Big data is all the rage these days for software sales, but data accuracy is the foundation of today’s sales strategy.
If your sales team is still finding it difficult to gain any real traction from your sales database, it is likely due to a lack of focus when it comes to developing data-based strategies.
The following are three simple tips to help you create a software sales database that sets your team up for success:
Quick Tip #1: Assess the validity of your database contacts every six months.
How often are you refreshing your software sales database?
Assuming that a static database is fine is a big mistake, because degradation starts happening within six months of adding new contacts. You have to assess the lifecycle of your contacts to maintain a viable sales database.
Every six months, your sales team should go through the database and purge old contacts. This is also a great time to add in a batch of new contacts you’ve acquired through lead generation, so that, again in six months, you’ll be assessing your database at the proper time.
Quick Tip #2: Facilitate fluid internal communications with the proper system integration.
How do your appointment setters and closers communicate?
Your lead generation and closing efforts face major barriers if your specialists are unable to communicate with each other about each prospect they handle. This type of fragmentation results in errors and wasted time, from inconsistent processes to data scattered across different systems.
System integration, such as a customer relationship management (CRM) tool and automation software, ensures your team’s communication is fluid and the experience for the prospect is seamless.
Just as important is ensuring that appointment setters capture or update details on a prospect after an appointment is set and your closers further update those details once the appointment takes place. This makes system integration even more useful and the data in it even more valuable.
Quick Tip #3: Ensure your sales database is complete with regular grooming of contact information.
How complete is your data?
If your sales database is littered with invalid phone numbers and irrelevant contacts, your salespeople are likely chasing their tails looking to connect with the right person.
A big trend right now is accounts-based marketing. This means your sales team is looking at the database for multiple contacts from the same company. However, you have to assess if this list of multiple contacts is helping to support your sales strategy. There is no reason to host that data if it’s irrelevant to your cause. How many of those contacts from the company are influencers versus decision makers?
Once you define your sales strategy and data mine to remove irrelevant contacts, you’ll see how many unique companies you truly have to work with.
With database challenges like excessive data, lack of system integration and inaccurate prospect data, you’re hindering your team’s ability to set appointments and close deals.
These three quick tips help to ensure your software sales database is accurate and working to your benefit, instead of working against you.
Ready to learn more valuable insights into building a successful software sales database?