In Data Quality Management

With turnover at an all-time high, it doesn’t take long for marketing lead data to go bad. In fact, I’d venture to say that every day your sales reps call on prospects, they’re finding at least a couple dead records. Seeing as how the reps are gathering all this data anyways, why not use it? Here’s an easy way to rid your database of all these dead records:

1. Create a lead status for these dead records (We use Wrong Contact: NLT for contacts that are no longer there)

2. Instruct sales reps to flag these records as they come across them.

lead status

3. Every month, quarter, 6 months, whatever, run a report of all these records from your CRM and save them to a backup drive in case you ever need them. In Salesforce.com, it’s quite easy to save this report in a folder so you can quickly run it every time.

4. After backing up the data, Mass Delete the records so they don’t populate your database anymore.

It’s as easy as that. Now your reps don’t have to look at these dead records anymore, and if you’re using a marketing automation platform, you may even save money on your subscription since you’re trimming your database size!