Data-driven prospecting with Bystronic
The most valuable prospect is one with a problem you can solve – when they are trying to solve it. Bystronic wanted to increase its sales efficiency by narrowing its focus and identifying its highest potential prospects. With the help of Dun & Bradstreet’s data-driven prospecting solutions, the company has already unlocked more than 2 million Euro in additional sales.
“Our strategic objective is to focus our sales and marketing activities on those customers who have the biggest potential and the biggest need for our solutions”, explains Florian Wimmer, Chief Commercial Officer at Bystronic. “In the past, we’ve struggled to prioritise because we lacked the right data or tools.”
Enriching customer records with a living, single source of truth
By connecting its customer records in Salesforce to enrichment data from Dun & Bradstreet, Bystronic was able to increase the completeness and accuracy of its customer records.
“It’s all about trust”, says Wimmer. “Sales and marketing must both trust the data to follow up on leads. This buy-in is essential to move forward”.
At the same time as enriching its records, Bystronic is able to validate leads and detect duplicates using constantly updated data.
This streamlines workflows and increases the efficiency for its sales and marketing teams. It also enables a smoother onboarding experience for its customers.
Identifying buying intent signals
To identify high-potential leads who are ready to buy, Bystronic monitors for ‘buying signals’. This includes being able to see which companies have visited its website and receiving alerts when key events occur – such as a company being bought or winning a large contract.
“This solution enables us to increase the effectiveness of our marketing campaigns. We can use
it to identify visitors to our website and know exactly which companies are interested in Bystronic”, explains Wimmer.
Learn what data-driven prospecting can do for you
Dun & Bradstreet combines global data and local expertise to help our clients make smarter decisions. Talk to us to learn more about how we can help you increase sales by identifying the prospects who need you most.