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The quality of your prospect information - of lack thereof - may play a bigger role in sales effectiveness than you think.

Access to detailed buyer data poses big benefits when effectively leveraged throughout the business process. Consider the following 10 steps as 2011 comes to a close and your sales and marketing team reevaluates processes and prospects for 2012.

1)      Out with Old Data
Purge out-dated information that's slowing down sales and hurting marketing
bounce rates.

2)      In with New Insight
Restock sales pipelines with quality leads that offer enriched detail on target
buyers.

3)      Know the Landscape
Review market research to identify trends, buyer needs and new market potential.

4)      Examine Your Ideal Buyer
Evaluate current key account characteristics to establish an Ideal Buyer model.

5)      Prioritize Best-Fit Prospects
Identify healthcare leads that mirror ideal buyer traits to focus efforts on best-fits
first.

6)      Divide and Conquer
Align territories to operate aggressively in regions saturated with buyer potential.

7)      Leverage Data Enterprise-Wide
Arm sales, marketing and research with buyer intel to use at each step of selling.

8)      Connect with Relevance
Build messages and proposals around buyer details to better engage prospects.

9)      Capitalize by Being Up-To-Date
Stay ahead of the competition by monitoring real-time news on healthcare
accounts.

10)    Evolve and prosper
Review business and buyer data frequently to adapt to market shifts along the way.

Source: Billian's HealthDATA