Typically the first person to make contact with a lead, sales development representatives (SDRs) are key members of any sales team.
An SDR is tasked with prospecting, outreach, moving leads through the sales pipeline, and lead qualification. Everything that an SDR does needs the backing of accurate, verified B2B data.
This is not new, but in fact a growing trend. According to research by Gartner, an estimated 60% of B2B sales organizations will transition from intuition-based and experience-based selling to data-driven selling by 2025.
Without B2B data, SDRs may struggle to reach their goals and targets. Data adds value to your existing B2B sales database or CRM, creates richer contact profiles, and accelerates sales. By having more accurate data, our users have seen a 50% hike in their prospecting efficiency.
If you want your SDRs to excel and empower them to achieve more success, you need to invest in sales enablement tools and equip them with top-quality B2B data. Here are the five most important types of B2B data your SDRs need to start using right now:
1. Firmographic data
Firmographic data is the demographics of companies. They include information like company size, annual revenue, location and industry. Your sales team needs to have this information to effectively segment, qualify, score, and prioritize their B2B sales leads. With the segmentations, they can craft a targeted list of prospects using the company location(s), employee size, industry, and annual revenue.
Firmographics also help determine which B2B sales leads are the best match for your company’s Ideal Customer Profiles (ICPs). Once you are confident in your buyer persona, your SDRs can work alongside account-based marketers to leverage firmographic data, enabling them to identify top-value accounts and reach their decision-makers with a tailored approach.
By having this firmographic data, you can also empower your SDRs to create customized sales pitches, personalized sales messaging, and assess the readiness and potential value of B2B sales leads.
2. Technographic data
Your sales team can also target companies based on the technology or sales enablement tools that they use. This is referred to as “technographics.”
Technographics can be a powerful addition to your B2B sales database. They provide a detailed picture of a company’s technology stack. This type of B2B sales data will let your SDRs know which technology a target account is likely to purchase, or how they are utilizing their existing technology.
This information also provides indications of a prospect’s attitude toward specific software, as well as their technology challenges and purchasing behaviors.
Your SDRs can utilize these insights to determine an account’s “fit” score, reduce sales cycle times, and segment their audience. Moreover, they can better align the solution they’re selling with the technology needs of target accounts.
3. Buyer Intent data
Your SDRs can utilize buyer intent data to quickly identify and reach ready-to-buy prospects. It also helps them to prioritize leads to speed up your sales cycle.
When given this information, SDRs can identify “in-market” prospects, decipher their purchase intent, and even see what topics they’re researching. Buyer intent data also helps gain in-depth insights into the behaviors, pain points, and needs of high-intent prospects.
Through this insight, your SDRs can develop more meaningful sales conversations, personalize outreach efforts, and have in-depth knowledge about individual target contacts.
Furthermore, intent data can alert you when prospects or customers look at a competitor’s product or research a competitor. Your sales team can then outpace the competition, reaching buyers before your competitor does and reducing churn.
3. B2B contact data
Your SDRs need to be able to reach prospects at the right companies, and to do so they need accurate contact information.
Sales representatives spend only about a third of their time actually selling, according to HubSpot. The rest of their time is spent doing administrative tasks like sending emails, researching, or sorting through data.
As a sales leader, you can turn this situation around by providing your SDRs with verified B2B contact data. With accurate B2B contact data at their fingertips, your SDRs will be able to directly and quickly reach decision-makers at target accounts to prospect, nurture, or follow up with.
One way to enable the cost-effective, hassle-free collection of human-verified B2B contact data is to use sales enablement tools like RevDriver. This free Chrome extension will also allow your SDRs to export high-quality B2B contact data to their CRM with ease, right from a company website or LinkedIn profile.
4. Psychographic data
Psychographic data is essential if you are to create complete, actionable buyer personas. This allows you to create specific profiles of your target audience beyond simple demographics.
Your SDRs can use psychographic data to understand the psychological characteristics of prospects, such as their lifestyle choices, interests, attitudes, desires, and values. Psychographic data also enables SDRs to emotionally connect with influencers and decision-makers. Knowing more about their behaviors and preferences, SDRs can leverage this psychographic intelligence to craft personalized pitches for whomever they are speaking to. They can then present the product they’re selling in a way that meets the expectations of prospects.
Psychographics will help your SDRs to know what influences the purchase decision of prospects psychologically.
Select the Best B2B Data Partner
If you’re looking for a B2B data partner, SalesIntel is a great choice. Known for our 95% accurate, human-verified B2B contact and company data, we aim to be the provider that our users trust. In fact, to avoid any chance of data decay or bad data, we reverify our B2B contact data every 90 days and offer an industry-leading data enrichment service– Research on Demand. If we don’t have the data you need, we will find it for you.
SalesIntel has millions of human-verified contacts and has the highest number of mobile numbers in the industry, empowering your sales teams to succeed. In fact, a recent case study revealed that sales representatives are 7x more likely to reach prospects using our mobile numbers.
Schedule a demo now to see how utilizing sales enablement tools like SalesIntel can empower your SDRs to excel with access to best-in-class B2B data.