• Michael Hudson

Time Really Is Money When It Comes To Sales Data


According to Gartner, 27% of a Sales Executive's time is spent looking for or researching data on their prospects. Lets think about that number for a minute.

Over 1/4 of a Rep's time is spent looking for information on prospects that should already be to hand before they pick up the phone.

Let's expand on the math here and see what that could mean in real terms?

Let's say you are a medium sized software/technology company with 25 Reps who all carry a quota of $1M.

1 Rep x $1M quota x 27% selling time lost due to data gathering = $270,000 opportunity revenue lost

For the whole sales team?

$270,000 per Rep x 25 Reps = $6.75M in opportunity revenue lost.

That's a lot of money to leave on the table due to a problem that is easily solved using our ContactPERSONA platform. ContactPERSONA validates and adds a tremendous amount of extra data to your inbound leads that will substantially reduce the amount of data gathering time and effort by the inside or outside sales executive. That will directly translate into more engagement and selling time with the prospects.

That's a no-brainer.

#ABM #AccountBasedMarketing #LeadManagement

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