How to create company lists by CNAE
Posted: Sun Dec 22, 2024 8:09 am
If you've ever tried to identify companies in the B2B market, you know that finding the right audience can be like looking for a needle in a haystack.
But what if there was a way to use logic to “classify” the market and focus on the most relevant sectors?
The good news is that there is a way! We are talking about the CNAE (National Classification of Economic Activities) .
If you are looking to create lists of companies by CNAE to improve your prospecting, this practical guide will transform your B2B sales strategy. Enjoy your reading!
What is CNAE and why is it important?
Before we get into the practical details, let's understand email lists australia the concept. The CNAE organizes Brazilian companies according to the economic activities they carry out. It's like a catalog, but organized by sectors and sub-activities.
Benefits of CNAE for B2B Sales
Below, we list three of the main benefits. They are:
Focus on the right sector: Instead of wasting time on irrelevant contacts, you find companies that fit the ideal profile.
Efficiency in prospecting: Companies with the same CNAE share needs and challenges, making their approach more precise.
Reliable data: CNAE data is validated by IBGE and widely used in economic analyses, ensuring consistency in classification.
Knowing the CNAE of a target market is like having a GPS to guide prospecting” , comments Paulo Krieser, CEO of Econodata.
5 steps to create a list of companies by CNAE
Now that you understand the importance of CNAE, let's go step by step to create your list of companies:
1. Identify the CNAE code of your target audience
There are two paths you can take:
Consult public lists , such as those made available by Econodata, to understand which CNAE codes are associated with your customers' activities.
Analyze your company's sales history. For example, if you sell agricultural machinery, focus on CNAEs related to the agro-industrial sector.
2. Use tools to generate lists of companies by CNAE
Free tools, such as Consulta CNAE , provide a starting point. Advanced platforms, such as Econodata Premium , allow you to filter companies by location, size and revenue, for example.
3. Enrich list data
With the list in hand, it's time to enrich it to boost sales . Here are some important steps:
Confirm contacts: pre-validate the email addresses and phone numbers that appear in your lists.
Identify decision makers: Use tools like Econodata's Decision Maker Organization Chart to locate who makes decisions in your company.
Group by size or region: This way, your team can prioritize companies with the greatest potential.
IMPORTANT:
According to a report by Experian , 75% of companies that improved data quality in 2021 exceeded their annual goals. Meanwhile, an IBM report revealed that poor data quality costs the U.S. economy an estimated $3.1 trillion annually.
4. Create personalized and deep segmentations
It’s not enough to have the list, you need to use it intelligently. Divide your database by criteria such as:
Company size (small, medium, large).
Geographic region.
Type of activity within the CNAE.
For example: If the CNAE is ' Food Retail Trade ', companies can be segmented by small, medium and large. And this segmentation will help in creating personalized messages that convert more.
In recent lectures, Econodata CEO Paulo Krieser often brings up the concept of deep segmentation. “ It’s about using the maximum number of data fields to find out which leads are really interesting. It’s about getting as much information as possible about the lead so that you, the BDR, SDR, or Salesperson, can decide whether to invest your precious time in that lead. The more specific our ICP – ideal customer profile – is, the better our results will be ,” he explains.
But will this really bring results in practice? “ We have been focusing on selling to Unimeds for some time now and today we have 20 Unimeds in our portfolio, and we took several from one of our competitors ,” reveals Paulo.
5. Follow up and update regularly
Outdated lists quickly become obsolete, losing value and efficiency. Companies change their CNAE or close down their activities. Therefore, schedule periodic reviews to ensure that your database is always up to date.
But what if there was a way to use logic to “classify” the market and focus on the most relevant sectors?
The good news is that there is a way! We are talking about the CNAE (National Classification of Economic Activities) .
If you are looking to create lists of companies by CNAE to improve your prospecting, this practical guide will transform your B2B sales strategy. Enjoy your reading!
What is CNAE and why is it important?
Before we get into the practical details, let's understand email lists australia the concept. The CNAE organizes Brazilian companies according to the economic activities they carry out. It's like a catalog, but organized by sectors and sub-activities.
Benefits of CNAE for B2B Sales
Below, we list three of the main benefits. They are:
Focus on the right sector: Instead of wasting time on irrelevant contacts, you find companies that fit the ideal profile.
Efficiency in prospecting: Companies with the same CNAE share needs and challenges, making their approach more precise.
Reliable data: CNAE data is validated by IBGE and widely used in economic analyses, ensuring consistency in classification.
Knowing the CNAE of a target market is like having a GPS to guide prospecting” , comments Paulo Krieser, CEO of Econodata.
5 steps to create a list of companies by CNAE
Now that you understand the importance of CNAE, let's go step by step to create your list of companies:
1. Identify the CNAE code of your target audience
There are two paths you can take:
Consult public lists , such as those made available by Econodata, to understand which CNAE codes are associated with your customers' activities.
Analyze your company's sales history. For example, if you sell agricultural machinery, focus on CNAEs related to the agro-industrial sector.
2. Use tools to generate lists of companies by CNAE
Free tools, such as Consulta CNAE , provide a starting point. Advanced platforms, such as Econodata Premium , allow you to filter companies by location, size and revenue, for example.
3. Enrich list data
With the list in hand, it's time to enrich it to boost sales . Here are some important steps:
Confirm contacts: pre-validate the email addresses and phone numbers that appear in your lists.
Identify decision makers: Use tools like Econodata's Decision Maker Organization Chart to locate who makes decisions in your company.
Group by size or region: This way, your team can prioritize companies with the greatest potential.
IMPORTANT:
According to a report by Experian , 75% of companies that improved data quality in 2021 exceeded their annual goals. Meanwhile, an IBM report revealed that poor data quality costs the U.S. economy an estimated $3.1 trillion annually.4. Create personalized and deep segmentations
It’s not enough to have the list, you need to use it intelligently. Divide your database by criteria such as:
Company size (small, medium, large).
Geographic region.
Type of activity within the CNAE.
For example: If the CNAE is ' Food Retail Trade ', companies can be segmented by small, medium and large. And this segmentation will help in creating personalized messages that convert more.
In recent lectures, Econodata CEO Paulo Krieser often brings up the concept of deep segmentation. “ It’s about using the maximum number of data fields to find out which leads are really interesting. It’s about getting as much information as possible about the lead so that you, the BDR, SDR, or Salesperson, can decide whether to invest your precious time in that lead. The more specific our ICP – ideal customer profile – is, the better our results will be ,” he explains.
But will this really bring results in practice? “ We have been focusing on selling to Unimeds for some time now and today we have 20 Unimeds in our portfolio, and we took several from one of our competitors ,” reveals Paulo.
5. Follow up and update regularly
Outdated lists quickly become obsolete, losing value and efficiency. Companies change their CNAE or close down their activities. Therefore, schedule periodic reviews to ensure that your database is always up to date.