The Unexpected Secret Ingredient for Winning in a Virtual Sales World
Data Management
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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