sales 2.0 presentation -- direct dials
DESCRIPTION
Having access to direct dials directly correlates to increased productivity but how do you get there? In this presentation, find out how to leverage CRM data to contribute to sales success. Accurate prospect data helps you contact and qualify leads quickly to get them into your sales funnel. Learn how to use B2B sales intelligence tools to get rid of incomplete and inaccurate records.TRANSCRIPT
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Direct Dials Increase Productivity... No Kidding,
But How Do We Get There?
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Agenda
• How is my CRM data affecting my team’s
success when making calls?
• Why is this such a hard problem to solve?
• Increase productivity through better data
• Case studies
• Conclusion/questions
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CRM Phone Numbers and My
Sales Team
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Data as a foundation
• Live and accurate data is the
foundation of all B2B outreach
• 62% of organizations rely on
marketing/prospect data that’s 20%
– 40% inaccurate
• 10% – 25% of B2B database
contacts contain critical errors
• 40% of business objectives fail due
to inaccurate data
“The top strategy to improve sales effectiveness is to Improve the quality of leads in the sales pipeline”
“25% of all B2B marketing database contains critical errors”
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Why it Matters?
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Response Time from Creation by 5min Initial Dials to Leads that become Contacted
The odds of contacting a lead drops 100x from 5 minutes to 30 minutes.
But..you need a phone number to do it
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Response Time from Creation by 5min Initial Dials to Leads that become Qualified
The odds of qualifying a lead drops 21x from 5 minutes to 30 minutes.
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Other Challenges
• Shorter lead forms
• Incomplete lead lists
• Corporate phone numbers
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What is Your Team Doing?
• Googling corporate phone numbers?
• Calling contacts who’ve moved on to
new companies?
• Leaving voicemails for gatekeepers?
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Why is This Such a Tough Problem?
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Data Decay: What You Need to Know
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Real Data Analysis Example
• We sampled 100 data points across 20 customer
databases totaling 2,000 direct dial phone numbers.
Each case showed different direct dial phone
numbers than what was in the ZoomInfo database.
• We called every direct dial phone number to see who
had the correct direct dial- the client or the ZoomInfo
database
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Customer Data Analysis Findings
0%20%40%60%80%
Analysis on Direct Dial Phone Numbers
Analysis on Direct Dial Phone Numbers
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Increase Productivity of Your Sales Team with Accurate
Data
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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
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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
• Analyzed results for quality and quantity
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Results
• Per ConnectAndSell’s 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%
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Available Resources
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Tools and Services
• B2B Sales intelligence tools like
ZoomInfo and others
• Append and cleanse services
• CRM integrated lead and contact
complete services
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Add Missing or Invalid Contact Info
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On Demand Contact Information in CRM
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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!
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How much would your productivity increase if your sales reps reached the person they were looking for every time they picked up the
phone?
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Questions?