Ways to Build Better Sales Lists in a Digital World

by Rutuja shah Digital Marketing

A challenge that many organisations face is keeping their sales pipelines full. Business development teams often complain about low-quality leads and inaccurate information. Generation of B2B sales leads requires time and reliable data. Sales professionals these days rely a lot on technology in order to build comprehensive leads lists. This helps them convert more prospects into paying customers. Therefore, accurate and timely data is the prime focus of most marketing technology platforms and websites.

Build Better Sales Lists in a Digital World

Traditional networking is important. However, it can become extremely time-consuming and is not always fruitful. Sales teams are thus turning to online lead generation and business information tools to help them quickly identify prospects. Here are some ways in which sales associates are using technology to their benefit:

Business Contacts Databases

Genuine business information providers collect and validate contact information, executive rosters, financial data, and other relevant insights. Sales acceleration solutions such as D&B Hoovers assemble this information from various sources and then run it through a quality-assurance process to make sure the data is accurate and useful in order to build a sound corporate database.

Intuitive search functions in Hoovers help sales representatives find leads more efficiently. This can save a lot of time and also help in getting a quicker response from the prospect. You also have the option to filter your search by position, company name, annual earnings, and other relevant metrics to identify leads that are worth your consideration.

The business data available on platforms like D&B Hoovers isn’t just valuable for lead generation but it can also help nurture leads. The platform is packed with insights that help you better understand a business’s financial performance, corporate family tree, or the competitive pressures they’re facing. The importance of this is reflected in the fact that the insights help engage in meaningful and informed conversations with a prospect.

Searching Professional Social Networks

Professional social networking is another resource used to uncover sales leads! LinkedIn is the undisputed leader in this arena. There are other websites that cater to certain industries and locations but the main advantage of a network like LinkedIn is the ability to quickly filter your searches to find the correct points of contact.