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

Is Your B2B Contact/Leads Database Ready for the AI RevolutionOne 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 nail down before you start applying AI into your marketing processes: Is your B2B contact leads database ready for AI at all?

To answer this, we first need to separate the reality and the publicity behind AI’s capabilities in B2B marketing today. MarTech Advisor points to four key areas where B2B marketers can realistically expect AI to lend them a helping hand:

  • Scoring and ranking leads.
  • Segmentation and content personalization
  • Discovering and implementing Marketing automation strategies
  • Sales enablement and acceleration

At its present development stage, the best that AI technology can do is allow you to carry out the tasks in each of the above activities more efficiently. While some aspects of AI can uncover prospect behavior invisible to the unaided human B2B marketer, the reality is that AI remains just a tool, and tools are only as effective as the persons and processes using them.

So if you think AI has a place in your marketing toolkit, you first need to take a good look at your B2B contact leads database.

Like everything else in marketing, AI depends on good data. The data currently sitting in your CRM and datasets you’re about to collect need to meet some basic requirements before starting AI-enabled campaigns. In an interesting video series, Brandon Rohrer at Microsoft Azzure thinks of data science and AI as a lot like making pizza: the better the ingredients (your data), the better the final product (marketing insights).

There are four qualities that any dataset must satisfy to be ready for AI and data science:

  1. Relevant: Do the fields and records in your B2B contact leads database help you answer the questions you’re exploring? For example, which lead attributes in your CRM influence the likelihood that a prospect turns into a customer within the next quarter?
  2. Accurate: How reliable are the models/profiles generated from your marketing database? Do the records contain incorrect, outdated, redundant, or invalid entries?
  3. Connected: Are there significant gaps in your marketing data? What percentage of records contain empty fields?
  4. Sufficient: Do you have enough records to build robust AI models?

While each of the above criteria is important, we need to carefully consider sufficiency. AI requires data–lots of data. The algorithms that power most AI applications run on vast amounts of examples in their training set. In general, the more examples you use to train an AI algorithm, the more accurate the resulting model gets.

So before you think about applying AI in marketing, you first have to bring your contact leads database up to snuff.  Use the previous ideas as your guidelines and maximize the power of artificial intelligence.

For B2B Startups: What to Put in Your Lead Scoring Matrix

Knowledge and application about lead scoring are critical when entering the B2B  enterprise. It is a strategy that makes an objective system for ranking B2B leads. That is, potential clients are distinguished by attaching values to them in view of their actions concerning a product or service. Though these values may differ among companies, for the most part, it is featured by the leads’ interest towards the business or their places in the purchasing cycle.

For B2B Startups: What to Put in Your Lead Scoring Matrix

Lead Scoring Matrix is a tool used to facilitate such ranking of B2B leads. It is composed of two categories, explicit and implicit.

1. Explicit – refers to the fundamental information about B2B prospects that determines how significant are they to your business’ target demographic. The following fields should be found in this category:

*Company Name




*Job Title

*No. of Employees

*Products Purchased



*Lead Source



*Environment Technologies (CRM, ERP, etc.)

*Email Type (personal, professional)

2. Implicit – pertains to the behavioral information of your B2B prospects (i.e engagement activities they have done pertinent to your business) that determines how ready are they to begin a conversation with your sales. The following fields should be found in this category:

*Website traffic (Frequency, pages viewed, and the duration)

*Phone calls (No. of phone contacts with reps and length of conversations)

*Press release (No. of views, article type, and article sharing activity)

*Books/eBooks (Publications viewed, ordered or downloaded)

*Requests (White papers, infographics or product manuals viewed or downloaded)

*Subscriptions (Newsletters, updates, news or other progressing content)

*Video (Frequency, tag searches, and duration)

*Webinars (No. of webinars attended, duration of attendance and most recent event attended)

Lead scoring is an essential practice that can enhance your general sales efficiency. It guides other businesses, not just the B2B enterprise in recognizing potential clients, organize leads in view of their suitability and interest level and enables you to assess whether a prospect should be nurtured first or advance through the sales pipeline.

N.T.K about Data Purchasing: Don’t Expect for a perfect Data List (And Here’s Why)

I bet you’re wondering what’s N.T.K  and here what it means Need To Know, and I bet all of you have that same question going through your mind every time you’ll think about purchasing a Data List. “Will it be accurate or Will it be Perfect?” but as an Online Researcher, I could honestly say, “Don’t expect much on your requested list”

Email list or Phone list is essential when you’re into email marketing and telemarketing, without these lists, you’ll be the one searching for it and prepare the necessary adjustment. With that being said, you definitely think about data purchasing, but you also need to know that some of what you’ll ask will not have the same result as you wished and here’s why:

  • Industries in a certain place/country are limited
  • Not all company’s personnel give personal/private information

Read more

Comprehensive Categorization of Content Marketing

Many writers and editors dilemma are into producing new and authentic topic by not compromising the quality of work, especially in b2b content marketing. This happens when these people ran out of new ideas of what to present in a weekly basis or daily basis even. The problem is not the lacking of idea but how these ideas can be used to create new, or in other critics, can be a new category with the used of categorization. Read more

Efficient Telemarketing Tips

The peak of the B2B telemarketing is to close a sale no matter what. Easy said than done and as far as it goes, most telemarketers are struggling to close a deal. Whenever you try to think about the clients that never had any interests in dealing business, telemarketers tend to be drowned in frustration mostly under the pressure of their boss. The running quota of everyday call figures seems far from the reality and the pressure seems unending. Read more

Data Cleansing Tips for Lead Optimization

Looking for a qualified lead is just like finding a needle on a pile of haystack. The chances of getting the right are one in a million. Looking at the point value will sometimes make it hazy to point out what is really important in the set of data. Lead generation firm are finding the best solution to reduce the noise of irrelevant data in their database. The company takes no consideration of information at all at any given time. Now, data miners are actually planning to reduce this data specification by cleansing the data noise.

Read more

Amplifying Data and Expansion of Email Interaction Tip #2

Statistical Data and Attitude is another way in emailing strategy. Before anything else, in starting up in distribution of your email, you can begin with using the data wherein you can factor out the Statistical data of your prospects. This statistical data should include the following and then after you can follow up the pattern of action or attitude of your customer when it comes to using or buying your service.



Specification of area or location is important for state-based or area-based promotions. This type of promotions requires the quality and necessity of the product based on the particular area. Funneling down the specific area can help you target the actual prospect that has a higher chance of buying your product. These includes offers as well which may in return needed in that place. The problem in this type of targeting is that it also includes the time. For example, Texas only needs more utility service during Fiestas and such, thus only have limited to offer such service. But given so, this targeting is effective overall.


Specification of gender is important for gender-based preference promotions. Referring to such change in nature of your data may require such changes as too when it come in changing the preference gender of your prospects. Say for example that your prospect today may not be the same gender after a year or even a month. Content email list also provides how your email will be effective against your prospect.


Talking about the age does necessarily mean the young or old or mid-aged. It is a wide bracket that behaves differently in time. It starts with people aging from 18 years and above. The age-based targeting goes along with gender-based category. The two will determine the type of target of email lists.

Job title-based

This is vital when it comes in sending the proper email to your targeted clients. Imagine that you will be mistaken in sending an email of an employee member to a CEO member. That will sure eliminate the chance of you getting a prospect. Being appropriately accurate of the job title will dramatically increase of your chance of acquiring a lead.

Average purchase-based

This targeting is minimal. You only need to analyze the average usage of your current client in determining what and how you would blast an email to them.

Latest interaction-based

Determining the latest interaction can secure and persuade the consumer. This comes along with the use of what they did the last time and will  be follow up by a good offer through emailing.

Quality Audience Data and its Origin

One trend in database management in B2B marketing and lead generation come the quality of data being gathered and used in the business. Database manager’s most common problem is how will they look and find a quality target in their database. Often they would come up with the idea of prioritizing quality leads in order to have a good number as results.

In the article 5 ways to evaluate the quality of audience data, wherein the procedure from the writer are briefly discussed in order to have a comprehensive understanding how quality audience are derive to produce. The key term buying audience are defined thoroughly such fetching the data from a original source up to the second and third party outlet herein. The critical understanding is that not all data area created equal thus implying that some data are just junk.

The framework of evaluating the quality audience data herein are summarized for you not get bored while reading it. There are rubric of evaluation as follows: source, mechanism, methodology, freshness, and price.

The source or the point of origin or in other words which one’s data came from. One must understand in order to know how much you will be getting. It starts from the first party or your own websites. The visitors are being saved and this is the most quality in all data being gathered upon. Next is the second party data or from someone else’s website you know that helps you gather more visitor. Lastly is the third party that usually comes from an unknown party or can hardly be verified. Third party data generally come from data management platforms.

Here and there you can choose from where your quality data will come from. Suggestion for the first party website is the best because of this, direct contact from the lead customer is much higher and the verification are less longer.

The second party in the moment is less quality but not because it does not come from you. Keep in mind that these data comes from another source in which the chance of having a quality data and lead are subjected to 50 percent reduction. Thus also the second party sources are already second hand and not raw. That means that the sources are much likely have been offered already by the first party from where it came from.

Lastly is the third party contributor on your data by which it aggregate and normalize audience data from a multitude of data providers, publishers, and other sources. Due to the opacity of most third-party data, it’s prudent not to automatically assume that it is of high quality or from a trusted source. Keep in mind that the freshness (or data age) is often unknown, and most third-party data providers rely on browser cookies as the underlying mechanism.

Putting Business in Touch


It is with no doubt about the fact that B2B telemarketing is an intense, gruelling job that is not for the faint at heart. However, one can certainly make things easier by following time tested techniques that have been implemented by the best telesales of all time. The first among these tactics for effective B2B telemarketing is to ensure that one is always in high spirits, full of energy and raring to go. There are many ingredients for this kind of ideal scenario. Some say it comes with experience, while others attribute it to having a good day when everything falls into place. More or less, it is a state of mind that has to be inculcated. It’s also important to stay focused and on the desk. There are plenty of distractions one may be exposed to, but to get to the desired target, it’s necessary to be as committed to timelines and the schedule as possible. Unlike the traditional and exhausting face-to-face interaction, telemarketing requires agents to do a bit of legwork and research to contact the leads and in order for the call to be effective. Before calls are made, telemarketers ought to possess an updated B2B telemarketing list, which contains the basic profile and varied contact numbers of the key contact person of one firm.

Generating targeted contact lists are at the heart of B2B telemarketing. This thought-out contact specific list only holds the details of businesses and people within those businesses that have been identified as potentially beneficial to the marketer’s business. Targeting the right businesses that have the potential to be the marketer’s customer is essential. B2B telemarketing ensures that business-to-business leads are focused and business specific.

Sales leads lists are one of the many tools businesses in all industries are utilizing for their direct marketing and telemarketing campaigns.  While the lists may vary between cold and warm customers, they are a chance to open the door into sales presentations and price quotes.  When marketers are searching for list providers, there are several things they should consider to make a wise investment.  Their reputation could depend on the reputation of the company they choose.

Leaving Nothing To Waste—The Contact Database For Email Marketing

Examples of manual advertisements include referring out flyers and renting ad spaces in magazines, newspapers and billboards, and in other forms of media. These are widespread approaches of advertisements in order to reach out to a great deal of audience; this is deliberated to be the classical technique to promote company products and services.Advertising complete direct means may mean for the advertisers to get creative. This marketing strategy helps companies to reach out to many prospective customers in the shortest time possible since the internet and emails has under no circumstances lost its reputation as the well-known form of communication and advertising. There are database for contacts used in email marketing that can help ease the tiresome development of looking for contacts. Marketing through emails arranges for more interaction for addressees.

1.)   Supporting communication in the middle of the existing prospects and current customers so as to guarantee that the products and services presented are still in the lead of every customers’ list of preferences and;

2.)   Rise of responsiveness in customers and leads. Getting more responses means that the contacts are truly interested in the advertised products and services.

3.)   Sustenance. Sustaining communication in the middle of the existing prospects and current customers so as to guarantee that the products and services presented are still in the lead of every customer’s list of preferences. Read more