What is B2B Data? Uses of B2B data & Data Enrichment Explained

What is B2B data?

B2B data refers to information about businesses that is used for business-to-business (B2B) marketing and sales efforts. This data typically includes information such as company size, industry, location, decision makers' job titles and contact information, and more. B2B data can be used to create targeted lists of potential customers, personalize marketing materials and outreach efforts, and improve the accuracy of sales forecasts. The information is typically collected from a variety of sources, including business directories, trade shows, public records, and web scraping, and is often provided by data vendors. The quality and accuracy of B2B data can vary widely, so it's important to choose a reputable data platform like SMARTe or Zoominfo.

What does B2B data consist?

B2B data typically consists of:  

• Company information: This includes the name of the company, its size (number of employees), industry, location, website, and other relevant details.
• Contact information: This includes the names, job titles, email addresses, and phone numbers of decision-makers at the target company.
• Demographic information: This includes information about the target company's target market, such as age, gender, income, education level, and more.
• Technographic information: This includes information about the target company's technology stack, such as the software and tools they use, and their level of adoption.
• Behavioral information: This includes information about the target company's behavior, such as their engagement with marketing materials, their website activity, and their purchasing history.
• Firmographic information: This includes information about the financial health and stability of the target company, such as revenue, profit margins, and growth rate.
• Industry information: This includes information about the target company's industry, including market trends, competitive landscape, and regulatory environment.

This information can be used to create targeted lists of potential customers, personalize marketing materials and outreach efforts, and improve the accuracy of sales forecasts.

How can you get B2B data?

There are several ways to obtain B2B data, including:

• Data platforms: There are many companies like SMARTe, Cognism, Zoominfo, Lusha, etc. that specialize in collecting and selling B2B data. These data platforms typically have large databases of business information that they update regularly.  
• Trade shows and events: Attending trade shows and events is a great way to collect B2B data. You can collect business cards and other contact information from the attendees and vendors you meet.
• Public records: You can also obtain B2B data from public records, such as business registration databases, tax records, and government statistics.
• Online directories: There are many online directories that list businesses, such as Yelp, Manta, and the Better Business Bureau. You can use these directories to search for businesses in your target market and collect information about them.
• Web scraping: You can use web scraping tools to collect B2B data from websites. For example, you could scrape company websites to gather information about their products, services, and target markets.
• Surveys and questionnaires: You can use surveys and questionnaires to gather information from businesses directly. For example, you could conduct a survey of your existing customers to gather information about their businesses and the types of products and services they need.

It's important to note that the quality and accuracy of B2B data can vary widely, so it's important to choose a reputable data platform that has verified information for effective marketing or sales efforts.

Why you should use data for B2B sales/prospecting?

• Identifying and defining TAM
• Creating an ICP to pinpoint your perfect buyer
• Lead generation to contact your ICP using mobile numbers and business emails.
• Outbound Sales to proactively reach potential customers.
• Demand generation to attract new buyers

Benefits of B2B data for Revenue Teams: Sales, Marketing, RevOps

Benefits of using B2B data for sales teams:

• Targeted outreach: B2B data allows sales teams to target their outreach efforts to the right companies and decision-makers. This saves time and resources compared to mass marketing efforts and increases the chances of success.
• Improved personalization: With B2B data, sales teams can personalize their outreach efforts by using the information they have about the target company, such as industry, size, and decision maker's job title. This helps to build rapport and increase the chances of closing a deal.
• Better lead qualification: B2B data helps sales teams to better qualify leads by providing information about the target company's size, budget, and purchasing power. This allows sales teams to prioritize their efforts and focus on the most promising prospects.
• Increased efficiency: B2B data can help sales teams to automate many of the manual tasks associated with lead generation and outreach. For example, they can use marketing automation software to send targeted emails and track engagement.
• Improved forecasting: B2B data provides valuable insights into the target company's behavior, industry trends, and buying patterns. This information can be used to improve sales forecasting and make more informed decisions about resource allocation and sales strategy.

B2B data helps sales teams to be more efficient, effective, and successful in their outreach efforts. By using data to guide their efforts, they can improve their chances of reaching the right companies, building relationships, and closing deals.

Marketing teams have the below advantages using B2B data:

• Targeted marketing: B2B data allows marketing teams to target their marketing efforts to the right companies and decision makers. This increases the chances of success and improves the return on investment in marketing activities.
• Personalized messaging: B2B data provides insights into the target company's industry, size, and decision makers' job titles. This information can be used to personalize marketing messages and build stronger relationships with prospects.
• Improved segmentation: B2B data can be used to segment the target market based on factors such as industry, company size, and location. This allows marketing teams to create more effective and relevant campaigns for each segment.
• Better lead generation: B2B data can be used to generate leads by targeting the right companies and decision makers with the right messaging and offers. This improves the efficiency and effectiveness of lead generation efforts.
• Increased engagement: B2B data can help marketing teams to better understand the target company's behavior and preferences. This information can be used to create more engaging and relevant content, such as case studies, white papers, and webinars.
• Improved measurement and analysis: B2B data can be used to track the success of marketing efforts, measure engagement and conversions, and make data-driven decisions. This helps marketing teams to continuously improve their efforts and achieve better results.

RevOps

There are several benefits of using B2B data for revenue operations teams, including:

• Improved lead management: B2B data can be used to manage and prioritize leads based on factors such as company size, budget, and purchasing power. This helps revenue operations teams to allocate resources more efficiently and focus on the most promising prospects.
• Better alignment: B2B data provides insights into the target company's industry, size, and decision maker's job title. This information can be used to align sales and marketing efforts and ensure that the right messaging and offers are being delivered to the right prospects.
• Improved data quality: B2B data can help to maintain and improve the quality of data in the revenue operations system. For example, it can be used to update records, correct errors, and enrich profiles with additional information.
• Increased efficiency: B2B data can be used to automate many of the manual tasks associated with lead management and data quality. For example, revenue operations teams can use marketing automation software to manage leads and track progress.
• Improved forecasting: B2B data provides valuable insights into the target company's behavior, industry trends, and buying patterns. This information can be used to improve sales forecasting and make more informed decisions about resource allocation and sales strategy.
• Better insights: B2B data can be used to gather insights into the target company's preferences, needs, and buying behavior. This information can be used to inform product development and pricing decisions, and to optimize marketing and sales efforts.

By using data to guide their efforts, RevOps teams can improve the quality of data, align sales and marketing efforts, and achieve better results.

What are the different data points important for B2B prospecting?

B2B Data used for prospecting must have these data points:  

• First name
• Last name
• Job title
• Company name
• Business telephone number
• Business email address

How to append, enrich and keep your B2B data fresh?

Keeping B2B data fresh and accurate is critical to the success of sales, marketing, and revenue operations efforts. Here are some steps you can take to append, enrich, and keep your B2B data fresh:

• Append data: You can append missing data to your B2B records by using data platforms. This can help to fill in missing information, such as missing email addresses or phone numbers, and improve the accuracy of your records.
• Enrich data: You can enrich your B2B data by using data platforms. This can add additional information, such as company size, industry, and decision maker's job title, to your records.
• Keep data fresh: You can keep your B2B data fresh by regularly updating your records and removing outdated information. You can do this by using data platforms like SMARTe which enrich data in real-time.
• Validate data: You can validate your B2B data by using data validation services or by conducting regular data quality assessments. This can help to ensure that your records are accurate and up-to-date, and can improve the effectiveness of your sales, marketing, and revenue operations efforts.
• Monitor data: You can monitor your B2B data by using data monitoring tools or by conducting regular data audits. This can help to identify errors, update records, and ensure that your data remains fresh and accurate.

Conclusion

Overall, keeping your B2B data fresh and accurate requires a combination of regular data management practices and the use of platforms. By investing in data enrichment, you can improve the accuracy and quality of your records, and achieve better results in your sales, marketing, and revenue operations efforts.

SMARTe offers global and compliant B2B data with 70% mobile numbers in NA and 50% mobile numbers across EMEA, APAC, and LATAM.

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