We are talking about dividing the market into groups according to similar characteristics. And here it is worth remembering Pareto's logic, which I am sure also applies to your business:
20% of your customers are responsible for 80% of your revenue
Therefore, we must not only focus our efforts on the most taiwan email list profitable customers, but also seek out prospects with the profile of our best customers.
Let me show you how you can enhance segmentation in outbound sales , that is, active prospecting .
The first step in B2B prospecting , therefore, is identifying your target customer, that is, the ideal type of company to engage with. When looking at your existing customer base, these 4 variables can help you map out your ideal customer:
1. Segment by Industry
Knowing the sectors that are most suitable for selling your solution is key. Some businesses operate in several sectors, while others only operate in specific sectors. One way to segment companies by sector is to use the CNAE – National Classification of Economic Activities .
2. Target by Location
Many B2B businesses do not depend on a specific region. However, other businesses are local and proximity can be a relevant factor. In addition, another factor must be taken into account: which regions are most profitable. Typically, metropolitan areas and large capitals have the greatest business potential for B2B companies.
3. Segment by Size
Larger companies have larger budgets and serve as a more attractive reference, but they also have a longer sales cycle and greater restrictions on suppliers. To express the size of the company, some variables can be used to infer the size, such as revenue, number of employees and share capital .
4. Segment by Time in Market
Using, for example, the year the company was founded as a filter can help you select more stable companies that are less likely to break their contracts. On the other hand, recently opened companies may have specific needs that their products and services can solve.
Identifying these variables for your most profitable existing customers, identifying what they have in common, can result in a much higher return on active sales.
Today, at Econodata, you have millions of companies with potential for B2B business in Brazil. Knowing how to segment them and go straight to the right target can save you a lot of time and money. For this, our Prospecting Simulator is a very useful tool.