Sales 2.0 Presentation -- Direct Dials

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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.

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  • Focus on quality of data over quantity of data
  • 6
  • 7
  • Point: You may have a lot of direct dial phone numbers in your database, but data decays fast. Just because you have a lot of direct dial phone numbers, doesn’t mean they’re accurate.
  • Out of 200 direct dial phone numbers that the client had different direct dials than the ZoomInfo database:
    ZoomInfo had 160 accurate direct dials out of 200 (80%)
    The client had 40 accurate direct dials out of 200 (20%)
  • Sales 2.0 Presentation -- Direct Dials

    1. 1. @Sales20Conf • #s20c Direct Dials Increase Productivity... No Kidding, But How Do We Get There?
    2. 2. @Sales20Conf • #s20c 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
    3. 3. @Sales20Conf • #s20c CRM Phone Numbers and My Sales Team
    4. 4. @Sales20Conf • #s20c 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”
    5. 5. @Sales20Conf • #s20c Why it Matters?
    6. 6. @Sales20Conf • #s20c 0 1000 2000 3000 4000 5000 6000 7000 8000 9000 10000 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
    7. 7. @Sales20Conf • #s20c 0 5000 10000 15000 20000 25000 30000 5 min 10 min 15 min 20 min 25 min 30 min 35 min 40 min 45 min 50 min 55 min 60 min 65 min 70 min 75 min 80 min 85 min 90 min 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.
    8. 8. @Sales20Conf • #s20c Other Challenges • Shorter lead forms • Incomplete lead lists • Corporate phone numbers
    9. 9. @Sales20Conf • #s20c What is Your Team Doing? • Googling corporate phone numbers? • Calling contacts who’ve moved on to new companies? • Leaving voicemails for gatekeepers?
    10. 10. @Sales20Conf • #s20c Why is This Such a Tough Problem?
    11. 11. @Sales20Conf • #s20c Data Decay: What You Need to Know
    12. 12. @Sales20Conf • #s20c 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
    13. 13. @Sales20Conf • #s20c Customer Data Analysis Findings 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% ZoomInfo Direct Dial Phone Numbers Prospect Direct Dial Phone Numbers Analysis on Direct Dial Phone Numbers Analysis on Direct Dial Phone Numbers
    14. 14. @Sales20Conf • #s20c Increase Productivity of Your Sales Team with Accurate Data
    15. 15. @Sales20Conf • #s20c Case Study: ConnectAndSell
    16. 16. @Sales20Conf • #s20c Problem • Inaccurate data • No direct dial phone numbers • Needed data that went beyond C-titles and included mid managers
    17. 17. @Sales20Conf • #s20c 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
    18. 18. @Sales20Conf • #s20c 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%
    19. 19. @Sales20Conf • #s20c Available Resources
    20. 20. @Sales20Conf • #s20c Tools and Services • B2B Sales intelligence tools like ZoomInfo and others • Append and cleanse services • CRM integrated lead and contact complete services
    21. 21. @Sales20Conf • #s20c Add Missing or Invalid Contact Info
    22. 22. @Sales20Conf • #s20c On Demand Contact Information in CRM
    23. 23. @Sales20Conf • #s20c 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!
    24. 24. @Sales20Conf • #s20c How much would your productivity increase if your sales reps reached the person they were looking for every time they picked up the phone?
    25. 25. @Sales20Conf • #s20c Questions?

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