How can you use data to identify the best leads in outside sales?

1 Define your ideal customer profile

The first step to using data to identify the best leads is to define your ideal customer profile (ICP). An ICP is a description of the characteristics and attributes of your most valuable and loyal customers, such as their industry, size, location, budget, needs, and pain points. By creating an ICP, you can narrow down your target market and focus on the prospects who are most likely to buy from you and generate the highest revenue.

2 Use lead scoring to rank your prospects

The next step is to use lead scoring to rank your prospects based on their fit and interest in your solution. Lead scoring is a method of assigning numerical values to your prospects based on various criteria, such as their demographic, firmographic, behavioral, and situational data. For example, you can assign higher scores to prospects who have visited your website, downloaded your content, requested a demo, or expressed a specific need or challenge. By using lead scoring, you can identify the hottest and most ready-to-buy leads and prioritize them in your outreach.

3 Segment your leads by geography and industry

Another way to use data to identify the best leads is to segment your leads by geography and industry. Segmenting your leads by geography can help you plan your travel and visit schedules more efficiently, as well as tailor your pitch and offer to the local market conditions and preferences. Segmenting your leads by industry can help you understand their specific needs, challenges, and opportunities, as well as showcase your relevant experience and success stories in their niche.

4 Leverage social media and online reviews

A fourth way to use data to identify the best leads is to leverage social media and online reviews. Social media and online reviews can provide you with valuable insights into your prospects' opinions, preferences, feedback, and sentiment. For example, you can use social media to monitor your prospects' activities, interests, pain points, and questions, and use online reviews to check their ratings, testimonials, and complaints. By using social media and online reviews, you can identify the most engaged and satisfied leads, as well as the most dissatisfied and unhappy leads who might be looking for a better solution.

5 Track your sales metrics and feedback

The final way to use data to identify the best leads is to track your sales metrics and feedback. Sales metrics and feedback can help you measure and improve your sales performance and results. For example, you can track your sales metrics such as conversion rates, win rates, average deal size, sales cycle length, and customer lifetime value, and use them to evaluate the quality and profitability of your leads. You can also collect feedback from your prospects and customers, such as their satisfaction, loyalty, referrals, and reviews, and use them to identify the most loyal and happy customers who can become repeat buyers or advocates.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?