Trovus comment on Data Enhancement for B2B Marketing Online - 15th June 2009

Many B2B databases contain only the headline stats about their prospects and customers. What techniques should marketers use to enhance this data and make it more effective for marketing purposes?

Caspar Craven, co-founder and director of Trovus coments:

The core techniques we believe data owners of B2B databases should be engaging are to cross check their databases with companies who are actually visiting their website, and are thereby qualifying themselves as having some interest in your products and services.

By cross checking and identifying the companies visiting your website your static B2B database becomes a living database; especially if you set up alerts so that the relevant sales and account managers automatically get a notificiation when that company visits your website.

This simple technique should significantly enhance the value of the data that you have and gives you specific calls to action when those companies come visiting your website.

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