Step-by-step guide: Increase your sales with data marketing from Kompass
In today's changing and convulsive scenario, 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 sales strategy for attracting 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 targets in order to accelerate sales processes.
The new challenges of the B2B market
Generating new business opportunities is a task 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 business strategy:
- 49% of B2B companies do not trust the quality of their own databases.
- 12% of annual revenue is wasted by having a database that is cluttered, outdated and out of date, out of order and with poor quality data.
- Consequently, 2.5 hours a day is the time spent by a salesperson to find the data and right contacts.
- 80% of B2B buyers search the Internet to find solutions.
- On average, these buyers conduct 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 should consider some sales solutions that also build a good brand reputation, which will contribute to customer satisfaction.
1. Employ data-driven tools
Data is the fuel of today's business, so implementing data-driven strategies gives sales and marketing teams the information they need. A good option is to use the Kompass Smart Data App.
This tool facilitates the integration of 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 gives you access to the Kompass premium database.
2. Target international markets
With Kompass EasyBusiness you can act competitively on the global market. This B2B prospecting tool allows you to segment and analyse the market and plan your sales actions and marketing campaigns to generate new leads.
Through this tool you can expand your own database and analyse your customer portfolio, as well as automatically obtain a classification of potential customers similar to your best customers.
3. Use digital marketing solutions
One of the most important tasks for B2B companies is to attract traffic to their website. To do this, it is essential to have different digital marketing strategies in place using solutions such as Booster by Kompass. This is an SEO positioning solution that allows you to optimise your company profile in search engines and have greater visibility for users.
4. Generate a good first impression
Generating a good first impression is essential when a potential customer is looking for suppliers that may be of interest to them. It is important that your company has a good image from the very first moment, it must appear credible and trustworthy to users. This factor is especially relevant when you want to approach importers and exporters of the B2B market.
5. Create a quality online company profile
The Kompass Booster tool helps you design a company profile page to showcase your business in a professional way. With it 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 way.
6. Use the right KPIs
Monitoring metrics or KPIs allows you to keep track 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 enquiries or leads
- Conversion rate
- Total revenue
- Average investment to acquire a new customer
- Average lifetime value of customer
7. Take a close look at your ROI
To have full control of the budget allocated to your marketing efforts, it is essential to pay particular attention to your ROI (return on investment). With Kompass Booster, you have access to an activity report and an analysis of your audience's behaviour.
This will help you to understand your customers' interest and to know how to better meet their needs. You should take this data into account in order to focus your actions on those activities that increase your ROI.
Kompass, a key partner for making the most of Smart Data
Kompass develops Smart Data solutions for the marketing and sales teams of industrial B2B companies. As a leader in B2B databases and digital marketing, its global network of consultants focuses on helping B2B companies in their business development by 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, Kompass relies on local teams to offer proximity to its clients by providing global coverage.
Kompass' business intelligence and data marketing solutions can help you leverage B2B market data and trends to drive your company's sales. Through a series of effective, tailor-made and uncomplicated solutions, you will be able to implement your sales strategy efficiently. With Kompass you can:
- Increase your online visibility and generate traffic through the Global B2B Portal.
- Improve the performance of your sales processes.
- Create, update or enrich your database thanks to the Kompass DB, which has more than 56M companies worldwide.
- Prospect and acquire B2B leads.
- Identify the best markets to internationalise your business with its Market Ranking solution.