The Power Of NACE Codes And Why Should Your Sales Team Care?
Everyone is not your customer.
Between the blindness of ads distribution and an inbox full of spam emails, it has never been as important to properly segment your sales outreach efforts to ensure that your value proposition reaches a person that can actually see the value part of it.
In an ideal world, the marketing department provides sales reps with thousands of “sales-ready” leads so they can immediately start outreaching. Well, it rarely works out this way.
So, what should you consider doing to make the sales prospecting process more productive for your team?
Target your outreach on prospects who are more likely to have an interest in your solution.
Capture their interest.
But how should you do it? How do you find a potential business fit?
Precise targeting is crucial for better prospecting.
Break down your sales strategy and develop it around specific and highly-targeted industries.
So, how do you do it?
Filtering your audience using the NACE codes is an effective way of identifying your target market across industries, company sizes, and geographical areas.
The first and most obvious advantage of using NACE codes is that they allow you to target your sales efforts to specific industries, sub-industries, industry branches, thay you might not be familiar with yet.
So far, you may have an idea of who your ideal customer is, but breaking down your products to the specific industries can determine which of those industries best represents your ideal customers.
Let’s say you are an IT company offering a data security tool that protects digital data stored in databases from unwanted actions of unauthorized users, such as cyber-attacks or a data breach. The product features are developed according to the GDPR regulative and this solution is applicable for the European Market.
But should you target every industry in Europe that has a big database?
Of course not.
A great way to take your sales efforts to the next level is using tools like Sales.Rocks Company Search Module that can provide you centralized information on NACE codes.
In this case, you can choose the letter K which stands for Financial and Insurance Activities. For more precise targeting, make sure to pick a sub-industry also. In this case, that would be Activities auxiliary to financial services and insurance activities that go under the number 66).
Moreover, to narrow your research, it will be useful if, despite the other company details, you can do the final filtering by Web Technologies Used and select the SSL Certificates Option. This will tell you whether their websites have installed data security licenses.
How to implement the NACE Codes for your B2B sales processes?
Start by collecting detailed profile data.
Let’s say you have a newly launched product. Once you know who your buyer persona is, NACE Codes will help you to decide which industries will correspond to your ideal customers.
Upon identifying the industry or industries that you are going to try to break into, utilize your initial research to complete their profile data. These insights will lend you a hand into building a list of targeted companies that may be in need of your offer. But, you could not rely only on industry codes as a common denominator.
You need a full company profile.
This Is How We (Help You) Do It
Almost a year ago, the team behind Sales.Rocks developed a B2B platform and added plenty of ways for the users to filter their audience in order to identify the perfect segment(s) for their inbound or outbound efforts.
Our solution increased in one of the most effective sales enablement tools and search engines for B2B data. It’s a platform where you can use your own input to find companies that fit your segmentation criteria (no matter which market you operate in). Additionally, it allows you to identify ways to reach this segment of companies, whether is by email, company address or phone.
In a nutshell, any user of Sales.Rocks platform can choose the set of criteria available in the Company Search Module. In a matter of minutes, you can reach a segment of companies along with the contact details that will perfectly fit your criteria and export these to your CRM system or as a CSV file and you are well prepared to start selling to this group of companies.
Relying on unstructured sources of manually collected and incomplete data is a risk for companies that take their data seriously. When doing business, you simply can’t afford to rely on bad data. In the digital world, you are only as good as your data.
Knowing your ideal clients and which industries you can work within, are key to prospecting high-quality leads and not wasting time and money with the irrelevant ones. NACE Codes provide the simplest and most effective means for identifying lines of business.