The Hidden Dangers of Bad B2B Data

Aug 9, 2023 | Blog, Sales and Marketing

What Is Data Visualization and Why Is It Crucial to Mitigate Risk

In the world of B2B (business-to-business) marketing and sales, data is often referred to as the lifeblood of success. Accurate and high-quality data fuels decision-making, shapes strategies, and empowers companies to connect with their target audience effectively. However, not all data is created equal. In this blog post, we will dive deep into the pitfalls of bad B2B data, highlighting real-world examples that demonstrate its detrimental effects on businesses.

1. Outdated Information

Imagine you’re a marketing professional planning a high-stakes campaign to promote your innovative tech product to a specific industry. You base your strategy on a list of contacts that you believe are your ideal prospects. However, unbeknownst to you, the data you’re working with is outdated. The key decision-makers you’re trying to reach have moved on to new roles, new companies, or retired, rendering your efforts futile. This is a prime example of how bad B2B data can waste your resources and time.  If your data provider isn’t re-verifying data on a regular basis, it can waste a lot of time.  For this reason, it is frowned upon to purchase a one-time list, as the lifespan of the accuracy can quickly deteriorate. 

2. Inaccurate Company Information

Picture this scenario: a sales team excitedly pitches their software solution to a company they believe to be a perfect fit. However, little do they know, the company has undergone a significant shift in its business model and no longer requires their product. This embarrassing blunder is a result of using incorrect or incomplete company information, highlighting the importance of accurate data for successful B2B interactions.  The truth is, accuracy of company information is just as important as accuracy of employee information.  Knowing growth trends, shifts in revenue, hiring trends, expansions etc is necessary to keep your conversation relevant.  A lot of data providers don’t go through the process of learning as much as they can and passing that information on to their customers.

3. Duplicate Data

The ramifications of duplicate data can be far-reaching. A business might send the same marketing message multiple times to a potential client, creating annoyance and a negative impression. Additionally, multiple entries for the same lead in your CRM can skew analytics, making it difficult to gain meaningful insights into your target audience’s behavior and preferences.  Having a data provider that takes time not only to remove dupes, but also enrich CRM data with the most up-to-date information can save so much time and effort.   

4. Inadequate Segmentation

Segmentation is crucial for tailoring your messaging and offers to specific audience segments. Bad B2B data can lead to improper segmentation, resulting in messages that are irrelevant or inappropriate for the recipients. For example, sending a message meant for a CEO to a mid-level manager can damage your reputation and credibility.  Another example might be sending messages to the automotive industry, only to find out there were real estate agents in your list as well.  B2B companies have to continuously segment data into the right categories so that utilizing advanced search features is a trusted and accurate process.

5. False Leads 

One of the most alarming consequences of bad B2B data is the inclusion of false leads or even entirely fabricated data. Businesses that fall victim to such data may end up chasing phantom opportunities, wasting valuable resources on non-existent prospects. These type of leads could be catch-all emails or personal email addresses.  Catch-all emails are designed to capture emails sent to invalid emails at the intended domain.  These emails won’t bounce back, so it looks lik your emails was successfully sent, and sometimes shows as being opened.  This can effect future outreach and cadence efforts and waste time doing so. 

Conclusion:

The stories of failed B2B endeavors due to bad data are more than cautionary tales; they are stark reminders of the importance of data quality in the modern business landscape. It’s crucial to invest in a B2B data provider with robust data verification and cleansing processes to ensure that the data you rely on is accurate, up-to-date, and relevant. Ignoring the risks of bad B2B data can lead to wasted resources, damaged relationships, and missed opportunities. By learning from real-world examples, we can make smarter decisions and safeguard our businesses from the hidden dangers of bad data.  Lead411 covers all of this with the most accurate and up-to-date data.  We take this seriously and offer only the best data to our customers.

 

 

 

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