Most B2B marketing/sales databases lack key information about prospects and customers, according to a recent report from NetProspex.
The report was based on an analysis of 223 million records in the databases of B2B companies. The researchers examined which commonly required fields were “missing” from each record (the report makes the assumption that each of these data points is necessary, which may not actually be the case for all companies).
Some 84% of the records analyzed were missing revenue information and 82% were missing employee information about the lead’s/customer’s company, the analysis found.
Other common data points lacking from records included website domain (72% did not include), industry information (71%), phone number (54%), and title information (34%).
One million B2B salespeople will be made redundant due to technological innovations, according to a new report by Forrester. Using data from the US Bureau of Labor Statistics which calculates there are 4.5 million B2B salespeople working in the US, Forrester estimates that one million sales professionals – mostly in order taker roles – will lose their jobs to self-service ecommerce by 2020.
The report demonstrates that while B2B buyer preferences have fundamentally shifted – three quarters of B2B buyers wanting to self-educate rather than talk to sales representatives and a majority prefer the convenience of buying online rather than through a salesperson – B2B selling models remain single-channel and focused on offline.
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