Tailoring marketing for small businesses

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By studying a company's behavior, you can spot signals (or triggers) that indicate they might be interested in your product. Here are some examples of interesting firmographic data: a new round of funding hiring a new ceo or department manager the recent acquisition of another company a change of office staff turnover is common within companies. If a contact you know well gets a promotion, it may represent a new opportunity to reach out to them.

You'll also want to get to know their dentist data replacement, if they're one of your target accounts. Other interesting business insights to track are technographic data, which tells you what type of technology and software your prospects are using, and purchase intent data, which gives you insights into their online behavior. To learn more, take a look at our complete guide to b2b business insights . We call these events purchase triggers .

Depending on how well your data provider tracks corporate news and financial information, they may be able to provide you with this contextual data as soon as it happens, so you can respond quickly. If this data is important to your business, consider sophisticated sales intelligence software . - is your data complete? You also need to know if your b2b contact provider is really digging deep when compiling their data. The more detailed and elaborate the information, the easier it will be for your salespeople to target new prospects.