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The importance of data is unbeatable and B2B businesses want to now focus on becoming data-driven enterprises. However, companies who want to make this transition need to have a ‘data mindset’ before shifting their focus on making data work for them. Various practices such as data inventory, data cleansing can help shape the right data strategy for organizations that want to use data for sales and marketing activities.

Before you think of data as the power-house for your enterprise, its best to evaluate the existing data and analyze it to be able to make it actionable.

So how can one truly become a B2B data-driven enterprise? Here are some things that you can adopt to make sure you have the right data strategy.

Data Culture:

Data handling is not just the job of data experts. In fact; any organization that wants to be data-driven should imbibe data culture; wherein each participant understands the true value of data. Data ownership should be a regular norm and the seriousness of data should be conveyed to the employees through the top influencers in the organization. Developing a data mind-set is equally important to be a successful B2B data-driven organization.

Data Inventory:

While we might want to look outside the company for data; it is equally important to conduct a data inventory within the company.  You will be surprised to find a lot of data already present in files, documents and other storage facilities; also in the forms of databases, records etc. within the company. This data needs to be extracted to be made available for usage. No data can become actionable until and unless it is treated to become valuable. The extracted data needs to go through data analysis; because there is always the possibility of degraded data to be found amid huge volumes of stored data; one that has become redundant in time.

Data Cleansing:

Incorrect data can hamper businesses more than not having data at all. Before you decide to use data for any marketing or sales activity, it is crucial that you only use data that is authentic, correct, and the one that is not out-dated. Using incorrect data can be hazardous and can lead to failure of campaigns leading to huge losses. Data inventory and data processing are therefore essential in making sure the data you have is usable and is actionable too. Since talking to the right audience matters a lot in B2B sales and marketing, the information about your prospect or the buyers’ journey is equally essential in building the right marketing strategies. Hence, the right data plays an important part in creating the right marketing strategies.

Trade shows, events and conferences have always been one of the most lucrative channels for generating leads and eventually more business. However, the impact of Covid-19 pandemic is huge and most businesses have lost great deal of opportunities in generating leads due to the cancellation of almost all the events.

As per the research statistics from Forbes, more than 35.3 million people planning to attend an event had to drop their plans. Many businesses and marketers are facing huge loses and are trying to cope up with this overwhelming situation. However, this calamity of catastrophic proportions is also forcing marketers to look at other viable options to keep their businesses running.

Let us discuss some of the most viable solutions that can help you keep generating leads and eventually bring more business, even in the absence of events and trade shows-

High Quality leads through Demand Generation:

Demand Generation involves comprehensive marketing tools and is a versatile and sophisticated method to directly generate revenues. Fuelled by inbound marketing, demand generation is a more holistic way of creating long lasting relationship with your prospects. Marketing and sales is closely aligned with demand generation and the results are high quality leads in no time.

Account Based Marketing:

With a more customized approach, Account Based Marketing proves to be the kind of focused effort that your business needs today in creating the desired results. This approach of ABM allows businesses to reverse-engineer sales and the aligned processes. By creating highly customized messaging, ABM targets specific customers addressing their specific needs. This increases the chances of achieving the objectives and thus APM works successfully and quickly in most cases.

Email Marketing:

Email Marketing can be a powerful tool for better outreach. Email marketing entails engaging the audiences with relevant, authentic and meaningful messaging and when done rightly, it is one of the best tools to attract leads.  Robust database and focused messaging that is tailored differently for different buyer personas can fetch the desired results. This is the time to leverage the advantages of email marketing to the fullest and fetch more leads than ever.

If your business is facing challenges in lead generation due to the cancelled trade-shows and events, click here to get in touch with us now! Our experts will help you out now and in the future too!