Dynamic company databases have changed the way B2B sales is conducted today. In the past prospecting often meant sending a payment to one of the many list providers out there, asking for X number of companies with specific characteristics. Static prospect lists are usually based on a few, very general qualifications such as revenue size, number of employees or location.
Sales prospecting today is continuous work, where you can make detailed searches and easily find the companies that match your ideal customer profile to a T by capitalizing on the power of open and public data.
With a modern, dynamic company database, you can use endless criteria to filter out the most promising companies based on both their static data and insights from open data. For example, you could search for IT companies that are located in a chosen city with over X in revenue that use specific website technologies, that have given a specific buying signal recently or that’s expected to go through a certain organizational change soon.
Find all companies in a chosen industry that use HubSpot, that recently appointed a new Head of HR
The data that static lists are based on usually comes from companies’ annual reports and is only updated once a year. Using web indexing technology, Vainu and other B2B sales lead platforms collect a myriad of data about millions of companies every day.
Using web indexing technology, B2B sales lead platforms collect a myriad of data about millions of companies every day.
With insights from open and public data, a dynamic company database allows salespeople to create smarter target groups with companies based on up‑to‑date and not‑so‑obvious characteristics. What is more, the timing of your proactive sales efforts improves greatly thanks to the capability of tracking companies’ lifecycle events systematically. These under-the-radar changes open up a window of opportunity for product and service vendors.
In Vainu, you can set up tailored reports and get email, Slack or in-app notifications as soon as a company in any of your target groups goes through a certain change, or there's a change in its characteristics such as technologies in use. This technology stack is known as technographics whereas the more traditional company information is known as firmographics.
Prospecting today is continuous work, where you can make detailed searches and easily find the companies that match your ideal customer profile to a T by capitalizing on the power of open and public data.
Evil voices love to talk about the many difficulties for today’s salespeople, when the reality is that it’s never been easier to work in sales. With greater access to both open data and smart technologies that collect and present internal data, salespeople have a never ending access to information on every company in their pipeline. This allows them to carry out smarter conversations with every prospect.
A generic, non‑tailored pitch won’t catch anyone's interest; well‑read customers won’t even take a meeting with you, unless you quickly manage to convince them that what you offer helps them solve an existing problem or seize a valuable opportunity.
For example, if you offer a technical solution that is stronger because your prospect uses Salesforce, it’s definitely worth mentioning. It shows you understand their business which is valuable for building trust.
Curious to know more about how your business can benefit from using a company data in prospecting? Join our 30-minute Vainu demo and have one of our product experts guide you towards becoming a data-driven sales wizard.