A simple (but not easy) way to get more value out of your CRM Contact Data
Experienced sales management and IT developers know that fixing and updating contact lists is painful.
Why do it? It’s simple math – A list that’s 10% more accurate will produce 10% more contact opportunities with no changes to your existing process.
The current climate is spurring Sales to seek winnable opportunities. Staff wants to go re-pitch prospects where they didn’t get the business. It might have been personalities, price, or someone’s favorite –Who knows?
Org charts are changing today. Updating contact records makes it easy to go back and get that second shot. Even better, if your big sponsor at Central Post Manufacturing jumped to her competition at Midwest Copper Forging, you can stay in touch and possibly use them as a sponsor at their new position.
CRM contact lists can be updated from internal and external sources.
In our next blog post, we’ll discuss what needs to be done to update your records to give you a potential 2nd shot at opportunities or reveal new ones.
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