When it comes to driving successful demand generation campaigns, an accurate and reachable B2B contact database is of extreme importance. It should be a composite aggregate of prospects’ contact information, including email addresses and direct dial numbers. Having verified B2B email lists and phone numbers help simplifies complex prospecting, B2B lead generation, and customer outreach activities.
One of the key objectives of a company’s B2B demand generation campaigns is to acquire new customers and retain existing ones. The sales and marketing teams must reach out to a targeted audience to make optimum use of the customer acquisition budget and create maximum impact. In order to achieve this, the first line of action for enterprises is building an in-depth B2B corporate database of key decision-makers.
Importance of B2B contact database
Modern B2B enterprises require a strong in-house remote sales engine to connect with the right accounts across key accounts. For the remote sales engine to succeed, it must have thoroughly validated B2B sales leads with phone numbers and emails in the pipeline.
While contacting a key influencer, the best B2B contact database may also contain attributes such as their designation, department, seniority, etc. Such an insight-packed corporate database allows demand generation teams to follow a targeted approach. This saves up resources and efforts that otherwise will be spent on a wild goose chase. The best B2B contact database can multiply the chances of identifying prospects, nurturing leads, and converting them into buyers.
Steps to create detailed and accurate B2B contact database
Here is how an enterprise can orchestrate a quality B2B contact list from scratch in a few easy steps:
Start by defining the ideal customer profile
An ideal customer profile (ICP) tells a story of target accounts that will best benefit from the solutions a business is offering. This is a critical step that channelizes the B2B demand generation teams’ efforts towards accounts that are more likely to purchase a company’s products or services. This ensures that sales reps don’t end up chasing leads who aren’t going to convert.
It is the prerogative of the B2B sales teams to analyse their existing customers’ characteristics and patterns and contribute towards building an effective ICP:
• Which industries are they from?
• Company location
• Employee size and revenue
• What are their key pain points?
• What makes the product or service stand out from the competitors?
• By when do the results start to show?
Apart from identifying the ideal buyer characteristics, companies also need to establish the ‘Total Addressable Market (TAM). It is the total demand in the market for products or services that the company offers.
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