Direct Dials Increase

Productivity... No Kidding,
But How Do We Get There?

@Sales20Conf #s20c

Agenda
How is my CRM data affecting my teams
success when making calls?
Why is this such a hard problem to solve?
Increase productivity through better data
Case studies
Conclusion/questions

@Sales20Conf #s20c

CRM Phone
Numbers and My
Sales Team

@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 thats 20%
40% inaccurate
10% 25% of B2B database
contacts contain critical errors
40% of business objectives fail due
to inaccurate data

@Sales20Conf #s20c

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

Why it Matters?

@Sales20Conf #s20c

The odds of contacting a lead

drops 100x from 5 minutes to 30
minutes.
Response Time from Creation by 5min
Initial Dials to Leads that become Contacted

10000
9000
8000
7000
6000
5000
4000
3000
2000
1000
0

But..you need a phone number to do it

@Sales20Conf #s20c

The odds of qualifying a lead drops 21x

from 5 minutes to 30 minutes.
Response Time from Creation by 5min
Initial Dials to Leads that become Qualified
30000
25000
20000
15000
10000
5000
0
5 min10 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

@Sales20Conf #s20c

Other Challenges
Shorter lead forms
Incomplete lead lists
Corporate phone numbers

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What is Your Team Doing?

Googling corporate phone numbers?
Calling contacts whove moved on to
new companies?
Leaving voicemails for gatekeepers?

@Sales20Conf #s20c

Why is This Such a

Tough Problem?
@Sales20Conf #s20c

Data Decay: What You Need to Know

@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

@Sales20Conf #s20c

Customer Data Analysis Findings

Analysis on Direct Dial Phone Numbers
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
ZoomInfo Direct Dial Phone Numbers

@Sales20Conf #s20c

Analysis on Direct
Dial Phone Numbers

Increase Productivity of Your

Sales Team with Accurate
Data

@Sales20Conf #s20c

Case Study:
ConnectAndSell

@Sales20Conf #s20c

Problem
Inaccurate data
No direct dial phone
numbers
Needed data that went
beyond C-titles and
included mid managers

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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

@Sales20Conf #s20c

Results
Per ConnectAndSells 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%

@Sales20Conf #s20c

Available
Resources

@Sales20Conf #s20c

Tools and Services

B2B Sales intelligence tools like
ZoomInfo and others
Append and cleanse services
CRM integrated lead and contact
complete services

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Add Missing or Invalid Contact Info

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On Demand Contact Information in

CRM

@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!

@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?

@Sales20Conf #s20c

Questions?

@Sales20Conf #s20c