ReadyTalk

Meet with Confidence

Sales Enablement Tools: Data.com

Posted by Mike McKinnon on
Share this Post:

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?


Comments for Sales Enablement Tools: Data.com

blog comments powered by Disqus

Recent Posts

Internet-wide Security Risk: How ReadyTalk is Addressing “Heartbleed”

It’s been all over the news: a major vulnerability in the encryption technology used across much of the Internet was recently discovered. The vulnerability causing these issues is...

Webinars: The Gateway Drug to a Video Marketing Strategy - Q&A Session Review

We recently hosted a webinar with the video marketing gurus over at Vidyard to dive into the idea of launching a video marketing strategy with the materials most of us already have...

Nobody is Watching Your Webinar and How to Fix It

Content is everywhere and in every form – videos, tweets, blogs, forums, whitepapers. I recently read an article that said by 2020 the amount of information on the Web is expected...

New from ReadyTalk - Modern meeting controls and VoIP enhancements

You may have noticed more frequent changes from ReadyTalk lately. In an effort to keep our controls fresh and functional for all of our different users we are continuously...

Comparing the Value of Webinar Leads vs. Email List Leads

Over time, marketers have innovated and refined many online avenues for lead generation, but the legacy email list continues to remain a top favorite. Viable alternatives, such as...

Feature Friday: How to Upload Your Video Clip

  Why Use this feature? I think it is safe to say that everyone hates when they see the word “download”. And the last thing someone wants when hosting a web conference is to lose...

The 8 Most Common Audio Conferencing Issues

Audio conferencing affects every area of business. From customer service to investor relations, poor audio quality is associated with a lack of professional competence. In order to...

Feature Friday: Promoting to Co-Presenter vs. Granting Control...What's the Difference?

Visit the ReadyTalk blog every Friday to learn more about a ReadyTalk feature.   We get a lot of questions on the difference between granting control and promoting someone...

Feature Friday: Video Conferencing

Why use this feature? Looking for ways to be a more effective collaborator?  Make your small interactive meetings more productive by integrating video conferencing with no extra...