Data sales often fall through the cracks in a company. It doesn’t always make it to Salesforce (or your CRM of choice). In this article, we will talk about data sales, specifically the real secret to moving deals from prospect to closed.

The study found that companies are losing 30% of their revenue due to poor data hygiene, which totals $700 billion a year.

You know that quality data is important for a number of things, like doing QBRs and analyzing account health.

So, why is it that the average customer’s contact database contains 90% incomplete contacts? We are talking about as many as 74% of them needing to be updated.

data sales


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€

Here’s the Problem

You have to give people something in return for the time they spend inputting data into Salesforce. It’s not enough just paying them; you need to make it worth their while.

Let’s take a step back.

Sharing information with your customers and prospects is the best way to get a better understanding of their needs. This can also help you in other parts of your company.

As a result, it should:

  • Consider all aspects of the sales cycle.
  • When you’re making big business decisions, align them with what’s best for the company.

But if that feedback is not living in the CRM, it has no way to be managed or shared with other departments. It would just live on a separate cloud service like Evernote OneNote Google Docs.

There are many different ways to keep customer data organized. It’s not just one app that I use; it’s a combination of things! Heck, I can tell you from personal experience that sometimes there will be handwritten notes on scraps of paper scattered around my desk.

Companies can’t afford to have 88% of their customer data living in disconnected sources. They need it all there.

Here’s the thing

Your team doesn’t put data into the CRM because it doesn’t provide them with any instant gratification.

From a salesperson’s perspective, managers get the data sales from Salesforce to help analyze and forecast better. However, other employees don’t find it valuable because they see their paycheck being reduced by it.

If you want to change behavior, it’s essential to incentivize the desired behaviors.

Companies have started to realize that they need a clean CRM database.

The Single Most Effective Way to Improve Your CRMs Deal Data

The most important incentive you can use with your reps is to keep them motivated by giving them the opportunity to make real digital deals happen.

Give them that, and they’ll be more motivated to keep up with the CRM.

This article will show you how to maintain your CRM. It’s important to have a system in place so that it can be updated easily.

  • Simplify data entry
  • Align incentives
  • Give the team feedback on how they are doing, but also give them positive feedback.

1. Simplify Entry of Data Sales

Even if this doesn’t solve the problem, it will make the next two steps easier.

The easier you make it for your team to input data, the less they will have an excuse not to do so.

Rather than having reps ask prospects to fill out a pain field in the CRM, have them ask a prospect one question about their business that relates back to what you want to be answered.

If you can make data more relevant to sales and buyers, your success will increase tenfold.

You need to start aligning the CRM with the sales process. For example, SalesLoft and Outreach both log emails indirectly.

2. Align your Incentives

You can either do this or that.

If you choose to pay your reps for data sales entry, they will be more motivated because the work is worth their time.

It’s not perfect, but it can work. You could still get junk data in the CRM here, and you’ll have to constantly audit for commission reconciliation. But hey, at least they’re talking about money.

Option two: to get people’s information, you can offer them something in exchange for it.

You need more than industry, company size, and other generic data sales to create a successful sales process. You can’t just rely on the same information for each prospect.

Instead of trying to push a generic message, you should focus on using specific data points gathered from your team’s deals.

Oh, you mentioned that your company is growing three times this year, and you need a system to scale with it? That sounds like one of our customers.

data sales

3. Create a Loop of Positive Feedbacks

Now you can use a battle card to respond with the perfect argument.

If you mention the content on cards, it’s important to tell them what works and doesn’t work about that card.

As a marketer myself, I want to know if the articles and case studies I’m writing for my sales team are helping them close deals. If interviews with other marketing professionals provide more credibility than our own company’s case study, then it might be better to allocate time accordingly.

The goal is to know what kinds of content and talk tracks are the most successful so you can continuously optimize your strategy.

data sales

If you want to know the impact of your enablement efforts, its hard. You can try some sort of customer feedback metric like NPS and that should help.

Making Data Sales Entry a No-Brainer

At the end of the day, you want your team to be motivated by wanting to share information with other departments.

The more diverse the company, the better it is for winning deals.

You want to help your team make the most of every customer interaction and lead them through a process that will allow them to succeed.

If you’re making data entry easy, giving them shared sales playbooks, and advocating a positive feedback loop – then your business is set up to succeed. Data will be put into motion because the benefits outweigh any drawbacks.

We all know time is the most valuable resource. Wouldn’t you love more one-on-one coaching instead of wasting it on triaging deals?

To improve the quality of data in your sales organization, you need to identify and get rid of any bottlenecks that prevent it from being shared. If we can do this without hurting anyone’s feelings or upsetting them, then we’ll be able to close more deals.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? Iā€™d love to hear from you!

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.