In a changing and turbulent scenario like the current one, generating new sales opportunities in the environment in which B2B companies operate is a major challenge. While much of the efforts of sales teams are focused on boosting sales at all costs, a clear strategy for capturing new leads is not always established.
Through what is known as data marketing – that is, marketing strategies based on the management of large amounts of data – with Kompass companies can take advantage of the potential of smart data to filter, classify and attack the target to accelerate sales processes.
The new challenges of the B2B market
Generating new business opportunities is a task that is as exciting as it is complex. As if this were not enough, the current economic scenario conditions the approach and commercial strategy of many companies that until now have ignored the use of new tools related to relational marketing , digital marketing and intelligent data management.
These are the main B2B market data to take into account before designing a commercial strategy:
49 % of B2B companies do not trust the quality of their own databases.
12 % of annual revenue is wasted due to a disorganized, outdated database with poor quality data.
Therefore, 2.5 hours a day is the time a salesperson spends finding the right data and contacts.
80 % of B2B buyers search online to find solutions.
These buyers conduct, on average, about 12 searches before contacting a supplier.
Increasing Sales in the B2B Market: A Step-by-Step Guide
Sales management is an important asset for companies operating in the B2B market . Sales teams india email list should consider some sales solutions that also build a good brand reputation, which will contribute to customer satisfaction.
1. Use data-driven tools
Data is the fuel of today's businesses, so implementing data-driven strategies provides marketing and sales teams with the information they need. A good option for this is to have the Kompass Smart Data App tool .
This tool makes it easy to integrate data into your CRM . With it, you can update and enrich your database, which gives you greater productivity and efficiency in managing your customer relationships. This application allows you to access Kompass 's premium database .
2. Target international markets
With Kompass EasyBusiness you can act competitively in the global market, as this B2B prospecting tool allows you to segment and analyze the market and plan your sales actions and marketing campaigns to generate new leads.
Through this tool you can expand your own database and analyze your client portfolio , as well as automatically obtain a classification of potential clients similar to your best clients.
3. Use digital marketing solutions
One of the fundamental tasks for B2B companies is not to forget about attracting traffic to their website. To do this, it is essential to have different digital marketing strategies using solutions such as Booster by Kompass . This is an SEO positioning solution that allows you to optimize your company profile in search engines and have greater visibility for users.
4. Make a great first impression
Making a good first impression is essential when a potential client is looking for suppliers that may be of interest to them. It is important that your company has a good image from the very beginning; it must appear credible and trustworthy to users. This factor is especially relevant when you want to target importers and exporters in the B2B market.
5. Create a quality online business profile
Kompass ' Booster tool helps you design a business profile page to showcase your business in a professional way. You can upload content in different formats: videos, news and catalogues, so you can provide all the information about your company to your target audience in an up-to-date manner.
6. Use the most appropriate KPIs
Monitoring metrics or KPIs allows you to stay abreast of changes in your company's performance as well as market trends. It is advisable to select only the metrics that are most relevant to your business:
Number of customers
Number of inquiries or contacts from potential customers - Conversion rate
Total revenue
Average investment to attract a new customer
Average Customer Lifetime Value
7. Take a close look at your ROI
To have complete control over the budget allocated to your marketing efforts, it is essential to pay special attention to your ROI (return on investment). With Booster by Kompass you can access an activity report and an analysis of your audience's behavior.
This will help you understand your customers' interests and how to best meet their needs. In this sense, you should take this data into account to focus your actions on those activities that increase your ROI .
Kompass, a key partner to take advantage of Smart Data
Kompass developsSmart Data solutionsfor the marketing and sales teams of B2B industrial companies. Abenchmark in B2B databases and digital marketing, its global network of consultants focuses on helping B2B companies in their business development, ensuring the continuity of their value chain and making their databases more efficient. With more than 10,000 clients in more than 65 countries around the world,Kompassrelies on local teams to offer proximity to its customers by offering global coverage.