A marketing platform company aims to provide marketers with a seamless way to generate, manage, and nurture leads. For their outbound sales team, acquiring quality lead information proved to be a challenge. They needed not just to establish a relationship with any lengthy list of leads, but with the prospects that best aligned with their target audience.
“Let’s say we want to focus on reaching out to spas, auto body shops, or another vertical? Then, what are the options? We could go to a database, but a lot of their data was for large companies, public companies, and those were not the right ones for us.”
After the team consulted a few database providers and realized they offered inaccurate and incomplete lead intelligence, the team resolved to undertake the challenge using a combination of in-house and lead generation resources.