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5 Best Practices for Measuring the ROI of your B2B Email Lists in 2019

5 Best Practices for Measuring the ROI of your B2B Email Lists in 2019We already went over four proven tips to help you accurately and reliably gauge the ROI of B2B email lists. Now, let’s revisit those crucial ideas and explore new ways for determining your list’s impact on overall marketing and sales results.

It’s typically hard to correctly determine the ROI of most targeted email lists since they’re mostly used for top-of-funnel activities. This means that, by the time a lead becomes a customer, the touch points associated with the contact list that contributed to the sale are often difficult to trace since they took place at earlier stages in the process.

To get around this, the following tips can help you reliably measure how much revenue your B2B email lists enabled your campaigns to generate:

 

1. Determine precisely where contacts come from

In order to accurately gauge ROI, you need to find out where every contact that becomes part of your list originated from. Did a lead come from organic sources? Which paid source did a particular database record pass through before entering your funnel?

For your B2B email list, this means having separate fields that report where and how you got the contact information.

 

2. Refine your sales funnel stages

There’s a surprising statistic from MarketingSherpa being thrown around that claims 68% of marketers haven’t yet identified their sales funnel. If you happen to be part of this group, you need to define and refine the stages in your sales funnel right now.

What are the steps a prospect goes through before being deemed sales-ready? What actions constitute a conversion in each of these steps?

 

3. Track and score leads throughout your funnel

Once you’ve established the precise steps that a prospect has to go through in order to turn into an opportunity, you now need to assign points that indicate how sales-qualified that particular lead is.

This is called lead scoring and is a crucial component of accurately measuring marketing ROI. Points are assigned based on the lead’s attributes (demographic and firmographic details) and their actions (interest and intent).

 

4. Match closed deals with past touch points

Now that you’ve got contact source information and lead scores recorded in your custom targeted database, it’s time to take a look at the data for deal closes. These closes should be tied back to the series of touch points that preceded the deal.

Marketingprofs says there are four categories of closes based on source and nurture history. It’s important that you identify the right classification for a particular deal, so that credit and attribution can be correctly given.

 

5. Apply a suitable attribution model

An attribution model is a set of rules that tell you how to distribute credit for results among the different channels and tactics in your sales process. Typically, attribution models are used to determine how much a given channel or tactic contributes to revenues.

There are different types of attribution models. You need to find the best one that fits your process and requirements. Bizible provides a helpful overview on various attribution models, which include:

  • Last touch: The touch point immediately before the sale gets 100% of the credit
  • First touch: The first touch in the sales cycle gets all the credit
  • Linear: Credit is evenly distributed among the channels/touch points
  • Time decay: Touch points closer to sale get bigger share of credit
  • U-shaped: First and final touch points get 40% each, while the rest get the remaining share

With these five best practices, you can now reliably and consistently measure the ROI of B2B email lists. The main idea is that your targeted database does contribute to the revenues your marketing and sales processes generate, provided that you’re using it correctly in your campaigns.

This article was originally posted in September 2017 and has been updated to reflect developments in the topic.

B2B Email List Deliverability: Authentication Best Practices

If you’re seeing low or declining deliverability rates for your B2B email list, chances are your sender reputation isn’t exactly up to snuff. There’s a ton of factors that ISPs check when determining sender reputation, and one important aspect is the sender’s email authentication setup.

This needs to be a critical area of focus in your email deliverability best practices. That’s what we’ll talk about in this updated blog post.

Email authentication helps ISPs prevent forged emails from reaching their users’ accounts. In other words, it’s a way to prove that an email you sent really comes from you (not some sender pretending to be you). From this, it’s easy to see why your email deliverability best practices should also include sender authentication.

 

How Email Authentication Works

Email authentication allows ISPs to properly identify the authenticity of emails their users receive. When a receiving server gets an incoming mail, it verifies whether the message really did come from the sender. To do this, it checks for specific pieces of information in your email and DNS records.

According to SparkPost, the email authentication process varies from approach to approach but typically consists of the following steps:

  1. A business or organization that sends emails establishes a set of authentication policies.
  2. The email sender configures its mail servers to publish and implement these policies.
  3. The receiving server authenticates an incoming email by referring to the sender’s policies.
  4. The receiving server accepts, flags, or blocks the incoming email based on the results of step 3.

In the next section, we’ll go into steps 1 and 2 in greater detail, plus outline the specific ways to set up email authentication.

 

How to Set Up Email Authentication

We’ve seen that email authentication affects sender reputation which, in turn, impacts B2B email list deliverability. To set up authentication for your email marketing program, follow these quick steps:

 

Step 1: Use SPF and DKIM authentication

Sender Policy Framework (SPF) and DomainKeys Identified Mail (DKIM) are authentication protocols stored in the sender’s DNS records. These contain the “pieces of information” we briefly mentioned earlier that ISPs use to check an email’s authenticity.

Simply put, SPF and DKIM prevent the bad guys from impersonating you as the sender. The details can get a little hairy, but the important thing to keep in mind is that without SPF and DKIM, there’s no way for ISPs to be sure it’s really you who’s sending the email.

 

Step 2: Record all your sending IPs

The sending IP address is the numeric label that uniquely identifies every sending source you use. It serves as the passageway through which emails are sent to your recipients. You need to let ISPs know all the sending IP you use (including those of your email service provider).

This is achieved through what’s called a reverse DNS record. Reverse DNS records do the opposite of what normal DNS records do; they return the name associated with a given IP address. Without a valid reverse DNS record, many ISPs will block your emails.

 

Step 3: Put it all together

Reverse DNS records, SPF, and DKIM are the three basic DNS entries to help ISPs authenticate your emails. Once you’ve already set all of these up, here’s how to put them into action:

  • Create your authentication record on SPF and DKIM, then publish them
  • Configure your mail server to sign outgoing mail with DKIM
  • Test your DKIM, SPF, and reverse DNS records

 

Step 4: Use a genuine, personal From name

The final step doesn’t involve anything fancy, but is arguably the most important one. Make sure that your emails’ From line contains an authentic name of a person. Avoid departmental or role-based addresses like marketing@xxyzcompany.com. You want to build a personal relationship, so it pays to start connecting on a personal level.

 

Conclusion

Now start building your sender reputation with these email deliverability best practices in mind. The main takeaway is that being authentic doesn’t end with email verification protocols. It’s all about building a long-term relationship with the people in your B2B email list.

This blog article was originally posted in 2018 and has been updated to reflect recent developments in the subject area.

Run These 6 Data Hygiene Checks On Your B2B Email Lists Before Your Next Campaign

Run These 6 Data Hygiene Checks On Your B2B Email Lists Before Your Next Campaign

Whether it’s B2C or B2B, email marketing has always been an excellent approach to nurture prospects, convert sales-ready leads, and solicit repeat and referral business. However, in order to be effective, your contact list requires a solid foundation. And whether you’re employing bought or home-grown data, doing hygiene checks on your email lists is crucial to boosting your ROI.

So what does it mean to run a data hygiene check on your B2B email lists?

Your contact database is brimming with data and insights into your potential clientele. However, if that data contains errors and inaccuracies, your sales and marketing initiatives are going to bear the brunt of the nasty side effects of having bad data on your list. Routinely running data hygiene checks guarantees that every piece of information in your contact database is as reliable and actionable as possible. Having meticulously-maintained and robust data is critical for running targeted and effective email marketing campaigns.

The following are the common types of dirty data that might be lurking in your B2B email lists.

  • Inaccurate data – These are those records that have typographical errors.
  • Duplications — These are separate records belonging to the same contact.
  • Dead accounts — These are those email addresses that were once actively used by their owners but have now become inactive.
  • Spam traps – These are those email addresses that are in circulation to help single out spammers who add addresses to their email lists without consent. They often find their way into authentic email lists.

To remove these kinds of data from your B2B email lists, you need to run these six crucial steps in maintaining good data hygiene:

  1. Data Scrubbing – This refers to finding and handling data entry and basic parsing errors.
  2. De-duplication and Records Matching – This refers to detecting and removing duplicate records as well as combining records incorrectly classified as separate.
  3. Recovering/Appending Missing Data & Values – This refers to managing records with incomplete data by using an intelligent algorithm.
  4. Data Migration & Merging – This refers to migrating or integrating a marketing database into another format or storage.
  5. Standardization & Normalization – This refers to checking the consistency and comparability of various pieces of data in the database.
  6. Data Verification – This refers to validating and verifying information on the database through phone, email, and online research.

Know that dirty data is something that you can absolutely do without. They can give you a bad rep by damaging your sender score and it could get a lot worst with your IP getting blocked or being blacklisted by your email provider. That’s why doing data hygiene checks routinely should be a part of your campaign process. It’s a good push toward reducing bounce rates and improving email deliverability and conversion rates.

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

Why Savvy B2B Marketers Do Email Marketing With Purchased Contact Lists

image credits goes to the original owner

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.

  1. It lets you kick-start your email campaign right away.
    Inbound marketing has its share of boon and bane. Sure. It’s a potent marketing technique that you should have. However, you can’t deny the fact that it takes a considerable amount of time. Time is precious so why be solely dependent on a strategy that eats it up? Fortunately, getting hold of purchased contact lists eradicates this as it gives you the upper hand in your lead generation.
  1. It fills your sales funnel right there and then and expands your contact database overnight.
    When you depend on inbound approaches alone, Your marketing team isn’t the only one that will bear the brunt. It can become an obstacle for your business growth as numbers tank and sales become sluggish. If that’s not a nightmare scenario for you, I don’t know what is. But if push comes to shove and you opt to send emails using purchased contact lists, filling up that funnel is easily within your reach. In other words, with a bought contact list, you can expedite sales-ready leads for conversion.
    Aside from virtually letting you expand your database overnight, using purchased contact lists in your email marketing basically opens up new horizons for you and put you in front of boundless business opportunities. So whenever you need a push in your lead generation efforts, don’t hesitate to make a purchase!
  1. You can use it to convert cold contact into warm leads.
    Some of you might be thinking that emailing to purchased contact lists is a little risky since the contacts haven’t opted in. But of course! They haven’t opted. Yet! Using these contact lists in your B2B email marketing enables you to convert cold contacts to warm, consent-based leads. You can, therefore, make these leads part of your sales and marketing campaigns. After this, it’ll be all about employing lead nurturing strategies and conversion.

In the right hands, purchased contact lists are great tools for building and growing the sales pipeline. That’s why savvy marketers use bought email lists because: it frees up their time to focus on more important things; it lets them fill up their funnel with ready-to-contact prospects practically overnight; and finally, it allows them to nurture and convert the right kind of leads. So, go find a B2B contact list provider that gives you more bang for your buck. Look for a vendor that manually verifies each list record, so that your email campaigns get better deliverability, response, and conversions.

Common Mistakes in Gathering Email Contacts

Common Mistakes in Gathering Email Contacts

image credits goes to the original owner

In the four phases of email marketing detailed by Daniel Fagella, collecting is the first. This is considered as email procurement or email researching. The goal of this stage is to obtain right leads as many as you can. Correspondingly, this phase can start with a quick correspondence utilizing the correct strategy and the correct pace. Streamlining of this stage indicates enhancing the lead flow out of given sources.

There are three common mistakes in this stage which is presented in as follows:

  • Failure to test the major landing pages and contact pages to upgrade entries
    Frequently, the testing of major landing pages and contact pages are overlooked. The streamlining for entries in this part often go unnoticed. If this continues to be unremedied, submission of contacts may not be pertinent later on.
  • Failure to make thank-you pages with particular calls to action (i.e. web forms that displays after a submission with “Thank you for submitting your information”)
    More often than not, email procurement will ask but not recognize the time you render visiting the page. Submission of form here and there can be challenging and an inconvenience in the visitor’s part. This may cause a flag down of enthusiasm towards the company.
  • Unsegmented front-end contact forms that connect evenly to all types of leads and prospects
    Yes. For system, it is not always right to blame that even leads are being barraged with contact forms. This is assisting the part of prospects in stimulation but not leads, which can bring about as we speak, turned down of conversion. However, development on how the site will distinguish a prospect between a lead also matters.

All of the things found above are common errors committed during email contact procurement. Enhancing a phase forward signifies great advancement in B2B lead generation and client experiences.

Why An Email List Cleaning Service Is A Must

Why An Email List Cleaning Service Is A Must

image credits goes to the original owner

Email data can be dirty and it occurs more than you may might think. Dirty data are basically data that are  invalid. Even the littlest slip-up during data entry can prompt an invalid email address — a simple typographical error, a displaced @ sign, an unnoticed character — it doesn’t take much. Correspondingly, research reveals that these blunders happen in more than 20% of email registrations.

When you start a campaign without having these invalid email addresses ran through by a data cleansing provider, you will be on ISP’s and spam filter’s radar. ISPs and spam filters do not just make the decision on how much funny business can occur amid an email campaign (spam reports, unsubscribes, and undelivered/bounced messages), but they also get to choose which campaigns hits the inbox.

Various factors are considered in making this resolve, one being the data quality. In case you have your data handled by a data cleansing provider or a software, your email list will have less errors. Notwithstanding content quality and engagement, and the IP rep, will give you a better shot of hitting the inbox. It lessens the probability of an ISP blocking you (or even your own ESP restricting you).

So when would it be a good idea to utilize a data cleansing service? Always. It is a year-round concern, and you ought to do it consistently before each campaign to ensure deliverability. Moreover, it’s particularly critical in case you’re sending to an older list, working together on another one, or wanting to grow your database by buying a professionally screened email list.

Can’t an ESP or marketing automation software clean an email list? No. Truth be told, most ESPs won’t let you send to a bought list since they aren’t fit for cleaning the data. To utilize a purchased list, and to guarantee the cleanliness of your own organic list, its deliverability and CAN-SPAM/CASL compliant, employ a data cleansing service.

Make Your Lead Growth Promising with Bought Email Lists

Make Your Lead Growth Promising with Bought Email Lists

image credits goes to the original owner

Purchased email and cold contacts should be a part of your current marketing strategy. They open up a world of opportunity and can be advantageous to your business in more than one way. So if you’re still having second thoughts in doing so, here are reasons to help push come to shove in employing email lists in your marketing efforts.

  • Buying email contacts extends reach and boost sales growth

Each time you obtain email list, you’re extending your potential audience. The more individuals you send your marketing emails to, the more leads you’re going to produce. That is, lead growth prompts sales growth — and income growth.

  • Buying email contacts support in stuffing marketing and sales channels

Obtaining email lists increase your audience virtually overnight. As these new, cold contacts turn out to be warm leads, they can be nudged to the suitable pipes. Marketing can begin the nurturing procedure for warm leads, while sales manage the leads that are now hot.

  • Buying email records can help build ROI

When you buy email lists from a trustworthy supplier, you get an expertly filtered lists of contacts who will be responsive to your marketing message. That implies you avoid wasting time and cash promoting to individuals who don’t find your products or services relevant to them.

  • Acquiring email lists can help enhance client acquisition cost payback

Sending to contacts who find your products or services significant to them would not just enhance your ROI but additionally expedite lead generation and your rate of return. See profits come at you faster!

  • Buying email lists can help free up assets

Bought email lists offers you a running start on the lead generation procedure. The less time you need to spend pursuing leads, the additional time and assets you have accessible to concentrate on closing them.

Looking for IT Lists? Here’s What You Should Keep in Mind

The IT business is among one of the industry behemoths in the world today. With the fast-paced upgrades in innovation, businesses and a lot more are fusing IT in their operations. Likewise, the advancement of more up to date and more effective software has many businesses testing the market and opening their ways to potential IT providers who can give them quality service (and ultimately, help them at providing quality service too) for a reasonable value. On the other hand, IT companies themselves, dynamically search for approaches to acquire IT sales leads in which one of this approach is purchasing business lists. They can leverage such to reach IT managers and IT chiefs that they’re targeting.

While on the subject of lists, purchasing a list of IT chiefs and additionally list of IT managers is of an extensive advantage when you need leads. Utilizing an excellent list can bring in favorable outcomes like for example when your having a targeted email campaign and you purchase a mailing list of these mentioned prospects. Having a great number of contacts in your database in order to keep it loaded with potential prospects is a smart thing to do. However, there are instances where you need to manage any conceivable wasteful aspects that accompanies when purchasing business lists/IT mailing list from a business list provider. If you happen to have purchase an inaccurate and messed up business list, it would merely pull you down. As opposed to reaching prospects and working on business proposals immediately, you’ll rather need to first sort out the business list you purchase, which in itself takes up a lot of your time – time that should have better spent on closing sales and not struggling on your database.

So in case you’re in the IT business industry that is searching to purchase business lists from a business list provider, endeavor to choose a supplier that offers only accurate and well-segmented records. This can spare you significant time as well as help you in closing sales for your company.

Six Smart Ways to Cut B2B Email Lists into Precise Segments for Targeted Campaigns

A few posts ago, we touched the topic of B2B lead nurturing and the importance of matching content with audience. In email marketing, communicating with the “right” audience means slicing your B2B email lists into particular segments that receive emails of specific content. While you may be quite familiar with traditional segmentation methods for email lists, you really have to go beyond the basics and adopt more advanced techniques to come up with the best content-audience match possible.

This post discusses six segmentation options you can use to enhance your email marketing campaign’s precision and overall effectiveness. But, if you’re not yet convinced about the real benefits from segmenting email lists, take a look at the following real-world proof.

Surveys independently conducted by email marketing think-tanks show marked improvement in key metrics due to list segmentation of email lists. Open rates improved by as much as 18%; click rates increased by around 21%; and bounce rates dropped by 1.4%. Of the companies that practice email list segmentation, 39% saw better open rates, 28% observed lesser unsubscribe rates, and 24% noticed improved deliverability.

With these figures, it’s no surprise why 84% of B2B marketers use segmented lists in their campaigns, and you should too. Here are six smart ways to segment your B2B email lists:

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