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Recession-Proof Your CRM Data!

Recession-Proof Your CRM Data!

We’re already seeing the signs of economic contraction, and if you aren’t already, it’s likely you’ll soon be asked to deliver the same results with fewer resources.

 Over the past few months, we partnered with BuzzBoard to survey nearly 400 sales professionals on how they are managing and maintaining their CRM systems.

The results from this year’s "State of CRM Data" survey are in, and they provide a guide for navigating a new economic environment. Join us for a live analysis and discussion of key findings and actionable ways to squeeze maximum results from your CRM data in the face of increased belt-tightening.

In this session, we'll be diving into the following topics:

Discussion topics

  • Discover trends as we draw comparisons to last year’s results (see last year's results here).

  • Explore the results within the context of this pre-recession period we are in.

  • Learn how to prepare to keep your KPIs at comparable levels while having less resources to do so.

Key Takeaways

  • In our study, the presence of need data correlated with a clear uplift in both respondents' confidence in their CRM data and their organizations ability to personalize. Need data, as an attribute to shake up the top-of-funnel go-to-market priorities, is a clear business imperative–the reason it features in the top 3 wishlist items that organizations reported in the survey.

  • We’re already seeing the signs of economic contraction. Brute force methods that depend on infinity budgets no longer cut it. It is time for greater precision and targeting to deliver the same results with fewer resources.

  • Organizations have yet to unlock deep data and analysis to limit marketing and sales waste. This, despite a considerable increase in annual spend on data hygiene and enrichment, with nearly a 50% increase in companies spending more than $25K annually. Availability and accuracy remain the top barriers to complete data.

  • There is increased demand for signals that help sales teams prioritize by account. Organizations are increasingly turning to rich data to help them better characterize accounts within their TAM, and prioritize sales and marketing outreach to the best fit accounts that demonstrate the greatest need and promise to close the fastest.

  •  There is still a huge divide on how data can accelerate revenue-driving initiatives and current providers’ ability to deliver. 65% of respondents are not satisfied with their current data providers. Leaders with higher quality data desire deeper datasets to understand industry trends, projected growth, need, and spend for their target accounts, but are limited to firmographic and technographic data.