The right data selection is essential!

From the very beginning, we have always been convinced that correct data selection of target companies and contact persons is the key prerequisite - and therefore essential - for a successful customer approach when carrying out B2B business development campaigns (not only, but especially in the industrial and mechanical engineering sector).

From my day-to-day experience in project management, I know that customers often come up with target groups or give us addresses (e.g. old contacts from the historically grown CRM). Of course, this can work - but then it often doesn't. At this point, when a campaign is only running slowly and the number of interested parties is below average, we take action and proactively offer to research new target companies - including new, potentially interesting sectors, in order to have a comparison later on.

I once carried out such a comparison across three challenging B2B business development campaigns from my industry and mechanical engineering sector in order to visualise the whole thing in figures and thus be able to prove it: In these three campaigns, we generated an A Lead on average every 20 hours before optimising the data selection, and every 8 hours afterwards. Or the other way round: 33 A Leads were generated per month before, 60 after - an increase of 80%!