Why does cleansing matter to your sales process? In a word – efficiency. Cleansing is a tedious process, but it is a crucial one. Identifying the right targets for your business is the foundation of every successful sales program. Without cleansed data, your sales team may very well be on a wild goose chase. — Insert obvious question — “Aren’t there data companies that I can purchase cleansed data through?” Answer: Yes. But… data changes second by second, so what you know to be “accurate” today may very well be outdated tomorrow. No matter the technological advances, the best way to truly cleanse your prospect data list is by physically picking up the telephone and calling the business.
In the cleansing phase of our process, we make up to eight phone calls to research your targets. We want to confirm who the decision maker is, identify their contact information and start gathering critical sales data. As this critical data is gathered, your prospects are either qualified or disqualified pending the result of the qualification surveys that are completed.
Right now, you probably think you have a clearly defined prospect list – and maybe you do. However, if we know anything about sales it is this – it could always be better.
During our process, we will move a minimum of 1,200 companies each year through this stage. Can you say that about your current prospecting efforts?