subject: Who Is Managing Your B2b Prospect Database? [print this page] Who is managing your B2B Prospect Database? Managing a large prospect database is a time-consuming task. Small to mid-size companies in the B2B space are burdened with developing and maintaining their databases, a time consuming and laborious task.
While Sales is a power user of the prospect database for different campaigns, Sales Reps have very little time to maintain or keep the database current. Sales Reps for obvious reasons are focused on chasing hot leads with the result that all warm leads that are not yet ready are ignored and fall off the radar screen. Lead nurturing is ignored due to revenue generation pressure as people fail to understand that 50% of the time a nurtured lead converts to account.
This scenario as you can imagine is repeated in most actively growing companies. With resources that are spent on buying B2B prospect lists, acquiring contact names from marketing programs and other sources, it is crucial to keep the prospect database updated and current. B2B Database cleansing and scrubbing is a biannual or in some cases quarterly task which is not owned up by Sales or Inside Sales department.
With little visibility into lead nurturing, sales pipeline management, conversions and customer satisfaction; Marketing has been expressing their frustrations with the process. They want more visibility into the process and so, have come forward to contribute to the process. Marketing department now prefers to own the prospect database. They manage the database on CRM systems. In some cases the entire management of the database and the CRM system is outsourced to a marketing services firm which is again handled by Marketing Department. Outsourcing of prospect database development and prospect database management is a big industry now as every company is looking for qualified prospect leads list.
So, who is managing your prospect database? Marketing, Sales or Marketing firm? Please share with us. We would love to hear your part of the story.
About aMarketForce:
aMarketForce, the marketing subsidiary of V-Soft, Inc., is a Silicon Valley company that provides marketing, sales and customer support services from its facilities in India. aMarketForces services cover all aspects of marketing communications such as prospect database development, database pre-qualification, database validation and cleansing, lead generation, email campaign management, market research, SEO and website maintenance, inbound support - customer support, technical support, pre-sales/post-sales, and virtual assistant services.
aMarketForce's Prospect Database Development services provides their global clients with a ready-to-use list of pre-qualified, validated prospects that can be used by their sales force. Customized lists developed by aMarketForce have cut down the prospecting time for clients by more than 65%. Inside Sales and Field Sales get clean lists with valid contact information that they use instantly to get in touch with prospects. Along with validated prospect lists, aMarketForce can provide detailed profiles of decision makers and influencers in target companies that can generate immediate leads for its clients. aMarketForce also provides prospect database management and CRM data management services. Additional information about aMarketForce and Prospect List Development Services can be found at www.amarketforce.com.
