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Sales Enablement Tools: Data.com

Posted by Mike McKinnon on
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Continuing my posts on sales enablement tools, Data.com is another tool we implemented internally for our sales team. There were several problems we wanted to solve with the implementation of Data.com:

  1. Eliminate (or lessen) list building for the operations team and (as an extension of that) lessen the amount of list scrubbing

  2. Give our account executives a way to prospect an account and gather the necessary roles and contact information

  3. Keep our database as clean as possible with regard to lead scoring fields, lead assignment fields and correct email addresses

The implementation was more difficult than we thought it would be because we have a lot of custom fields in our salesforce.com instance. We had to do quite a bit of work to have Data.com update the custom fields and then update what they call their "stare and compare" to reflect our custom fields.

Overall, usage by the account executives has been fair. It has taken quite a bit of education to get the sales team to work it into their everyday routine of cleaning and appending lead records.They each have about 300 leads/contacts they can download a month and we are learning that this is quite a lot for our team.

55 percent of our database is managed, which according to Data.com, is pretty decent. We do have a lot of nonprofits and smaller businesses, which I would expect would throw off this a bit.

We have thoroughly accomplish 1 and 2 of the above outlined. The jury is still out on 3.

Do you use Data.com? What has been your experience?


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