Database cleanup, data cleansing, data scrubbing – whatever you want to call it, it is a way of removing unwanted data in your database.
As a sales manager, I know that lead generation in Singapore can be a tough work, especially if you’re having a hard time getting in touch with the right business prospects. But I’ll admit it, this is something I need to do to stay in business.
Whether I’ll assign someone from my team to do prospecting and cold calling or partner with a B2B lead generation company, the challenge is the people you come in contact with. My team knows that the prospect’s decision to purchase is a long process. The hassle of calling the wrong company and chasing the wrong decision maker adds up to it, making the sales cycle even longer for us.
So it’s important to make sure that our database is always updated and free from:
- Duplicate records. Companies with the same company name, number and contact person.
- Inactive numbers. Numbers that are no longer in service and fax numbers.
- Inactive contacts. Person is no longer with the company
- Wrong numbers. Wrong company or the company transferred to another location.
- Residential numbers.
But wait… Don’t put these records into the trash. Not just yet.
Instead, have someone update these records. They can either research for the new number and a new contact person online or profile these records through calling.
Now what? You can then include these contacts ones the information was updated. Read The Importance of Updated Database When Targeting IT C-Level in Singapore
Consistent updating of the database is a must. Why? Businesses transfer from one location to another and prospects change roles and companies. Cleaning your database is very important to the success of your lead generation campaign.
This marketing campaign solidifies the statement above:
Callbox: Providing Sales Support to One of the Largest Business Software Companies
The Client didn’t have the in-house expertise to run a lead generation and lead management campaign, nor did they have the database tools to support one. To achieve their objectives, they needed a partner to develop and execute a comprehensive lead generation, qualification and appointment-setting program to capture greater market share for their business software solutions. While the company had a dominant market share in the industry, it lacked the support for their sales people to handle leads and prospect profiling.
As a salesperson, I’m sure you don’t want to make that embarrassing (as well as annoying) mistake of calling the same company over and over again. Not to mention that would be a complete waste of time, effort, and resources.
Related: The Secrets to Increase your Database with Qualified Contacts [VIDEO]
Sales reps rely on the information in the list when talking to someone. Knowing who to look for makes their job easier. Having to speak to the right person even on your first call makes allows you to identify right away if there’s an opportunity or not. If you want to increase your leads, all you need to do is to perform a good database cleaning.
Lead generation should not be hard at all. Practice good data hygiene. Maintaining a clean database can help:
- Improve the number of leads
- Higher conversion rate
- Increase ROI
Let me leave you with this question. What will you do if you keep on chasing a person in the list and found out that she’s not the right person to look for after your 11th call?
Watch this full video and Learn How to fill your pipeline with Qualified Singapore Leads!
