B2B Sales and Marketing Tip #3 - Append and Phone Verify White Paper Download Contact Data
An April 2007 MarketingSherpa survey of 3,000 B2B Marketers and technology and business professionals puts the spotlight on the downside of white paper downloads. While they continue to be a favorite offering for technology buyers, only about 50% of them say they give a valid name, email address, industry, job title and company name when they register. And less than 40% provide accurate phone numbers. That means that nearly half of the data you are paying for is inaccurate and a huge waste of time for Inside Sales and Sales! So make sure you are phone verifying and appending these records before introducing them to your funnel so that they aren’t ignored of slowing down the velocity of your funnel.
