It is common for B2B companies to research or buy prospects lists for cold calling from Database selling companies. However most of these lists hardly provide any information on the person being called, except maybe his name and designation.
I am not sure, what is the success rate of such cold calling lists, but I am sure if the practice is still prevalent there must be some ROI in it for the companies buying them.
However, what I fail to understand is, why many of these companies have failed to add more information about these prospects on their lists when much of it is available on the Internet today.
Some might argue, why should it matter, well it should because if you know who you are calling, if you know what motivates them and interests them, then it makes it easier for your Inside sales guy to communicate your sales pitch to him better.
Also, if you look at it, cold calling and emailing might just be one way for reaching these prospects, if your list is well researched and gives enough information about your prospects you might as well pitch to them on a social network site in a more informal environment.
Most of our marketing efforts are measured basis the end result of our activities – number of responses to emails or number of registrations for our webinar. But what many marketers tend to forget is that it is their means that define their end, which means that if the lists they used to reach out for these activities are not well researched and targeted, the success of such activities is going to be questionable.
One lesson I have learnt over the years and believe every marketer should benefit from is, that the more you know about the person you are pitching to, the higher your chances of finding a common ground and striking a conversation.
If you want to learn more about how to build lists the new age way, register for this upcoming webinar http://www.leadformix.com/webinar-august-24-2011.html today!
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