With a handful of days left to impact sales goals, it’s no wonder that some sales professionals are feeling the heat and starting to sweat. According to a 2013 study from CSO Insights, two-thirds of companies are struggling with lead generation. More than 65 percent of companies surveyed are looking to improve new customer acquisition as a key driver for the year. And sadly, less than two-thirds are making quota. Sales professionals admittedly are raising their hands, asking for help with prioritizing and researching new accounts.
Many of us have been hearing about big data and the data deluge that both sales and marketing professionals are facing day in and day out. Heck, I’ve created a lot of content about big data and our CEO opened up about our transition away from hyping up ‘big data’. What’s more important, especially for sales leaders, is how the influx of data available is providing an opportunity to be much more informed about customers and prospects in ways that weren’t possible before. The insight that can be gleaned from the data is what sales professionals are looking for. Let’s take a look at a few sales prospecting tactics and the impact of data science to ensure success in the New Year.