Fact: Your company’s email program will only ever be as good as your contact database.
No matter how great your emails are, eventually your contacts get married, change jobs, or receive promotions; their companies go out of business or merge with entirely different organizations. Slowly but surely, you’ll be left with inaccurate and unreliable data.
If you aren’t diligent about database maintenance, you’ll run your email marketing program into the ground.
So how do you grow your email list while combating rapid data decay? Fear not—we’ve put together a list of the five best ways to keep your database full and accurate.
Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job.
Hiring the right people can directly impact your company’s overall success and revenue. Although there will never be a foolproof way to hire the best B2B sales reps, we’ve compiled a list of the top characteristics to look for and the questions you should be asking to determine if a candidate is a good fit. These are as follows:
Dirty data is an epidemic. In fact, according to MarketingSherpa, B2B data decays by about 22.5% every year. Simply put, 1 out of 5 contact records in your marketing database is lost due to inaccurate information. Yet, organizations don’t have the resources to control this problem. This infographic will help you understand how dirty data affects your organization and the three simple steps you can take to optimize your database for sales and marketing success. Read More →
With the rise of sales enablement technology and the variety of available communication methods, one might expect phone calls to become a thing of the past. Yet, cold calling is still a key component of B2B sales.
1. 78% of decision makers polled have taken an appointment or attended an event that came from a cold call (source).
The Problem with Cold Calling
But the reality is—whether you’re a seasoned veteran or it’s your first day on the job—you probably don’t enjoy making cold calls. The reason for this is simple: if you’re not armed with the right resources, cold calling is uncomfortable and ineffective. Read More →
Well-meaning colleagues love to give their input. However, the B2B industry has changed a lot in recent years, so some sales advice is better ignored.
Check out these misguided pieces of sales advice to learn more:
More calls equals more success
Conducting 100 cold calls a day might make you look productive, but is it actually contributing to your bottom line? Instead of calling every lead that comes across your desk, take time to qualify and research those leads.
Also remember that a cold call doesn’t have to be “cold.” Your B2B data can help you warm up conversations and get you started on the right foot.
It seems everyone has advice on prospecting, from the best time to cold call to which days of the week executives are most likely to answer the phone. It’s hard to separate the myths from the truth, so the experts at ZoomInfo have gone ahead and done that for you.
Here are 5 data-driven tips for sales prospecting:
If done correctly, investing in your B2B data can produce impressive results. In fact, companies that regularly maintain their database can realize 66% higher conversions to revenue compared to those that do not (source).
Unfortunately, when you work with a low-quality data provider, you run the risk of doing more harm than good. Consider this statistic: 40% of business objectives fail due to inaccurate data (source). So, how do you make sure the data you’re buying is top-notch? Try before you buy!
Continue reading for our top tips and best practices for selecting a B2B data provider.
Some might compare selling to a competitive sport, which is hard to disagree with. Sales professionals have monthly quotas to hit, just as athletes are expected to perform well and win. In the business world, sales professionals are under a lot of pressure to perform and sell. If they don’t, they could easily be replaced with someone who can outperform them. Read More →
There is no greater asset to your organization than your B2B database. However, when your database becomes cluttered with outdated, incomplete or inaccurate contact information, it can prove to be a costly obstacle along your route to success. From marketing, lead generation and customer relationships, to sales and even revenue, dirty data can have an insurmountable impact on all areas of your business.
As frustrating as it may be, data decay is a natural outcome of the ever changing B2B landscape; professionals are constantly changing positions, titles, locations and places of work, rendering data useless. Even if you don’t see the direct impact of dirty data to your bottom line, there is no question that your sales and marketing teams would perform even better if your contact data was regularly cleansed and optimized.
Still not convinced? Let’s see if some cold, hard facts can change your mind. Here are 36 statistics about dirty data that highlight the importance of database maintenance: