Meet Joe – he manages an inside sales team of 10 people. Joe has 5 people in the East and 5 people in the West. Joe has the responsibility of setting 10 qualified appointments a day with all outbound activity.
Joe uses a sales automation tool to keep his reps organized and their communication tailored. His team needs 1000 new contacts for campaigning every week (100 a piece.) His campaigns are multi-touch consisting of social, email, phone, and video on higher quality targets. Joe’s multi-touch campaign requires 3 dials per week.
Joe will upload a list of contacts into his sales automation tool and assign them to his sellers for their campaigns. That is where the problems arise.
According to Hubspot, B2B data expires at a 3% rate per month so the list that Joe uploaded was already old. Even using a simple technique of email validation only gets you so far because less than half of companies today provide bounce statistics. Joe knows this all too well as 20% of his list is either outdated or inaccurate from the start. So out of 1000 contact records – Joe was able to use 800 – the fun part is actually finding out which ones are bad throughout the campaigning process.
The key to any successful campaign is the phone. According to FunnelClarity, sellers using a direct dial will save 35 seconds per call and it will take them 40% less dials to set an appointment. A seller is 147% more likely to have a conversation with a VP using a direct line as a result.
Back to Joe – He started out with 1000 contacts but only was able to use 800 of them because they were outdated or incorrect. That is a 20% decrease in people to prospect so his sellers have to make up the difference. Unfortunately, his team will need to make 40% more calls without direct dials to get the same results.
In conclusion – Joe’s team can make 1800 dials to 1000 prospects to reach his goals or make 2400 dials to 800 prospects and come up 20% short. That is the ROI of human validated direct dial data – and that is just for one week.