A bad
business directory means the wrong list of B2B contacts that impact business
growth drastically. In the market, you may find ample of B2B data companies
offering databases; however, while purchasing the data, you should be careful
enough as it can either make or break your business. As it is rightly said,
"CRM system can only produce good results if the data injected inside is
accurate." A company can still manage without CRM; however, without an
accurate business directory, it’s almost impossible to get the desired results.
Let’s
look into a few examples of how a bad business directory impacts your business
success:
Irrelevant Lead Generation and Low
Productivity
An
inaccurate business directory leads to irrelevant lead generation. This
irrelevant lead generation affects your sales and marketing team’s performance
as it becomes very crucial for them to contact leads, prospect them, and set
meetings. It causes a lot of time and money wastage too because your sales and
marketing team is sending emails that bounce and making calls on a wrong or
faulty numbers. It takes away all their efforts also which they could have
utilized in other productive activities. Inaccurate data also results in poor
prospect planning for those leads where contact information is right; however,
that leads’ preferences and job roles are inaccurate. It destroys the first
impression of your company in the very first meeting with the lead.
Poor Relationship Management
B2B data
companies offer various business directories based on industry and domain
preference. Inaccurate business directory results in poor relationship
management as it doesn’t allow your sales and marketing team to prospect the
right lead with accurate information, which hampers the follow-up with leads.
Due to inaccurate details of a profile like job role and preferences, sales and
marketing team pitching goes in the wrong direction, which deteriorates the
initial relation with lead. Even the lead who is contacted by your sales and
marketing team feels frustrated as he is getting pitched for something which he
or she never wanted.
Sometimes
while following up with the right lead, by mistake, your sales and marketing
team can also input inaccurate data that they gathered during the follow-up
with the lead. During the buyer’s journey, there are various interactions of
lead with your team, and many times your team also makes an error while feeding
the information, which hampers the follow-up with the lead.
De-motivation
Errors
made while feeding the lead information lead to false or inaccurate reports
which de-motivates your team as the metrics fail to produce correct growth,
which was expected. Just imagine the number of leads that converted into
customers not properly registered, then it leads to confusion, frustration, and
de-motivation in your team. It also distracts your team from its focus on
achieving the targets.
Apart
from de-motivation, which spreads among the team, the sales forecasting process
gets affected badly with inaccurate reports as the key decision-makers also
face a hard time in planning future strategies on the basis of inaccurate
reports.
Thus,
using an accurate business directory is very important for your business. If
you are planning to purchase data from any data provider, companies then check twice
and make the right decision. Accurate business directory facilitates your sales
and marketing team to make calls effectively and deliver high impact messages
to build a strong relationship with leads and existing customers. Accurate data
helps your business in retaining existing clients and enhances the chances of
profitability through increased revenue. In a nutshell, accurate data acts as a
master key to unlock the world of better opportunities.
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