August 11, 2022
3 mins read
Easy as ABX – Data is Only Worth Buying if it’s Relevant
3 mins left
Not all data is created equal.
Yet, there are probably countless data vendors and providers in your inbox making offers on databases, and you’re also likely on the hunt for some new prospects you can target.
But before you go out and sign on any dotted lines to acquire any data, it’s imperative that you’re sure the set is not full of inaccurate or outdated data that will not only be useless in your quest to increase revenue for your business, but it will ultimately be creating more work and unnecessary noise as you sift through and search for those few golden opportunities.
Let’s discuss how to ensure that moving forward you only acquire useful, relevant data.
In an ideal world, you first need to understand your ideal customer profile (ICP), so that you can bring in the data that will provide you with the highest amount of contacts that make sense for you to go after. Once you have that part figured out, the next step is to determine which of those companies in the ICP have known and anonymous buying committees, and whether they are:
As well as where they are on your buyer journey (which is key to knowing what messaging to use).
Having the ICP, the account’s intent behavior, and their buyer journey step should suffice to determine whether they should be in your database.
The next filter in your data relevance search is to decide what type of data (company information, financials, hierarchies, news/events, and relevant contacts) you and your sales team need in your CRM/MAP to succeed –– and buy only that.
Anything else is a waste of budget, time, and resources. Your team can definitely make better use of their time than to spend it figuring out how to cut through the noise!
Now, when we talk about data –– what do we mean?
And when you bring all of that data together in one place (both first- and third-party), what do you get? Account Intelligence.
The power of having insight on all of that anonymous and known buyer committee activity, combined with all the required data on those companies –– in your hands and in the platforms you live in –– is that you’re able to better prioritise your efforts, sync your messaging, and gain control of your prospects’ buyer journey from the very beginning.
That’s the Demandbase way.
We help our clients identify exactly what data they need, and supplement, enhance, and clean the data within their MAP/CRM so their sales teams can focus on the right accounts, with the right message, and have the data they need to succeed –– all at their fingertips. This is smarter data buying!
The result for you:
We’re always available to show you exactly how you can get only the data you need (within the platforms your sales and marketing teams already leverage), and nothing more.
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