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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


A 5-Point Data Hygiene Plan for Your B2B Contact Leads Database

posted by Margaret Spencer on August 26, 2017

You may not know it, but you’re wasting at least 12% of revenues due to bad marketing data. That’s according to a review from Econsultancy that says bad data tend to directly impact profitability in as much as 88% of companies. That’s why proper data hygiene is as important as ever, since practically every marketer […]

Posted in B2B Contact Database | B2B Mailing Lists | Business | Business Contact Database | E-mail marketing services | Emailing List Provider | marketing | sales with no comment


The 5 Cases Where It’s Okay to Buy a B2B Contact Database

posted by Margaret Spencer on August 25, 2017

If you go around asking whether to buy a B2B contact database, chances are you’d soon end up being chastised for simply just thinking about it. This is a little unfortunate, since a bought list sometimes makes more business sense. In fact, there are specific cases where buying a list can potentially bring you better […]

Posted in B2B Contact Database | B2B Mailing Lists | Business | Business Contact List | Business Email List | Contact Database | Contact Database Provider | contact leads database | contact list | e-mail marketing | E-mail marketing services | Email List Provider | Mailing List Provider | marketing | sales | Telemarketing List with no comment


Is Your B2B Contact Leads Database Ready for the AI Revolution?

posted by Margaret Spencer on August 16, 2017

One of the main takeaways from Salesforce’s 2017 STATE of MARKETING report  is that investments in AI has outpaced spending in other marketing tech areas. B2B marketers are adopting AI technologies ranging from predictive lead scoring to chatbots in droves. But before you get caught up in the hype, there’s one thing you need to […]

Posted in B2B Contact Database | B2B Leads | B2B Mailing Lists | Business | Business Contact List | business directory database | Business Mailing List | Contact Database | Contact Database Provider | contact leads database | contact list | Contact Lists | Database Providers | marketing | Marketing Tips | sales | Uncategorized with no comment


The B2B Consultative Selling Approach

posted by Margaret Spencer on August 3, 2017

Peoples’ way of buying have dramatically changed over the years. In the past, buyers had to approach the seller early in the sales process in order to research information for their purchase. The buyer needed information and the seller had it. Seller had the power to influence the sale as they come back with more information […]

Posted in Business | Business Advice | lead acquisition | Lead Generation | sales | sales ability with no comment


6 Signs Your Email Marketing Service Provider Is Doing It Right

posted by Margaret Spencer on July 28, 2017

Email marketing is far from dead. In fact, a recent survey conducted by Ascend2 revealed that using emails is the first of the top three most effective digital marketing tactics used by more than half of companies with a rating of 61%. Also, according to Hubspot, 59% of B2B marketers consider email as the most […]

Posted in B2B Marketing | Business | Business Advice | e-mail marketing | E-mail marketing services | lead acquisition | Lead Generation | Lead Nurturing | marketing | marketing ability | marketing automation | Marketing Tips | sales with no comment


3 Reasons Why Savvy B2B Marketers Do Email Marketing With Purchased Contact Lists

posted by Margaret Spencer on July 20, 2017

When handled correctly, you can take advantage of purchased contact lists to its full potential. That is why savvy B2B marketers include purchased contact lists in their must-haves especially when running email marketing campaigns. Here are three reasons why they just love to do so. It lets you kick-start your email campaign right away. Inbound […]

Posted in B2B Contact Database | B2B Leads | B2B Marketing | Business | Business Advice | Business Contact Database | Business Contact List | Business Database | business email database | Business Email List | business email lists | Business List | Contact Database | Contact Database | contact database for email marketing | contact list | Contact Lists | Custom list | Database | E-Mail Lists | e-mail marketing | email database list | email lists for lead generation | Email Marketing List | lead acquisition | Lead Generation | marketing | Marketing Tips | sales with no comment


Sending To Your Bought B2B Contact List Like A Boss

posted by Margaret Spencer on July 17, 2017

  Developing your B2B contact database in a short amount of time or even overnight isn’t so impossible! How? You can’t go wrong in buying a B2B contact list! However, some  business owners are reluctant to use bought data. They view sending to a contact list as risky. But that should not be the matter […]

Posted in B2B Contact Database | B2B Marketing | Business | Business Advice | Business Contact Database | Business Contact List | Business Database | Business List | Contact Database | Contact Database | contact list | Contact Lists | Data Records | data tips | Database | lead acquisition | Lead Generation | marketing | marketing ability | marketing automation | Marketing List | Marketing Tips | 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 […]

Posted in appointment setters | B2B Appointment Setting | B2B Contact Database | B2B Leads | B2B Marketing | B2B Telemarketing | Business | Business Advice | Business Contact Database | Business Contact List | Business Database | Business List | Contact Database | Contact Database | contact list | Contact Lists | Database | lead acquisition | Lead Generation | Leads Database | marketing | marketing ability | Marketing Tips | sales | sales ability | Sales Leads Database | telemarketers | telemarketing tips with no comment


Getting B2B Sales Done in B2B Marketing

posted by Margaret Spencer on July 13, 2017

The art of persuasion is any sales representative’s weapon. At best, they can make a prospect say that consecutive yeses. This is their part as a business educator. However, they still need to be present at the signing of contract in light of the fact that objections may arise despite of it being the end […]

Posted in B2B Marketing | Business | Business Advice | marketing | marketing ability | Marketing Tips | sales | sales ability with no comment


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