Blog of Sales Intelligence Tactics

Unravelling the mysteries of how to properly manage CRM’s and why they often end up being unreliable, has become a daily problem in the sales community.

As we have already discussed in a previous post, the issues with dealing with CRMs are numerous, but they mainly concentrate under one category: USAGE.

For many it is thought to be an outdated system, others just don’t have the time or willingness to (properly) update it. This obviously results in users ignoring and rejecting the CRM system.

Statistics prove that at least 30% of B2B contacts change position or company in a year, therefore making it harder for sales reps to hunt them down. This causes the invalidity of up to 20% of the contacts listed, at any time. Furthermore, there is a constant duplication of information which hinders the reliability of the CRM even more.

So what are the solutions marketers usually rely on…? Buying prospecting lists (good guess!) from data base specialists, which are then cross referenced to the CRMs OR asking contacts to fill out forms with their data.

But… Prospecting lists range from a 40% to a 70% outdate rate, since they don’t rely on social media outlets (Facebook, LinkedIn etc.) causing the data to be “cleaned with dirty data”. On the other hand, chasing down contacts with forms is definitely way too time consuming.

What can be a solution to this never ending cycle??

It has been a recurring demand from our clients, to find a CRM management solution to ameliorate the system, and thanks to our technology, it is possible to say that the gap can be finally managed.

What IKO will provide, is a CRM automatic update, by cross-referencing contacts with its database and the exhaustive feeds available from social medias and live web content.

What will we add to your CRM?

- Daily feeds from 100% of your contacts

- Contact social profiles

- Reliable emails and telephone numbers

- Both job and company segmentations

It has been tested, that the system is able to match 100% of what can be matched manually, but in a much shorter time span. Why? Because our database offers:

- 200 million professionals (of which 4 million are located in France)

- More than 90% of top company decision makers

- 60,000 daily updates on job positioning changes

You give us your CRM, we will update it, and you will pay for the percentage of matches made.

Sounds like a deal?