It may be stating the obvious, but data is an indispensable component of a modern, successful sales team. Data-driven sales pros can avoid pursuing bad-fit prospects, and at the same time, identify new opportunities that would otherwise go unnoticed.
It’s also obvious to say there’s no shortage of information on pretty much any company in the world today. In theory, any. B2B sales organization is flooding with data. Their databases are filled with data on companies and customers. But.. is this really true? Is your CRM filled with relevant data? Do your salespeople have easy access to the data most relevant to them? And, are you sure that the data they’re acting on is accurate and up to date?