Sales for Business Require Accurate Data
We live in a time when data is so omnipresent, that the meaning changes in different contexts. Everything has become data to the point where business to business data could mean a plethora of things.
Let’s start from understanding what kind of data we refer to on this website. Here at whoiswhere when we say “data” we mean contact and demographic information about businesses: contact details, names of people within the company, business data, statistics about numbers of businesses etc. The kind of data which used to be stored in a Rolodex and used by sales people for decades, and highly regarded as one of the most valueable business assets.
Business information, data, or knowledge about the market is what drives sales and marketing – and therefore your business. So from the moment you start thinking about a new business all the way to when you want to exit it, this information is crucial.
What do you know about your target market today? Can you define it? Do you know the size of it? Do you have a vague idea of its size? Or maybe you explored it years ago and never looked at it again … care to see if something has changed?
Why does the size of the market matter anyway? Because sales is always a numbers game. In B2B sales, the more companies that are in your target market, the more customers you are likely to have. Of course, you could sell more in a target market of 20, than someone targeting 20,000, because size isn’t the only factor. Yet, if your target market is 20 and you only know 5… you are leaving money on the table because of lack of information/data!