Ace in the Hole: Job Listing Data for Your Sales Strategy

Innovative approaches are important in right this moment’s difficult gross sales setting, outlined by aggressive pressures, extended gross sales cycles, and price range constraints. During my work, I’ve discovered an sudden useful resource for gross sales intelligence: job listings. Far from easy recruitment instruments, these listings are invaluable for data-driven methods, offering deep insights into market dynamics and alternatives.

What is job itemizing knowledge?

As most readers in all probability know, job itemizing knowledge comes from on-line job advertisements. It contains knowledge factors comparable to job title, description, qualification necessities, and extra. While a fantastic perception supply for HR tech platforms (expertise analytics, sourcing, and mapping) and traders (aggressive evaluation, technographic insights), job itemizing knowledge can provide attention-grabbing concepts for salespeople as properly.

Most job advertisements come from on-line platforms like, for instance, Indeed, Glassdoor, or StackShare. In the best-case situation, your database will mix all sources, offered you need to collect as a lot info as attainable. Now, let’s examine methods to put these job listings into motion.

Uncovering enterprise wants by way of job listings

Building a gross sales technique entails two key steps. The first step is to find out your objectives and methods to attain them. The subsequent one is discovering new objectives or strategies by analyzing knowledge. Let’s give attention to the latter.

To develop a profitable gross sales technique, you should look past the descriptive knowledge in your job itemizing dataset. Let’s say you discover that a couple of corporations in your space have been hiring extensively. They are in a very completely different trade, so you are not competing with them and don’t have anything to fret about.

But what does this knowledge imply for you? If you provide workplace provides, you may provide water coolers, printers, or anything you are promoting. If you present insurance coverage, they may be in altering their supplier. All it’s worthwhile to do is contact at the proper time, which can be now.

Such job itemizing knowledge evaluation offers a richer and extra complete view of your market. You can then uncover new leads and keep away from almost nugatory cold-calling. 

More examples of job posting knowledge insights

Let’s verify for extra examples of the insights you may get from job knowledge. While not all of those could also be instantly associated to gross sales, they nonetheless can profit your trigger.

Observation 1. Increase in buyer success or help position postings

• Trend: This suggests a give attention to enhancing buyer expertise.
• What ought to I do? Propose options that improve buyer relations, capitalizing on the firm’s intent to enhance buyer engagement and satisfaction.

Observation 2. Surge in tech-related position postings, like knowledge analysts or software program builders

• Trend: Indicates a shift in direction of digital transformation or tech upgrades.
• What ought to I do? Offer tech options or software program providers that align with the firm’s evolving technological wants. Data analysts in all probability imply the firm will purchase knowledge or scrape the net itself.

Observation 3. Usage of particular applied sciences or platforms talked about in postings

• Trend: Reveals an organization’s present tech ecosystem or curiosity in new applied sciences.
• What ought to I do? Map the applied sciences that companies lack and provide different or complementary merchandise that match or improve their current technological framework.

Additionally, the measurement of the firm and trade sector, gleaned from these postings, can present additional context. Based on my monitoring, smaller, rising corporations may favor revolutionary, versatile options, whereas bigger enterprises usually search scalable, complete providers.

By listening to these features of job listings, gross sales professionals can higher perceive and predict the enterprise wants of each current and potential purchasers. These indicators permit for a more practical gross sales technique tailor-made to every firm’s particular necessities and objectives.

Finally, I need to point out that combining job listings with different datasets provides much more use circumstances. If you’ve gotten worker and firm knowledge, you may verify the place your device is getting used now. And when a choice maker leaves for one other firm that does not use your product, chances are you’ll contact them and make a brand new deal.

Identifying tech traits and gross sales alternatives 

I additionally need to talk about the tech trade and methods for it to leverage job itemizing knowledge. Specifically, I’ll look into how one can determine know-how traits and potential gaps for new product choices.

Extracting technographic insights

Closely analyzing the know-how stacks and instruments talked about in job postings offers key technographic insights. The frequent point out of particular software program or programming languages reveals trending applied sciences and opens alternatives to supply aggressive merchandise.

For occasion, if an organization usually mentions utilizing an emailing device Sendsend, it signifies a possible market for proposing alternate options comparable to Maimail. This technique focuses on positioning your merchandise as superior alternate options inside an organization’s know-how panorama, complementing and enhancing its current tech ecosystem.

I additionally need to remind you that combining completely different datasets can enhance the worth of your insights exponentially. Let’s say you even have a dataset of firm product critiques. You might discover that unfavorable Sendsend critiques have been piling up just lately, which you should use as leverage.

Extracting firmographic insights

Geographic location and trade kind are different very important indicators. An enhance in tech-related job postings in a particular area might point out an rising market for know-how merchandise there. Being the first to supply {hardware} or software program for these new departments may also help kind a long-lasting partnership.

Similarly, shifts in hiring patterns throughout completely different industries level to sectors experiencing development or transformation. For instance, an increase in digital advertising and marketing roles in the healthcare sector might sign an growing want for digital well being options.

Let’s say your organization has a product aimed toward SMBs with 50 or extra workers. You see a medical firm with a headcount of 30 hiring 10 extra individuals. On your gross sales platform, you create a word to contact them when ten extra specialists be a part of, growing conversion probabilities. 

These firmographic and technographic insights from job listings allow gross sales groups to focus their sources successfully. By leveraging this knowledge, gross sales methods will be tailored to focus on rising sectors and areas, guaranteeing efforts are concentrated the place the development potential is highest. 

Spotting expertise gaps as gross sales alternatives 

Recurring job openings can clearly point out talent shortages inside organizations or the entire sector. Persistent vacancies provide gross sales groups a window to suggest focused options.

For instance, when an organization repeatedly seeks knowledge analysts, it suggests a market want for knowledge evaluation software program or consultancy providers, which could be a level of entry for gross sales engagements.

Understanding these expertise gaps may assist form product improvement and gross sales pitches. If job listings typically name for experience in particular software program or know-how, there’s a possibility to develop or spotlight options of merchandise that tackle these wants. This strategy permits gross sales groups to current their choices as options to the shopper’s staffing challenges.

Alternatively, missing sure professionals creates a market for on-line programs, seminars, and different instructional initiatives. This means, an organization might determine to coach its present workforce as an alternative of hiring new individuals. 

Competitor evaluation and collaborations

Effective competitor evaluation goes past understanding market positioning and product choices. Through my work as Head of Product, I’ve discovered {that a} key tactic is contemplating competitor job postings, which might reveal a lot about their strategic instructions.

For occasion, job listings for roles in new geographic areas or specialised technological fields can point out enlargement into new markets or the improvement of recent merchandise.

On the different hand, figuring out corporations posting jobs in areas the place your services or products can be found can result in beneficial partnerships. These corporations may share experience and know-how that can assist you increase or enhance your choice. Such partnerships can open new gross sales channels and convey mutual advantages like mixed market attain, shared sources, or co-developed merchandise.

Conclusion

In right this moment’s aggressive market, neatly leveraging on-line info is required to not stand out however to remain afloat. For the latter, having firm and worker knowledge is probably not sufficient.

Job itemizing knowledge seems to be a beneficial supply of assist for creating data-driven gross sales methods. It permits gross sales groups to find hidden alternatives and insights to align their technique with market wants, expertise gaps, and competitor insights. And let’s not overlook that your HR division may also discover this info beneficial, permitting you to feed two birds with one scone.

The publish Ace in the Hole: Job Listing Data for Your Sales Strategy appeared first on Datafloq.