What Are Verified Contacts and Why Your Sales Success Depends on Them
Imagine a situation that every salesperson knows all too well. You're sitting by the phone with a list of hundreds of contacts in front of you, and you start dialing. The first number doesn't exist. The second number belongs to someone who left the company long ago. The third person picks up but has absolutely nothing to do with purchasing. The fourth one tells you they have no interest in your product because they operate in a completely different industry than you thought.
The Difference Between a "Lead" and a Verified Contact – Why Quality Beats Quantity
In the business world, the word "lead" is used so frequently and so loosely that it has almost lost its original meaning. All it takes is for someone to fill out a form on a website, download an e-book, click on an ad, or appear in some purchased database, and they are immediately labeled as a lead. The sales director looks into the CRM system, sees hundreds or thousands of such records, and gets the impression that their team has plenty of opportunities.
How Much Does Working with Unverified Contacts Cost You? (The Hidden Cost of Bad Data)
Every company operating in the B2B space works with contacts. Phone numbers, email addresses, names of people, and company names form the foundation of a sales team's daily work. Without contacts, there is no one to call, no one to write to, and no one to negotiate with. That goes without saying. What is far less obvious, however, is the question of how much these contacts actually cost you. And I don't mean the price you paid for a database or for the marketing campaign that generated them.
How Much Does Working with Unverified Contacts Cost You? (The Hidden Cost of Bad Data)
Every company operating in the B2B space works with contacts. Phone numbers, email addresses, names of people, and company names form the foundation of a sales team's daily work. Without contacts, there is no one to call, no one to write to, and no one to negotiate with. That goes without saying. What is far less obvious, however, is the question of how much these contacts actually cost you. And I don't mean the price you paid for a database or for the marketing campaign that generated them.