Imagine you’re driving in an unfamiliar city, trying to get to your destination without a GPS. It seems impossible, doesn’t it?
In the world of B2B sales , the company list works like that essential GPS. It guides your efforts, indicating the most promising paths and avoiding detours that could waste your time and energy.
But how do you create a truly efficient list of companies that works as a GPS for sales success?
In this article, we’ll show you step-by-step how to build email lists australia a list of companies that will guide your team directly to the best business opportunities. Ready to adjust your route and accelerate your results?
Why is having a business list important?
Just as a GPS prevents you from getting lost and taking longer routes, a well-prepared list of companies optimizes your prospecting efforts , directing them to where there is a greater chance of success. Here are the main benefits:
Prioritize contacts : Allows you to focus on companies that have the greatest chance of closing a deal, saving time and increasing the productivity of your sales team.
Personalize approaches : Allows you to adapt communication to each type of customer, increasing the relevance of the message and the conversion rate.
Measure results : Makes it easy to track success metrics like conversion rates and return on investment, adjusting strategies as needed.
The Truth About Using Business Lists in B2B Sales
We asked GPT Chat to compile some information based on statistics and studies about the use of company lists in B2B sales operations . Here is our list:
Effectiveness of company lists in B2B prospecting
According to a study by LinkedIn Sales Solutions, 77% of B2B buyers say they won’t respond to sales pitches that aren’t personalized or relevant to their interests.
This highlights the importance of utilizing qualified company lists, where leads are chosen based on specific criteria, to ensure a more personalized and relevant approach.
List quality and sales success
HubSpot research shows that 50% of sales go to the supplier who responds first . Having a well-segmented and up-to-date list of companies allows for a faster and more targeted response, increasing the chances of closing deals with qualified leads .
Impact of cold lists
According to a report by Demand Gen Report, companies that use cold contact lists have a conversion rate of only 1-2% into qualified leads .
In contrast, those that use personalized lists built based on accurate data can achieve conversion rates of 10-20% .
This shows that using high-quality lists, created with data mining tools, is significantly more effective.
Return on Investment (ROI) on Business Listings
Research from SiriusDecisions reveals that 67% of companies that use formal segmentation processes and well-defined company lists see an increase in ROI from their sales and marketing campaigns.
Using segmented lists allows for better allocation of resources, resulting in more effective campaigns and greater returns.
Updating lists and data accuracy
According to a study by InsideView, 25% of business listings become obsolete within just one year due to changes such as contact updates, address changes, or even the closure of some businesses . This reinforces the need to maintain a regular routine of updating and verifying data to ensure the accuracy and relevance of listings.
Personalization and response rates
A study by Aberdeen Group shows that email campaigns based on segmented and updated company lists can increase response rates by up to 20% . In other words, the more accurate and qualified your company list is, the more effective your prospecting approaches and marketing campaigns will be.
This data clearly demonstrates the importance of investing in building and maintaining qualified and up-to-date lists of companies, using advanced data prospecting tools such as Econodata . Successful sales strategies depend on a solid foundation of accurate, segmented and relevant information for the target audience.
5 Simple Steps to Creating a Business Listing
Now that you know what a business list is and why you need one, let's take a step-by-step guide to creating one efficiently.
1. Define your target audience
The first step is to know who you want to sell to. It seems obvious, but many companies still make the mistake of shooting in all directions.
Ask yourself: What are the characteristics of the companies that would benefit most from my product or service? Some criteria to consider include:
Market segment : Specific industries, such as technology, healthcare, or finance.
Company size : Small, medium or large companies.
Geographic location : Specific cities, states, or regions.
Annual revenue : Companies with a certain level of revenue.
2. Use prospecting tools
With the target audience defined, it's time to use prospecting tools to find companies that fit the desired profile.
The Econodata platform , for example, offers a complete database of companies, allowing you to filter by specific criteria and find qualified contacts quickly.
Also try the free Business Listing tool and see how it can make your job easier.
3. Collect relevant data
Once you’ve identified companies that fit the profile, the next step is to gather relevant information about them. This includes:
Company name : Essential to identify the business.
Sector of activity : To find out if it is aligned with your target audience.
Contact details : Telephone numbers, emails and addresses to facilitate communication.
Size and revenue : To segment the sales approach.
4. Organize your list strategically
Having a disorganized list is the same as having no list at all. Use tools like spreadsheets or CRM software to keep everything well-structured.
Rank companies by priority, using criteria such as purchasing potential and level of interest. This will help you optimize your time and focus on the leads that really matter.
5. Update your list regularly
The market is dynamic and your company list should keep up with these changes. Establish a periodic review process to ensure that the data is always up to date.
Companies change addresses, contacts are changed and new players emerge on the market. Keeping your list up to date is essential to ensure that your prospecting strategies remain effective.