Poor Data Quality Sinks Great Salespeople
Relying on inaccurate data leads to wasted resources, damaged credibility, and ultimately, fewer deals and lower revenue. In the U.S. alone, invalid data causes massive financial setbacks, costing companies $3.1 trillion every year.
That's why data management cultivates a strategic asset for successful sales. To build and maintain a quality prospect list that helps your sales team engage the right decision-makers, you need to:
???? Rework your target market and decision-makers over time.
Even with a well-defined initial target market and key decision-makers, it’s not simply a matter of plug-and-play. Reworking these elements is crucial due to evolving market dynamics, new competitors, and organizational or regulatory changes.?
Regularly reevaluate and update your target market and decision-makers to ensure you retain a quality prospect list that’s relevant and impactful within the current B2B environment.
???Conduct manual research with AI.
Research has revealed that B2B data deteriorates at a monthly rate of 2.1%, amounting to an annual decline of 22.5%.?
Automated tools efficiently collect extensive data, but they can't address informational decay. Manual research adds the necessary depth and precision to ensure the data remains current and relevant.
This involves employing AI to validate and supplement information through LinkedIn profiles, company websites, and industry publications. This hands-on approach allows you to delve into specific industries or job titles and uncover prospects who automated tools might miss or categorize inaccurately.?
???Iterate your list based on call feedback.
Implement ongoing improvements based on call feedback for better list-building. That requires feedback loops with sales teams to review and utilize insights from sales calls for list refinement.
For instance, if sales reps frequently find certain business types or job roles more responsive, leverage this data to tweak the list's targeting criteria.
Tips You Can Use Today
Simply buying lists falls short for securing sales appointments. You should scrap, segment, and update your list to retain top quality.?
If you lack expertise and resources, the most viable option is to partner with a provider that has a robust methodology around list building.?
Here’s what you need to be aware of when considering vendors that use these data-procurement strategies:
??Your SDRs research your prospects.
If your SDRs spend time building your prospect list, they lose valuable opportunities to engage with potential clients, which lowers your program's ROI.
SDRs excel at prospecting and should conduct adequate pre-call research, but they aren't dedicated to gathering information.
??They exclusively use the data you supply.
Relying on the provided data, zero-data providers may claim:
"Your ineffective list is the reason for poor results."
Ensure your outsourced SDRs generate results quickly and prospect without data accountability issues by partnering with a vendor with a dedicated data ops team and robust internal and external datasets.
What LinkedIn is Saying
领英推荐
David Kreiger, President of SalesRoads, highlights the importance of manually curating a niche prospect list tailored to specific targets in his appearance on “The Modern Selling Podcast."
Join the conversation here.
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