All2019 Buyer's Guide: B2B Contact Data Provider - DemandWorks
2019 Buyer's Guide: B2B Contact Data Provider - DemandWorks
WHAT’S COVERED
This quick guide shows you how to best filter through the noise
coming from B2B contact data providers who swear they’ve got the
data you need to sell better and faster. By recognizing the three
common ‘gotchas’ in this guide, you’ll quickly spot the red flags
present in the evaluation and buying process of net new leads.
• ‘Gotcha’ #1: Limited audience and account coverage
• ‘Gotcha’ #2: Evaluating outdated information; lack
of transparency
• ‘Gotcha’ #3: Inability to self-select a test set of sample data
GOTCHA #1
Limited audience and account coverage
When it comes to the audience data used to fuel your selling
draw conclusions from experiments tested in as many variables
strategy, the more you have at your disposal, the greater your
as possible – often to as many people as possible – so too are
ability to choose the right leads to contact. But, not every B2B data
marketers and sales pros better able to assess and perfect the
vendor boasts the breadth of coverage and volume of data you
performance of their outreach with access to more of the right data.
need to effectively and intelligently scale, segment, and deploy your
Best practice: Request a free trial; doing so will allow you to best
outreach initiatives.
understand the data in your possession and ensure the data set is
In other words, the ability to taste-test the data (does the Pepsi
capable of connecting you with more ideal customers, faster.
Challenge ring a bell?) will prove indispensable to your evaluation
process. How else will you know if the vendor in question serves
B2B data providers who understand the role and value of both –
your niche market? Similarly, if you’re covering a broader range of
quality and quantity of data – are better able to infuse your selling
industries, how will you know if the data vendor you’re considering
initiatives with the data needed to test segments, small or large, of
even covers them? The honest answer – you won’t; not without
information and zero in on the insights delivered more accurately.
access to the vendor’s actual data sets.
Red flag: The promise of quality, underemphasizing the
importance quantity
To better understand your buyers, there’s little benefit to
compromising quantity for quality. Just as scientists prefer to
“
“According to a Top Challenges of the Inside Sales
Industry 2017 report by AA-ISP, in partnership with
ZoomInfo, both sales leaders and reps cite lead
quantity and quality as the most pressing and growing
challenge in need of addressing to date.” (source)
2019 Buyer’s Guide: 3 ‘Gotchas’ to Avoid When Evaluating B2B Contact Data Providers for Sales
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