Two years ago, my sales team was riding high after landing what seemed like our ideal prospect – a fast-growing fintech company that checked every box on our ideal customer profile. Our CRM showed a company with 250 employees, $50M in annual revenue, and a tech stack that perfectly matched our solution. The initial conversations went smoothly, the demo was well-received, and we were confident about closing a $3.2 million multi-year deal.
More importantly, that experience revealed a truth that most B2B sales teams refuse to acknowledge: in today’s rapidly changing business environment, your data is probably wrong, your assumptions about prospects are likely outdated, and your sales strategy is built on a foundation of outdated information that’s costing you deals every single day.
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