The Ultimate Guide to Generating B2B Sales Leads

by Rutuja shah Digital Marketing

A lot of companies are under a misapprehension that sales leads are futile. However, the fact is, not having targeted B2B sales leads is unwise. Marketers often fail to perform niche targeting due to the lack of expertise and resources. Some businesses even choose to skip the entire targeting process.

So, what should you do? Should you skip the process or simply buy the list of B2B sales leads from a vendor?

Buying a list of B2B sales leads is the easiest way to understand your target audience. However, you must ask yourself, “Is it worth the money?”

Can a purchased list of prospective clients improve your ROI?

No! And here’s why:

a) The data is probably old and unreliable: People who provide B2B sales leads usually have data stored over a period of time. Hence the possibility of getting your hands on old data is high. In the ever-changing business environment, you require real-time data. In fact, a study conducted by Hubspot reveals that marketing database degrade by 22.5% each year. The vendors who provide the list of target audience do not filter the data out as per the current scenario. Also, you need an up-to-date list of B2B leads if you want to get the best out of your marketing campaigns.

b) Highly expensive: The list provided by the vendors are not only inaccurate but also cost heavy. You get a large list of leads out of which only a handful is workable. Hence, the value for money is extremely low.

The lists you receive from the vendors are neither exclusive nor reliable. If you wish to hold a superior market position, you need to equip your business with the right sales and marketing solutions that complement your team’s marketing prowess.

I have used multiple tools and resorted to Dun & Bradstreet’s range of sales and marketing solutions. One of their tools, D&B Hoovers has helped me accelerate my sales with its analytical intelligence.

How Does D&B Hoovers Work?

D&B is a company that stores the largest commercial database, analytics and insights for businesses. So, D&B Hoovers uses this database to identify businesses that are most likely to be interested in your goods and services.

Its real-time business intelligence, ecosystem connectivity, and an intuitive user interface help you perform niche targeting and shorten sales cycle. D&B not only has the largest business database, but they also refresh the data 5 million times in a day, which means the business data owned by them is always up-to-date. The predictive indicators present in Hoovers help you identify the right leads and provide a flow of concurrent data, which helps you hold an impactful conversation with the potential client.

If you want to scale and grow your company over the years, it is important to have proper insights on your prospective buyers, right from their contact details to their business goals. Having such data handy will help your sales team to pitch your product or service effectively.