Exhaust data is the product of all the data that is produced by the sales department of your company. It gives you two kinds of data; data you were deliberately searching for, and additional unrequested data extracted as a byproduct.
For example, a sales team wants to know more about their potential customer base’s buying patterns. While extracting data, they will find additional data about how much traffic their website gets on a particular day – without directly having to search for it. Both the sets of data collectively are called exhaust data. This is very useful when conducting B2B lead generation. Read further about the advantages of exhaust data.
A sales team should not only be well aware of the kind of existing customers they have but should also know about potential customers they are looking for. Exhaust data gives you that advantage.
Imagine knowing everything about prospect customers; their age, gender, location, buying patterns, interests, and price range that they frequently shop within. It will help you a lot more to attract a prospect knowing these details. Using exhaust data, a sales rep is more likely to be successful generating a lead and passing it on as a sales qualified lead (SQL) up the chain.
B2B lead generation is very volatile; you gain some customers, and you lose some. With exhaust data in place, it is easier to know about your priority areas.
Let’s say you own a retail brand. According to the exhaust data, more traffic is generated on your application, as opposed to your website. You now know that your focus should be on building the app. Coordinate with your marketing team and have them come up with strategies that will boost sales; offer discounts, create coupons, “first customer gets half off”, etc.
The use of exhaust data is becoming common practice for B2B lead generators. The amount of information it provides is directly used to improve your company’s prospects from a sales point of view. When sales reps have a pool of information about potential customers, there are high chances that they become strong leads - if handled the right way.
Sales reps can then pass these leads on to companies who would want them converted into customers. The companies then target those passed-on leads with their own products and services and turn them into loyal customers; additional revenue generated with the help of exhaust data.
Exhaust data can be used as your company’s competitive advantage if you utilize it in the right way. It can give your company an edge. If used for the purpose of omnichannel lead generation, by reaching out to potential customers through social media, emails, or cold calls, while having all the information about your prospects, it can give you a lot of power. This is because no customer likes sales reps who are not well-versed in their company’s business activities. It can also help your team strategize, and market your service accordingly.
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