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Productivity... No Kidding,
But How Do We Get There?
@Sales20Conf #s20c
Agenda
How is my CRM data affecting my teams
success when making calls?
Why is this such a hard problem to solve?
Increase productivity through better data
Case studies
Conclusion/questions
@Sales20Conf #s20c
CRM Phone
Numbers and My
Sales Team
@Sales20Conf #s20c
Data as a foundation
Live and accurate data is the
foundation of all B2B outreach
62% of organizations rely on
marketing/prospect data thats 20%
40% inaccurate
10% 25% of B2B database
contacts contain critical errors
40% of business objectives fail due
to inaccurate data
@Sales20Conf #s20c
Why it Matters?
@Sales20Conf #s20c
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@Sales20Conf #s20c
Other Challenges
Shorter lead forms
Incomplete lead lists
Corporate phone numbers
@Sales20Conf #s20c
@Sales20Conf #s20c
@Sales20Conf #s20c
@Sales20Conf #s20c
@Sales20Conf #s20c
Analysis on Direct
Dial Phone Numbers
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Case Study:
ConnectAndSell
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Problem
Inaccurate data
No direct dial phone
numbers
Needed data that went
beyond C-titles and
included mid managers
@Sales20Conf #s20c
Desired State
B2B data vendor bake-off to reveal who
had the highest quality data across 15
vendors
Used the ConnectAndSell platform to make
more than 100 calls per hour and analyzed
how all 15 B2B data providers performed
@Sales20Conf #s20c
Results
Per ConnectAndSells study, ZoomInfo
was hands down the winner
Using ZoomInfo, ConnectAndSell:
Averaged 10 dials-to-one connect (250% better
than the average)
Improved ability to reach prospects by 60-100%
Got prospects on the phone in 90 seconds,
instead of three minutes
Funnel of forecasted revenue increased by 400%
Increased bookings by 85%
@Sales20Conf #s20c
Available
Resources
@Sales20Conf #s20c
@Sales20Conf #s20c
@Sales20Conf #s20c
@Sales20Conf #s20c
Summary
Bad data kills productivity!
Data decay is ongoing and unstoppable!
Leverage available resources to stay on
top of bad data and increase your teams
chances of winning!
@Sales20Conf #s20c
@Sales20Conf #s20c
Questions?
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