The key to conducting successful sales calls is being thoroughly prepared. However, pre-call planning and research can be time consuming; it involves extensive market research and competitive analysis. In fact, sales reps spend 15% of their time researching accounts, according to research from Accenture.
If time is money, then your sales professionals could be costing your business precious dollars. Think about it: A sales professional who makes $100,000 a year costs your company about $50 an hour. If your agent spends just one hour a day gathering prospect information online, you’re practically paying him or her more than $12,000 a year to copy and paste business information from the Web when they could be spending time making sales, building relationships, and growing industry knowledge.
For those who are visual learners, the equation looks something like this: 1 hour x 250 workdays x $50 = $12,500.
Even worse, information found on the Web is only as fresh as a company’s last site update, so key contact data, like names, email addresses, and phone numbers may be outdated—meaning the data your agents are gathering is likely inaccurate. So why pay your sales agents to spend most their time collecting incorrect data about prospects as opposed to actually selling?
By giving your sales team access to the right technology and tools, your agents can cut research time in half. For example, D&B360 provides relevant sales intelligence right within your customer relationship management (CRM) system. With D&B360, agents have all the correct data and insight they need to prepare for sales calls, such as company and industry competitive information, in one place.
Besides giving agents easy access to sales intelligence, D&B360:
It’s simple: To grow revenue, salespeople have to spend more time selling and less time researching accounts on the Web. Give your agents the support they need to drive real results with D&B360.