DiscoverOrg
(of your data)
Easy Steps to
Clean and AppendKrystan Resch
Sr. Customer Success
Manager
WELCOME
Don’t Be Scared!
Objectives
Recognizing why dirty data is losing you money
Discover if your data is dirty
Setting up and adhering to a data plan
www.discoverorg.com
Dirty Data Poll
Do you normalize all of your fields in your CRM systems?
Is your data plan enforced by your CRM?
Do you purchase lists?
Do you have a url for each company in your CRM?
Do you struggle with getting your rep’s to follow a data plan?
www.discoverorg.com
How Fresh is your Data?
40% of email users change their email at least once every two years.
Up to 20% of all postal addresses change every year
Up to 18% of all telephone numbers change every year
Up to 21% of all CEO’s change every year
Over 60% of people change job functions within their organizations every year.
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What is Bad Data Costing YOU?
A LOT OF MONEY
Poor Deliverability
Low response rate
Sales gets re-routed
Wasting countless hours
$ 22,000 lost per rep from bad prospect data/wasted research time
www.discoverorg.com
Proof is in the Pudding
LeadJen examined 12 lead generation campaigns across industries representing over 100,000 connections made by phone or email. Their study found that conducting a lead generation program without first investing in cleaning data wastes 27.3% of each sales rep's time, or 546 hours on average a year per rep!
Source: http://Ieadjen.com/data-roi-study-cost-not-vaIidating-data-whitepaper
www.discoverorg.com
6 Easy Steps to Build A Data Plan
Put your data through a normalization process
Create a naming convention for your campaigns
Keep the JUNK out up front
Append the missing pieces
Set up automation for regularly verifying
Incentivize and monitor your team for results
www.discoverorg.com
Naming Conventions
W: 2013 Cold Calling – How to Handle Objection
T: 2013 Staffing World
E: 2013 Following Up
2013 VAR Tradeshow Staffing World
2013 WEBINAR How to Handle the Objection
www.discoverorg.com
Set Regular Audits
Track % of direct dials
Track bounce rates
Complete the account profiles
Track missing fields
Missing account data, contact data, opportunity data
www.discoverorg.com
