There has never been a time in history when sales and marketing were so data-driven. While in the past salesmen used to show off their Rolodex as a visual representation of the relationships they had built, sales teams are now looking outside their own networks to get the best prospect data. Of course, not all prospect data is good. In a recent Demand Metric study, it was reported that only 40% of B2B organizations have highly accurate data. Therefore, there are two different kinds of sales teams.
The first kind of sales team puts a great deal of time and effort into the gathering, researching, and correcting of their prospect data. The second kind treats data as an afterthought.
