quickly exploitable. – More relevant
statements by sending the right messages to the right people at the right time. – Opening up new business opportunities such as Cross Selling
The Challenge of Updating the Database
Effectively updating your how to do social media marketing for b2b companies database via a CRM requires implementing a specific strategy. Indeed, data has a different use for everyone; it supports sales and marketing actions . It is essential to enrich your data so that it best matches your current strategy.
A database is constantly evolving over time, but the challenge is to collect the right data at the right time . Here are some tips that we apply on a daily basis for our BTB clients:
1/ Analyze the existing to identify needs
It is important at this stage to usa lists identify gaps and needs, to size the markets addressed and their potential, to establish an objective assessment of strengths and weaknesses in order to approach the markets, and finally to identify targets and collect missing data.
2/ Work with a suitable CRM For a qualified database, it is important to work with a smart data CRM tool . If your company already has a CRM, we rely on it. But if your company does not yet have its own CRM, it is time to analyze the possibilities of acquiring one. It will be your best tool in the years to come.
3/ Interpret the data
Making the data speak will allow you to work on the direction and definition of the commercial strategy , and to adapt the actions according to what is available. Your challenge: reduce the part of chance in the implementation of prospecting and carry out commercial actions over time. From a purely strategic point of view, this will enlighten you on what is possible or judicious to put in place.
The transfer of skills in commercial data management , implementation of related technologies ( CRM / GRC ) , acquisition strategy, prospecting and loyalty, improvement of customer satisfaction and experience are an integral part of our way of working. Partner of SMEs and major accounts in industry, construction and services, since 1986, Phone Partners supports Directors, Sales Managers and Customer Relationship Managers in the management of remote commercial relationships, by integrating all these specificities into its solutions.