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• Of the prospects they did have for the NAL over 27% were suspected to be out of date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.