Databases vary in terms of the currency and more importantly the relevance of the companies and prospects that are held by clients.
Salespeople are often given broad data to call in order to find the prospects which are most relevant and a lot of valuable selling time can be used up in chasing the harder to convert data.
When we undertake a data qualification campaign for exhibition stand sales for example, we will filter out people who will only ever visit and not exhibit, those that have the wrong product type for the event, those that never exhibit and all other data that is invalid.
We will typically make over 100 calls per day, per agent and pass through 5-6 qualified leads to the sales teams. These are rated as hot leads, warm leads, future interest, and information requests to help sales people to prioritise their follow up.
We have also developed integrations with CRM and Campaign Automation tools to pass through leads and data updates automatically and seamlessly.