Operationalizing Your B2B Sales Data - 5 Expert Tips to grow pipeline
Today’s B2B go-to-market teams are lucky to have an abundance of data, including contact, account, firmographic, technographic, and intent data all combined with your private CRM data. In theory, this fountain of data should help you drive more pipeline, more efficiently than ever. So why does your team still struggle? Does your team truly maximize its value? Does this data live harmoniously across your rev ops stack and drive everyday pipeline generation? This session will help!
Join us for an expert session with go-to-market guru Ed King, Founder and CEO of Openprise, and SalesIntel CMO James Lamberti. Learn five expert tips on operationalizing data for better GTM performance and efficiency based on real-world experience.
Discussion topics
Defining the issue: data needs, sourcing, prioritization, and what we mean by ‘operationalizing data’
Building the foundation: Integrating, merging, and aligning the team
Strategic GTM application: Sizing the addressable market, segmenting the market, and defining your ICP through data
Marketing efficiency: Inbound efficiency, outbound and ABM efficiency, movers analysis
Sales efficiency: Sales capacity planning, routing orchestration, assignment, and territory
Key Takeaways
Data defines your relevant market. Having every TAM/TRM account in your CRM with relevant contacts for each account will make everything easier down the line.
Organize and clean your data before presenting it to your sales team. Get your team data ready to be used instead of killing their time by trying to figure data out
Maintaining good data hygiene is key. Data deteriorates super fast. That means that keeping data hygiene on an ongoing basis is fundamental.