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5 Metrics to Measure the Health of Your B2B Contact List

posted by Margaret Spencer on August 31, 2017

B2B Contact List

You can’t manage what you don’t measure. That’s according to an old business adage that’s still relevant in marketing today, especially now that marketers are drowning in an ocean of metrics and KPIs that let them know what works and what doesn’t. So what numbers should you be keeping track of to get a feel for how your B2B contact list is performing?

As you may know all too well already, everything in B2B marketing starts with your list. That’s why you need to keep this critical campaign component firing on all four cylinders. To find out whether your B2B contact leads database is really up to the task, here are the five key metrics you should always be monitoring:

 

  1. Inbox Placement Rates and Delivery Rates

Inbox placement rates (IPRs) and delivery rates are two distinct metrics that measure email deliverability, although they’re often incorrectly used interchangeably. Delivery rates count the number of emails sent that didn’t bounce, while IPRs only consider emails that actually made it into the recipients’ inbox.

These two numbers can indicate the overall health of your B2B contact list. Low IPRs and delivery rates are often taken as signs that a list probably needs some scrubbing and updating. Recent research from Return Path reports that average global inbox placement rates hover around 80%.

 

  1. Hard Bounces

Bounce rates refer to the percentage of total emails that were not delivered. Soft bounces happen when emails get rejected from the recipient’s server because of a full inbox. Hard bounces, on the other hand, take place when emails are not delivered because of invalid email addresses.

You want to keep an eye on hard bounce rates, since ISPs and mail providers view high levels of hard bounces as a sign of spammy behavior. To help minimize hard bounces, regularly scrub your B2B contact list for invalid or non-existent email addresses.

 

  1. Unengaged Subscribers

Unengaged subscribers are inactive contacts in your list that have yet to promptly opt out. These are subscribers who remain on your B2B contact leads database but haven’t opened or responded to your emails in a while.

Sending emails to unengaged subscribers can harm email deliverability, since doing this tends to trigger spam alerts in most ISPs. So, manage inactive subscribers with a reengagement campaign or by removing them from your B2B contact list altogether.

 

  1. List Churn Rate

List churn rate or attrition rate is the proportion of subscribers that either opt out or drop out of your list in a given period. Factors like the number of opt-outs, hard bounces, spam complaints, and subscriber inactivity are the main drivers behind list churn rates.

List churn tells you how fast your B2B contact leads database is shrinking. That’s why you need to acquire new contacts at a rate that exceeds the churn rate in order to grow your list. GetResponse estimates average annual list churn rates to be around 25%-30%.

 

  1. Spam Complaints/Reports

Every time a recipient marks your email as spam, you’re racking up spam complaints under your sender record. Once the number of spam complaints exceeds a given threshold, mailbox providers automatically classify your emails as junk. According to data from MailChimp, average spam complaint rates can vary from 0.01% to 0.04%, depending on the industry.

While spam complaints tend to reflect the quality of your email messages, they can also give you an idea about the quality of your B2B contact list. Email lists sometimes contain spam traps, which are email addresses created by mailbox providers to catch spammers red-handed. Clearly, it’s important that you find and remove this type of address from your B2B contacts leads database to help reduce the risk of incurring spam complaints.

Now, you know the crucial set of numbers that help you accurately gauge your contact list’s performance. To gain sharper insights on your B2B contact list, don’t just passively measure these metrics against industry benchmarks. Also actively run tests designed to optimize your database on a regular basis.

Posted in B2B Appointment Setting | B2B Contact Database | b2b contact leads database | b2b contact list | B2B Mailing Lists | Business | marketing | sales with no comment


B2B Prospecting: The Key To Getting More Sales From Your Sales Leads Database

posted by Margaret Spencer on July 14, 2017

If you have a sales leads database and still wondering why you’re not seeing that sales figures, that might be because you have fallen short in prospecting. It’s a common knowledge that there are a lot of ways to do this like employing cold calling and email marketing. So why persist in prospecting? Isn’t having […]

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Managing Data in B2B Appointment Setting

posted by Margaret Spencer on June 29, 2017

While conventional business procedures keeps on operating on the owner’s ruling and the producing benefit, nearly all of the widely-distributed business at the present work on data management. This kind of method for business was actualized with the aid of technological awareness of people and entrepreneurs. The volume of data expected to administer a specific […]

Posted in appointment setters | B2B Appointment Setting | B2B Contact Database | B2B Marketing | Business | Business Advice | Business Contact Database | Business Database | Contact Database | Contact Database | Data Records | data tips | Database | Database Leads | database specialists | lead acquisition | Lead Generation | Leads Database | marketing | marketing ability | Marketing Tips | sales with no comment


B2B Email Marketing: Preventable Mistakes in Conversion

posted by Margaret Spencer on June 19, 2017

Utilizing email and automation methodologies to drive clients in carrying out their vital move with business’ customers will occur in the stage of conversion. Up-selling an item or including a first purchase is excellent for e-commerce, appointment setting for service company and referral system for software company. These methods are only few of the best […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | Business | Business Advice | e-mail marketing | lead acquisition | Lead Generation | marketing | marketing automation | Marketing Tips | Qualified Leads | sales with no comment


Here’s Why Script Is Important in B2B Appointment Setting

posted by Margaret Spencer on May 26, 2017

It’s not entirely clear how important, but most, if not all appointment setters know that the calling script they use in reaching out to a potential client is important. Sure. Doing calls is not everything there is to a sales process, it’s only a part of your B2B appointment setting strategy. On the other hand, […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | lead acquisition | Lead Generation | marketing | marketing ability | Marketing Tips | sales | sales ability | telemarketers | telemarketing quality | telemarketing tips with no comment


B2B Appointment Setting: Don’t Assume!

posted by Margaret Spencer on May 18, 2017

Sales leads of poor quality frequently indicates inaccurate answers. Nevertheless, what if the answer isn’t generally what’s wrong? Consider the possibility that it may be what you thought the problem was. Sensibly, everything appears to be identical. Yet, under the surface, expecting the wrong problems could prompt more detriments (both with regard to leads and sales). […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | marketing | sales with no comment


How to Tell Your Lead Nurturing is Not Cutting It

posted by Margaret Spencer on May 2, 2017

Persuasion is always accompanied by frustration. Correct me if I’m wrong but persuasive influence among people is very hard to pull considering the fact there are other competitors that keeps on trying to take them away. Maintaining the influence might be the last thing in your to-do list but in all honesty, this is  one of the reason why […]

Posted in B2B Appointment Setting | B2B Leads | B2B Marketing | Business | Business Advice | Business Email List | Lead Generation | Lead Nurturing | marketing | Marketing Tips | sales with no comment


Gearing Your Sales People: What’s There to Know About the People in the C-Suite

posted by Margaret Spencer on April 5, 2017

Selling to the people in the C-Suite is on a different level. You can’t just pitch them your beaten script. After all, they are the decision makers. Talk to them on point and you’ll close sales faster. Nonetheless, with the advantages of going in on them directly, there’s also a lot of considerations to take […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | C-Level Executives | e-mail marketing | Fresh Leads | IT Leads | lead acquisition | Lead Generation | marketing | marketing ability | Marketing Tips | sales | sales ability with no comment


B2B Lead Generation 2016 Status Quo for the 2017 KickStart

posted by Margaret Spencer on March 21, 2017

An effective lead generation technique will have your sales pipeline streamlining with quality leads that can eventually convert. Correspondingly, in planning for that trump card of a technique, you need the latest marketing trends, technologies and data in order to know where you can adjust your lead generation efforts and gain satisfactory results. So here’s […]

Posted in B2B Appointment Setting | B2B Leads | B2B Marketing | Business | Business Advice | content marketing | e-mail marketing | Fresh Leads | IT Leads | lead acquisition | Lead Generation | Lead Nurturing | marketing | marketing ability | Marketing List | Marketing Tips | Qualified Leads | sales | SEO | social media marketing with no comment


B2B Marketing Strategy Stats in 2016 to Guide you this 2017         

posted by Margaret Spencer on March 13, 2017

With 2016 concluded, begin planning for your B2B marketing strategy for that another lap around the sun with these relevant data. The three most common lead generation strategies are email, event and content marketing. (DM News) Inbound organizations are 4 times as likely to rate their marketing strategy as effective. (HubSpot) Just 61% of marketers […]

Posted in appointment setters | B2B Appointment Setting | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | content marketing | e-mail marketing | event marketing | Fresh Leads | IT Leads | lead acquisition | Lead Generation | Lead Nurturing | lead nurturing tips | marketing | marketing ability | Marketing Tips | sales | sales ability | SEO | social media marketing | social media strategy with no comment


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