To remain competitive in the modern B2B sales landscape, you must harness the power of data. Your prospects leave behind digital footprints every time they interact with a brand which when combined, can help you create a precise customer profile.
Here are the 6 types of data you should collect for successful B2B sales and prospecting:
1. Demographic Data
Knowing key demographic information about your leads is the first step in creating a customer profile.
An accurate demographic data profile must include the name, age, email address, phone number, location, employment history and potentially the skill levels of your prospects.
2. Firmographic Data
The B2B version of demographic data, firmographic details cover different sets of characteristics of firms that you can use to create different market segments and identify high-value clients. An accurate firmographic profile must include the given company’s name, location, the industry they operate in, the number of employees, and details of company revenue.
You can take advantage of your LinkedIn profile and find relevant firmographic information just by searching for your target organizations. The number of connected employees could act as an indicator of the overall company size, hiring information that indicates growth, or even recently acquired funding.
While demographic and firmographic datasets will provide enough information to implement a relatively targeted sales plan, for an effective data-driven sales strategy you need to go further.
3. Technographic Data
Technographics are the technologies and software used by employees or companies to run their organizations. Awareness of your target organization’s or even your competitor’s technological stack, capacity, and skill set can give you a competitive edge and help with accurately segmenting your target market.
Lead Onion’s Intent Signal tools were developed to pick up on relevant organizations that are investing in new technology. You can set up technology-specific criteria, in which the Social Intent tool picks up on relevant organizations that are investing in new technology. With 21,000 mapped technologies, the intent tool can identify any changes and recently added tracking codes to company websites that signal the use of new technology.
4. Chronographic data
Particularly useful for B2B sales, chronographic data include changes in an organization that has an impact on sales. For example, a major new hire, a shift in purchasing power, new acquisition, product launches, event appearances or company IPO’s could signal new sales opportunities. These predictive insights can also show when leads are most likely to make a purchase.
In Lead Onion, you can track all the relevant chronographic data within Public Intent and receive the most accurate and immediate updates and
5 & 6. Quantitative and Qualitative Sales Data
The cornerstone of successful sales forecasting, quantitative data offers an objective foundation on which to build predictions about future sales. Quantitative data relies on strictly objective, numerical sales data which has been collected over a given period of time. These metrics could include previous sales numbers and historic performance data.
On the other hand, qualitative sales data takes intuition, experience, and feedback into consideration. When using qualitative data to forecast future trends, external events that would affect sales, like fluctuations in consumer spending/earnings, changes in government policies, new industry innovations, can be taken into account.
Lead Onion’s unmatched access to first, second and third-party data in the one platform, including 400m contacts and 50bn intent signals allow you to find demographic, firmographic, and even technographic data with a click of a button.
Covering all 6 types of data, your sales team can filter their initial searches, narrow down lengthy prospect lists, identify ready-to-buy accounts, and create accurate forecasts.
Leverage intent data in every conversation to smash your sales goals
✅ Prospect at scale using complaint B2B Data
✅ Identify buyers showing intent through 17 intent sources
✅ Automatically prioritize and qualify prospects
✅ Reach more decision-makers through automated triggers