When making a considerable investment, you want to be sure you do some background research before purchasing. You likely want to know the neighborhood when you’re buying a house and the fuel efficiency of your new car. But, what about selecting a B2B data provider for your business? It can be tricky to know which selling points matter the most.
Thankfully, we did the work for you! Here you’ll find a list of 5 key considerations to help you make a well-informed decision.
1. Quantity vs Quality
Don’t be fooled by marketing tactics, like boasting a huge database as the main reason to choose them. You’ll want to evaluate much more than the number of data points the provider has.
If there is only one thing you want your B2B provider to excel at, it’s accuracy. The size of the database means little if it’s not usable. If I tell you I have 1,000 contacts at a company with only 300 employees, you’re not getting a good deal. Machine processed, out-of-date, missing fields, or hidden behind additional paywalls— you don’t want to pay for data that provides no value.
While it’s impossible to guarantee 100% accuracy with contacts changing job titles, locations and companies, reasonable B2B data providers should reach as close to that number as possible. At SalesIntel, our contacts are human-verified. We email and call the contacts in our database to confirm their information is accurate and then reverify our info every 90 days, giving us 95% data accuracy.
If you’re still worried about the size of the database, you don’t need to worry. If we don’t have the information you need, we’ll find it for you through our Research-on-Demand feature. We want you to have a thousand contacts who will turn into deals instead of 100,000 contacts you can’t use.
2. Reach Leads Where They Are
While email still reigns supreme for initial sales outreach, there’s still a lot to be said about a phone call. Your sales team can personally connect with prospects, understand their pain points, and make customized solutions right away, as opposed to an email that may be sent to junk mail or ignored.
However, your sales team will struggle if they don’t have any numbers to dial. Many B2B data providers have gaps, leaving phone fields blank, filling them with the generic line for the company’s HQ, or listing a desk phone for an office which may be sitting empty as many continue to work remotely. Getting to the decision-maker can become a huge struggle and cause call reluctance for sales.
Make sure your sales team can dial decision-makers directly. Not only will you save valuable time, but you’ll also increase your chances of deals moving forward in the sales process. As you shop around, ensure direct dial and mobile numbers are included with your solutions package and aren’t an expensive add-on from the provider.
SalesIntel can help you quickly reach new leads where they are by boosting your dialing productivity. A study by ScaleX found that sales teams are 7x more likely to reach prospects using SalesIntel’s work mobile numbers. SalesIntel provided a dramatic improvement in the Dial to Connect Ratio (DCR) – each time a number was dialed there was a higher chance of of someone picking up the phone compared to other data.
3. Try Before You Buy
When B2B data providers are confident in their solution, you should be able to take it for a test drive. No matter which B2B data providers you consider, they should encourage, or at least offer, an opportunity to test and sample their data before purchasing their solution. Being forced to go in blindly is a red flag. You should be cautious. There is no way to confirm their data accuracy claims without trying it for yourself.
Sometimes it’s a live personalized demo, a week-long trial, or maybe a freemium solution where you have several free credits before needing to pay. With SalesIntel, we offer access to our B2B data with our free Chrome extension RevDriver. With RevDriver, you can access our contact data while on LinkedIn or while browsing company websites – jumpstarting your prospecting ability.
4. Read the Fine Print
If it sounds too good to be true— it probably is. Your B2B data provider should be honest and transparent with you about what you can expect from your partnership together.
The last thing you want is legal trouble because of your data usage. Follow your gut instinct. Double-check that the provider’s data is GDPR compliant and compliant with all laws regarding data usage. Your data provider should have detailed records of how they collect their data and what it is for.
Also, before you sign on the dotted line, you’ll want to check the fine print on your contracts. Certain B2B data providers may try and force you to delete their provided data if you switch vendors in an attempt to hold you hostage. They may also require you to give extensive advance notice to prevent auto-renewal, leading to costly fees if you cancel. You don’t want any surprises if you decide to change providers in the future.
SalesIntel’s contract is fully transparent. We ensure you know all the information you need upfront. We’re on your side and want to ensure you have the best possible experience.
5. What’s The Buzz
What are people saying about your provider of choice? You’ll want to check your provider has a good track record of providing exceptional customer service and rapid fixes. Often an issue can put your entire team on hold, so you want to ensure you’re treated as a priority.
Read reviews on sites like G2, Capterra, TrustPilot. Are customers generally happy and satisfied? You’ll be able to see a first-hand account of the experience after the deal is closed and the charm wears off. Do they deliver on their promises? Even if you’re a smaller company, you’ll want a guarantee that you can talk directly to someone and get your sales team back to work as quickly as possible.
Ready To Choose?
The high quality of our human-verified data, along with our excellent customer service, has enabled our customers to reach new prospects they would not have found otherwise. Get the support system your team needs to achieve revenue growth.
Try SalesIntel today to gain access to millions of human-verified B2B contacts and maximize the value of your data with features such as buyer intent signals, data enrichment, technographic and firmographic filters, and more!