While B2C businesses usually see increased sales numbers during the holiday season, it typically means declining figures for B2B companies. This has led to many B2B businesses spending the holiday season gearing up for the new year, but competitive B2B organizations understand how important this time of the year can be.
‘Tis the season to be happy, jolly, and hopefully engaged with new B2B clients and we would like you to take advantage of the holiday season. Read on for 5 helpful tips, techniques, and secrets to make the most of the holiday season.
1. Boost sales conversions with technographic data
In the face of increased competition, sales development representatives are facing challenges to build strategies that facilitate consistent retention, upsell, and cross-sell of their new products, features, and services. To understand how to approach a customer with precision and personalization, SDRs must be fully aware of their prospect’s existing technology stack and how your products can fit in or complement their tech stack. Click here to read our post on how technographic data can help sales leaders close more deals.
2. Build a strong and reliable B2B database
Even if CRM data is up-to-date and accurate, it’s still just data. It provides marketers with as much information about a customer as possible, but doesn’t reach conclusions. Marketers need to use this information to uncover their own insights to effectively reach consumers at the right time, through the right channel, and with the right message. Identify the key contacts in your target accounts and build a solid relationship through personalized content and messaging. As this relationship develops and trust builds, you will learn even more intricate details about your customer. This information can be added to your database to keep it up to date and accurate. Click here to read our post on how to build an effective contact database for account-based marketing.
3. Keep your data clean and refreshed
It is tempting to put off data cleansing until something goes wrong. But studies suggest it takes $1 to prevent bad data from entering your systems, $10 to cleanse and dedupe it, and $100 if you do not take action. We live in a world that’s dynamic to its core – Employees switch jobs, companies merge and relocate. In such a scenario, the data that seems relevant to you today might become stale as early as tomorrow. To cleanse and enrich your data, it is critical to conduct an audit to assess gaps, uncover errors and duplicates in your database. Click here to read more about how to get your data in top shape.
4. Invest in data enrichment
Data enrichment refers to tools and processes that enhance, or otherwise improve raw data. For sales reps, data enrichment mainly serves to add rich B2B customer data (demographics and firmographics) to build a richer profile of their potential and existing customers. Enhance your existing data by finding and adding more relevant and exclusive information to it. Enriched data provides more information about your existing and potential customers offering you a great head-start to efficient prospecting and better opportunities. Click here to read our post on how data enrichment can improve SDR efficiency.
5. Run impactful and personalized email campaigns
Email marketing is one of the most cost-efficient forms of email marketing. Augment your email campaigns with useful data to boost lead generation. Personalized messaging can deliver 10x higher conversions and open rates. Segment your emails to create personalized communication. Click here to read more on how to reduce email bounce rates.
Keep your B2B sales pipelines full and your lead generation tactics in full swing. The slower holiday months are actually a great time to focus on building better lead generation strategies.
Give yourself the gift of high-quality data this holiday season. We at SMARTe Inc. wish you happy holidays and a happy Q4!