By Jenny Vance, an EO Indiana member and president of LeadJen.
The end of the year is quickly approaching and most entrepreneurs are focused on closing sales. With that in mind, we’ve developed a list of New Years resolutions designed to help entrepreneurs increase sales and boost the bottom line in 2012.
Resolution #1: Invest in validated prospect data. Entrepreneurs are risk-takers and go-getters, so it’s not uncommon for them to jump into lead generation with both feet. One important step that’s often overlooked is the importance of good data to the success of lead generation. Some may think that investing in clean data is too expensive or takes too long. However, our recent study shows that sales reps who work with validated data achieve nearly four times more qualified appointments. In addition, reps who don’t work with validated data waste about US$20,000 in productive sales time annually.