14 Reasons Prospecting Data Can Fail - ECI Software Solutions

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1. 2. Sales staff has too many support duties – Your sales staff may have so many support duties, they have little time remaining to prospect. If they aren’t prospecting, they aren’t using your data. If this is the case, existing clients can be moved to a client service or retention team to clear the sales staff to strictly find new business. “Sounds easy until they realize the data resides outside of the CRM.” 4. Lack of training – You’re asking the sales staff to use a newly acquired data set, but they may not understand why the data set will improve their success rate or what behaviors to change to take advantage of the data. When training the sales staff on B2B data, it’s important to show them how their daily activities will change once they have the data.

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