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The Cost of Bad Data

A leading B2B restoration services provider with over 100 salespeople had been accumulating data in their CRM environment for nearly a decade, but wasn’t sure how accurate or complete their data was. They estimated that over 40% of all of their sales team’s prospecting activity was dedicated to sorting through bad contacts to find someone to target. Transcend was able to run a contact verification process on the 95K+ contacts in CRM and remove 52% of them that had gone bad over the years. Transcend then worked with their marketing team to determine their Ideal Customer Profile (ICP) and provisioned another 37K contacts that look just like their best customers so their sales team would have all the resources and prospects they need to achieve their goals.

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