20th December 2023

Improving success of outbound marketing campaigns in 2024 with sales intelligence data

A shot in the arm for outbound campaigning

For many contact and call centres, telesales is a central activity. Companies typically drive their outbound campaigning by building their own marketing contact lists using a combination of information sources, including:

  • CRM data: Provides a detailed view of a company’s customer base, including contact information, purchase history, and preferences.
  • Previous outreach campaigns: Results from other outbound campaigns can also be used to build marketing lists, identifying messaging and offers that are most effective at reaching target audiences.
  • List broker data: Including contact information and demographic data, to supplement a company’s own CRM data with new cold contacts and a wider audience.

One drawback to building campaign lists like this is that data may range from being hours to months old, which means campaign success rates are unpredictable.

However, through 2024, many companies are likely to add sales intelligence platforms as a data source to help improve the success of outbound campaigns. It is expected that global sales of this type of software will reach 3.4 billion U.S. dollars by 2024, a CAGR of 11.4% since 2019.

Factors such as the increased use of AI and machine learning to automate the sales process and the increasing use of company ‘technographics’ to identify buyer intent are set to improve prospecting, creating a compelling proposition for companies that wish to increase their market penetration.

Do conventional list brokers fall short?

List brokers have long operated by compiling and selling static lists of contacts based on broad criteria like industry, job title, or geography. These lists, often outdated and lacking in personalisation, have become increasingly ineffective in today’s dynamic and data-driven business environment.

Sales intelligence platforms, on the other hand, offer a comprehensive approach that transcends the limitations of static contact lists. They are capable of harnessing the power of real-time data, advanced analytics, and machine learning to deliver a more precise, personalised, and successful sales process.

Here’s a closer look at how sales intelligence platforms are redefining expectations for marketing data:

  • Real-time contact details: List brokers often provide outdated information with inaccurate contact details. Sales intelligence platforms constantly gather and update contact information from a vast array of sources, ensuring accuracy and immediacy. This overcomes the high bounce rates associated with conventional list data.
  • Intelligent personalisation: Sales intelligence platforms leverage social media data, purchase intent signals, and company insights to create highly personalised messaging that resonates with prospects. This is beyond the capability of conventional list data.
  • Purchase intent insights: Sales intelligence platforms track online activity, interactions, and buying patterns to uncover genuine purchase intent, enabling timely and targeted outreach. Conventional list data is unable to deliver such insight.
  • Ideal customer profile (ICP) matching: Sales intelligence platforms empower businesses to create granular ICPs and seamlessly match them with prospects who exhibit the desired characteristics. Conventional lists are unable to filter to this level of detail and precision.
  • Qualified prospects for higher conversion rates: Sales intelligence platforms deliver a superior pipeline of high-quality, sales-ready prospects with a significantly higher chance of closing deals. This capability is unmatched by conventional approaches to gathering data.

Boosting outbound campaigning with sales intelligence

For any company seeking to grow, adding data from sales intelligence platforms is likely to be an important consideration. With the ability to search data against your specific ICP criteria to identify prospects that are sales-ready and actively searching for topics and keywords related to your products or services, such data has the potential to transform the success of campaigns.

Faster outbound calling while staying compliant with Quvu

However you choose to build the lists that you use to drive your outbound campaigning, your telesales operation is more efficient and adheres to the regulatory requirements with Quvu.

Quvu lets your agents be more productive through the use of the fastest AI predictive dialler on the market, getting through more outbound calls quicker. It does this without breaking the regulatory requirements for frequency and dropped calls.

Book a personalised demo to see what Quvu can do for your contact centre. Or get in touch, call us on 01 556 3222 or email support@quvu.ie

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