A bad business directory
refers to an inaccurate list of B2B contacts that affects the overall health of
your business. In the market, you may find a plethora of B2B data companies
offering database however while buying the data you should be careful enough as
it can either make or break your business. Your CRM system can only produce
good results if the data injected inside by you 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 an inaccurate business directory hampers 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 which 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
buy a database from any B2B data companies then check twice and take 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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