How Duplicate Data Hurts Your Pipeline?

Your pipeline velocity is an indication of your pipeline quality.

Ideally, you’d want it to be higher.

But in reality, that’s not always the case.?

?Your pipeline has duplicates and they

1. Disrupt your sales process.
2. Mess up your pipeline quality
3. Slow down your sales team.

Besides affecting your team’s productivity, it also delays your revenue goals.

The good news is that duplicates are avoidable roadblocks in your pipeline.

But your sales team shouldn’t be dealing with them.

Because they affect your team in many ways more than just causing inconvenience.

They hurt your overall sales efficiency.

That’s why it’s important to get rid of them to keep your pipeline running smoothly and efficiently.

Here’s how to do that:?

Real-time deduping

Real-time deduplication is the process of identifying and resolving duplicate records as they are entered into your CRM or lead database. This approach prevents duplicates from accumulating in your pipeline. As soon as a duplicate is detected, it can be addressed immediately. Real-time deduping reduces the chances of sales reps working on the same lead or account simultaneously, thus improving pipeline velocity.

Implement duplicate scoring

?Duplicate scoring involves assigning a score or weight to each duplicate record based on its potential impact on your pipeline and sales process. Duplicates that are likely to have a significant negative impact are assigned higher scores. Implementing duplicate scoring allows you to prioritize the removal or merging of duplicates based on their severity, improving the efficiency of deduplication efforts.

Lead to account matching

Lead-to-account matching is a process of linking or associating inbound leads with existing accounts or companies in your CRM. This ensures that multiple leads from the same company are correctly linked to the same account, avoiding duplication. By effectively implementing lead-to-account matching, you prevent leads from entering your pipeline as separate duplicates and ensure they are associated with the right accounts.

Cleanse historical data

Historical data often contains accumulated duplicates that have been carried over from previous years. Data cleansing involves identifying and eliminating duplicates from your historical data records. Cleaning historical data is a crucial step because it reduces the load of duplicates that may have been slowing down your pipeline for a long time.

Regularly review and update dedupe rules?

?Your deduplication rules can quickly become outdated as your business processes evolve and data sources change. By reviewing and adjusting dedupe rules periodically, you ensure that your deduplication process remains effective and aligned with your evolving pipeline needs.

Weekly Content Playlist?

7 Ways to Use Slack for Sales

Imagine having a platform with 10 million active users - that’s Slack

Slack is a go-to tool for GTM teams - where teams connect, strategies are discussed, and teams are kept updated about project progress.

But sometimes, important communication and deal information can easily get lost in the chatter.

It doesn’t have to be this way.

With the right process and a little bit of organization, you can use Slack to save time and effort, enhance communication, and streamline your processes.?

We’ve got the inside scoop in our latest blog - 7 simple Slack tricks for sales teams.?

How Challenging is the Data Silos in B2C?

Proving marketing attribution seems tougher than ever!

It’s not like there isn’t enough data.?

In fact, there's a lot of data.?

Unfortunately, most of it is inaccurate and unreliable.?

Studies indicate that 35% of marketers are not confident about their data quality.

And 15% of them are stuck in data cleaning.?

The challenge is much more prevalent in B2C.

Attribution is challenging and proving ROI with inaccurate data is like shooting in the dark.

We’ve taken a deep dive into the challenge of duplicate data in B2C - sources and causes of duplicate data in B2C CRM systems, in our latest blog.?

Must-read of the Month

Account-based sales is a team effort - coordination across different departments to target high-value accounts effectively.

Companies adopting an account-based approach report 91% larger deals and 24% higher revenue gains.?

Although the benefits are significant, making it work is no easy task.

Operationalizing account-based motions is a tough nut to crack.

Using Salesforce?

Wondering how to put your ABS plan into action?

Here’s a short and practical guide to help you implement your ABS model in Salesforce easily.

Download it now.?

With that, it’s a wrap on this week’s edition of RevOps Digest.?

See you in the next one.?

Until then,

Have an amazing weekend