Successful B2B marketing today requires finesse. As the CEOs, CMOs, and wide-ranging leaders of our respective organizations know, market success begins and ends with a winning CRM or database. While tactics involving outreach, marketing mixes, and follow-ups vary, B2B victors all have one critical element in common: a systematic, carefully planned, out-of-this-world CRM/database. The trick, however, is in finding/creating a truly meaningful list of prospects with which to seed it. This is the first step in the course of a successful B2B marketing program.
Understanding what and who your ideal prospect looks like is one of the most difficult steps in the process. B2B leaders must have a complete grasp of exactly who their target is – from industry sector to geographic elements to organization size, etc. Knowing what data is important to your company will generate an accurate avenue to populate your CRM.
Clearly, the