Sales prospecting based on guesswork is not only tedious but also expensive. Experienced salespeople can expect to spend 7.5 hours of cold calling to get ONE qualified appointment, according to a Baylor University study.
By trusting data instead of your lucky star, you can increase the quality and efficiency of your outbound sales prospecting significantly and improve your call to meeting hit rate. But it can only be done if you have a deep understanding of your Ideal Customer Profile.
To succeed with data-driven outbound sales prospecting, you’ll need a scalable solution for collecting data about your current customers and prospects. Then you’ll have to apply machine learning to it to generate useful insights about the companies. Machine learning, a sub-category of Artificial Intelligence, is basically an enormous correlation engine.