Big Data in sales: an opportunity to enhance the sales area
Posted: Sun Dec 22, 2024 8:45 am
Big Data continues to gain ground in the commercial sector of companies. This trend is growing faster and faster, and its importance for this area is increasing at the same rate. According to research by Frost & Sullivan , the general data market generated around US$2.48 billion in Latin America in 2016, and Brazil represented 46.8% of this market.
With this expansion, solutions linked to Big Data are also becoming more solid. One of the reasons for this growth is how the data collected can help in the prospecting and sales process of businesses that adopt this technology.
To get a better understanding of this trend, in today's article, we'll learn a little about what it is and the impact it has on sales.
What is Big Data?
According to IBM, Big Data is “ any type of data – structured or not – such as text, audio, video, clicks, records and others” . When gathered, this data is used to generate insights and assist in decision-making. If you want a more technical explanation, check out our first post on Big Data .
Isolated data tends to be complex and Big Data has the function uk email address list of bringing it together and simplifying the information in order to provide important guidelines when making a strategic decision for the business and help the sales process to close big opportunities.
How big data can help sales
Using data collected from the internet as a whole, it is possible to identify potential customers, the methods to approach them and the best place to advertise your product. The data serves to further enhance the sales department's ability to pre-qualify the lead and include it or not in a sales process.
For a solution applied to B2B , through Big Data we can better define our target market, segmenting it in more detail. For example, mapping medium-sized technology companies in Belo Horizonte with more than 20 employees.
Following this line of thought, salespeople's power of influence increases considerably when they have data that helps them map the market. Using some data platforms, such as Econodata , it is possible to segment the market by region, size and sector. This way, you can draw up a profile of your prospect and predict their needs to adjust your sales pitch.
Having relevant information makes it easier to know how to relate to the prospect and show them what they want to know about your brand. In addition, you can have the following benefits:
1. Better lead nurturing with more targeted content
Using a data-driven strategy makes it easier to create content aimed at prospects with the aim of accelerating their journey through the sales funnel ; or customer relationship campaigns to build loyalty.
By using assertive data, nurturing becomes more refined and allows you to create a sequence of emails or calls that stimulate interest and focus directly on the prospect's pain points. This smooths out the way your product will be introduced when the company you intend to meet discovers the need and strengthens the solution your brand offers for the decision of your ICP (Ideal Customer Profile) .
The more detailed information your company obtains, the more power it will have to guide the lead through the purchasing journey – which in B2B is usually more arduous – and facilitate the sales process.
For example, by gathering data from your lead, you can maintain contact through more personalized messages, use efficient CTAs, and establish connections based on their interests.
2. Know your customer better
Through a big data solution applied to sales, the so-called Customer Analytics uses data collected on platforms, contact with the company and public interaction with calls made and emails sent to gain insight into their behavior.
There is also the possibility of doing more in-depth work on the company's relationship with the public and obtaining information about:
The level of customer satisfaction
The customer's idea of the company
Customer needs that the company did not meet
What leads expect from the product or service
This is information typically obtained directly from your CRM system or other sales support platforms that also use Big Data directly or indirectly.
These and other elements can indicate the safest path the company can take in relation to the sales process and suggest positive changes to boost results.
3. Market Intelligence
Market intelligence is always a strong ally in sales strategies; without it, high-performance prospecting cannot be achieved. In addition, the data obtained helps to discover niches with greater potential for profitability that can be explored.
To develop good market intelligence work, it is necessary to be equipped with information about the market, customers and competitors to carry out analyses that lead to assertive decision-making. In market intelligence, some elements must be studied in order to:
Know the current and potential customer
Know which segments can be best worked on
In which regions should there be greater activity?
To begin your intelligence process, start by measuring the size of your target market with our Market Calculator .
Also download our e-book:
Market Intelligence and Active Business Prospecting Guide (1)
Market Intelligence and Active Business Prospecting Guide
4. Active prospecting and lead generation
Prospecting for clients is a huge challenge and data is an important facilitator for managers who want to improve the performance of their sales team.
In active prospecting, the use of Big Data can solidify the basis of the business intelligence process in segmenting and researching the best approach to generate and transform leads into customers.
With this expansion, solutions linked to Big Data are also becoming more solid. One of the reasons for this growth is how the data collected can help in the prospecting and sales process of businesses that adopt this technology.
To get a better understanding of this trend, in today's article, we'll learn a little about what it is and the impact it has on sales.
What is Big Data?
According to IBM, Big Data is “ any type of data – structured or not – such as text, audio, video, clicks, records and others” . When gathered, this data is used to generate insights and assist in decision-making. If you want a more technical explanation, check out our first post on Big Data .
Isolated data tends to be complex and Big Data has the function uk email address list of bringing it together and simplifying the information in order to provide important guidelines when making a strategic decision for the business and help the sales process to close big opportunities.
How big data can help sales
Using data collected from the internet as a whole, it is possible to identify potential customers, the methods to approach them and the best place to advertise your product. The data serves to further enhance the sales department's ability to pre-qualify the lead and include it or not in a sales process.
For a solution applied to B2B , through Big Data we can better define our target market, segmenting it in more detail. For example, mapping medium-sized technology companies in Belo Horizonte with more than 20 employees.
Following this line of thought, salespeople's power of influence increases considerably when they have data that helps them map the market. Using some data platforms, such as Econodata , it is possible to segment the market by region, size and sector. This way, you can draw up a profile of your prospect and predict their needs to adjust your sales pitch.
Having relevant information makes it easier to know how to relate to the prospect and show them what they want to know about your brand. In addition, you can have the following benefits:
1. Better lead nurturing with more targeted content
Using a data-driven strategy makes it easier to create content aimed at prospects with the aim of accelerating their journey through the sales funnel ; or customer relationship campaigns to build loyalty.
By using assertive data, nurturing becomes more refined and allows you to create a sequence of emails or calls that stimulate interest and focus directly on the prospect's pain points. This smooths out the way your product will be introduced when the company you intend to meet discovers the need and strengthens the solution your brand offers for the decision of your ICP (Ideal Customer Profile) .
The more detailed information your company obtains, the more power it will have to guide the lead through the purchasing journey – which in B2B is usually more arduous – and facilitate the sales process.
For example, by gathering data from your lead, you can maintain contact through more personalized messages, use efficient CTAs, and establish connections based on their interests.
2. Know your customer better
Through a big data solution applied to sales, the so-called Customer Analytics uses data collected on platforms, contact with the company and public interaction with calls made and emails sent to gain insight into their behavior.
There is also the possibility of doing more in-depth work on the company's relationship with the public and obtaining information about:
The level of customer satisfaction
The customer's idea of the company
Customer needs that the company did not meet
What leads expect from the product or service
This is information typically obtained directly from your CRM system or other sales support platforms that also use Big Data directly or indirectly.
These and other elements can indicate the safest path the company can take in relation to the sales process and suggest positive changes to boost results.
3. Market Intelligence
Market intelligence is always a strong ally in sales strategies; without it, high-performance prospecting cannot be achieved. In addition, the data obtained helps to discover niches with greater potential for profitability that can be explored.
To develop good market intelligence work, it is necessary to be equipped with information about the market, customers and competitors to carry out analyses that lead to assertive decision-making. In market intelligence, some elements must be studied in order to:
Know the current and potential customer
Know which segments can be best worked on
In which regions should there be greater activity?
To begin your intelligence process, start by measuring the size of your target market with our Market Calculator .
Also download our e-book:
Market Intelligence and Active Business Prospecting Guide (1)
Market Intelligence and Active Business Prospecting Guide
4. Active prospecting and lead generation
Prospecting for clients is a huge challenge and data is an important facilitator for managers who want to improve the performance of their sales team.
In active prospecting, the use of Big Data can solidify the basis of the business intelligence process in segmenting and researching the best approach to generate and transform leads into customers.