The Unexpected Secret Ingredient for Winning in a Virtual Sales World

 


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The Unexpected Secret Ingredient for Winning in a Virtual Sales World

Truth About Virtual Selling: Why It’s Difficult

  • At least 50% of your prospects are not a good fit for what you sell.
  • 18 is the average number of calls it takes to reach a buyer.
  • 140 number of emails a buyer receives daily; opens ~20% and clicks on just 2%.

Secret Ingredient: Reliable CRM Data

  • Know Who to Sell to and Why
  • Get Engagement
  • Communicate Value
  • Close
  • Sell More

Poor data results in poor outcomes

Sales Suffer when Data is Bad: Questions to Ask Your Ops Team

  • 1. How often is firmograpic and industry data updated?
  • 2. Do inbound leads get validated and appended?
  • 3. What’s the average age of contact/account records?
  • 4. How often do we formally clean our CRM data?
  • 5. How are intent signals captured?

Sales Suffer when Data is Bad: Questions to Ask Your Ops Team

ONLY 24% agreed their sales organization is highly confident in CRM data.

Managing Your Data as a Corporate Asset

AT LEAST 70% of revenue leaders say data management is a high priority.
65% are manual cleaning or doing nothing.

Why it matters: bad CRM data impacts every part of the revenue cycle

Find

  • Wasted money paying for duplicate records
  • Wasted effort from old and irrelevant data

Engage

  • Poor lead-to-account mapping causes ABM problems
  • Poor sender reputation

Close

  • Territory misalignment
  • Lost revenue opportunities from incorrect lead routing

Grow

  • Inability to have productive upsell conversations
  • Poor reporting