- Michael Hudson
The Named Account Data Big Black Hole

In our latest case study, Contact Persona identifies a potentially huge black hole in the strategy of companies that use Named Account Lists (NAL). We performed a NAL prospect analysis for a three-year-old technology company.
Here are the highlights of our findings:
66% of their NAL had no contacts associated with them at all
The company had less than 1 in 5 of their target prospects across the NAL
Their coverage efficiency for the NAL is less than 20%
Of the prospects they did have for the NAL over 27% were suspected to be out of date
Other studies for different clients have revealed that this black hole of viable contacts is common across B2B sales teams. You should find this alarming.
If you are a Sales Leader, we recommend you read the full case study here.
Addressing the NAL black hole could go a long way to getting you to making your number but you need to find out the current state on your NAL prospect data.