The Unexpected Secret Ingredient for Winning in a Virtual Sales World

In case the PDF above does not display properly, you’ll find a text version below.

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