CRM Data Cleanup: Update, Validate and Enrich Your Contact Database

CRM Data cleanup is a tedious task, but it has to be done to keep your funnel going or else you’re going to end up with no new leads, a database full of stale contacts, and missing out on new vital information on your existing customers.

You want to stay on top of it in order to be able to constantly improve and expand your list of leads. So, we have compiled a list of simple tips on how you can do so. 


Updating and Cleaning

Regular updating of your contact database is a must to retain and add relevant information about your customers. However, if you’ve already accumulated a large database, the hardest part is always how and where to begin the updating process, especially with the ones that have become cold contacts or haven’t reached out to you for any services again. So, here are some tips that will help you in updating your contacts.


Conduct a Search

Don’t forget that Google is your best friend. The first instinct with an existing contact is to just simply call them and follow-up, right? Yes, but before you place that call, make sure that you visit their website first and check out if important information such as their phone number, address, and even the team members are still the same and displayed on the site. Look out for any announcements they may have made in their blog posts, etc. Once you’ve collated enough updated information, then go ahead and ring them up. The company will highly appreciate the fact that you’re up-to-date with them. 


Call Cycling 

Elaborating on the vein of calling your contacts, this should also be something that should be done regularly, and that includes all your contacts and not just your favorite ones that also constantly keep in touch with you. Avoid any of your contacts to go cold and distant as that will only make it harder to pick up where you left off with them in the future. If you have some trickier customers, it’s best to make scheduled calls with them at least every six months.



Just like trusty Google, LinkedIn is also definitely the social media site to turn to aside from their official websites. Since it’s a social media platform for professionals, you will find more information on their LinkedIn profiles such as the kind of team they’re part of, what their office culture is like, current projects they might be working on, behind-the-scenes information, and the list goes on. 

Another advantage of following them on LinkedIn is that you can find out who your contacts directly report to which gives you insight as to who the main decision-maker or key influencer is in the company the next time you reach out to promote your service and/or product.

Overall, make it a priority to connect with your contacts and follow them on LinkedIn so that you stay updated, connected, and build a lasting business relationship with them. 


Email Marketing

The emails that you send through your CRM can supply you with valuable feedback For every campaign that you conduct, it will give you a report on its success which is especially helpful because that way you will know whether your prospects opened the email you sent them or not and also if they opened the attachments inside of it. Another neat thing about CRM is it also tells you which contacts are still active and which ones are not via their bounce report. Once an email bounces back, you instantly know that you have to check through your records to make sure the company is still active or where they may have moved, and from there on you can start forming a new contact at the existing company. 



Gaining more customers is something many businesses struggle with. It takes a big strain on time and money to effectively do it. So, if you’re struggling with expanding your database, here are some tips on how to do it on a budget:


Strategic Network

Your plans should always be goal-oriented. That means that you take time to hang out where your customers and prospects usually are whether that may be in person or online. If you want better results, we suggest you do both. This is a very personal approach that serves three main purposes: staying up to date with the latest industry trends, gaining access to people who may be interested in your products and services, and most importantly personal connection. 


Strategic Alliances

Look out for businesses that offer complementary products or services that you could grow your contact reach instantly. Many small-business owners can’t manage to do everything on their own (and it isn’t ideal to do so either), so having a strategic business partner allows you to work together in a more efficient manner and with shared resources.



This simple tactic never fails, but it’s also easily the most overlooked one. The key to ask for referrals is the perfect timing, and usually, the perfect time to ask for referrals is after a sale,  receiving good reviews and feedback pertaining to your products and services, and while being in correspondence with your customers and/or prospects.

Regularly create and send out newsletters so as to stay in touch with your current customers and if they enjoy your content and find the information interesting and relevant, they won’t hesitate to share that with others as well. 



If you slack in following-up your leads, they will eventually become stale, and you don’t want that to happen. 

So, the next time when you go to a networking event, try to strike up conversations with new people and when you exchange business cards, write down some details on the back so you can use that information when you do your follow-up.

When calling a referral or a person you met during the networking event, instead of interacting according to a script. Do your research on the people you are going to contact beforehand and just have a bullet point list of the things you want to refer to during the conversation.


And there you have it! We hope that you found these suggestions, albeit simple ones, helpful when you’re due for another contact record updating. Should you have any questions or want to share some of your own tips, don’t hesitate to leave a comment.


Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

The 5 F’s of Data Hygiene for Deeper Sales Conversations

The 5 F’s of Data Hygiene for Deeper Sales Conversations [VIDEO]

Data is the new oil.
Without it, your sales engine stops running.


Like oil, data needs to be refined.
Or else, it won’t fuel your sales machine.


The problem is that B2B data has a very short shelf life.

  • 24% to 36% of your CRM data decays each year Tweet this!
  • 25% of sales contacts are invalid at any given time


Poor data causes reps to waste 27.3% of their time,
and ends up costing you 12% of revenues.


The good news is that,
by following a few simple data hygiene best practices,
richer data-driven sales conversations are always within your reach…


#1 Find out what’s wrong

  • Start with a thorough audit of your CRM
  • Interview key data handlers and users
  • Identify what types of errors and potential issues you encounter


#2 Fix what’s broken

  • Validate data entry errors and typos first
  • Research and update inaccuracies like phone numbers, email addresses, etc.
  • Define rules for merging and removing duplicate records

Related: How Many Times Should You Have Your Business Database Cleanse?


#3 Fill missing values

  • Use the main company phone number as a placeholder until you obtain a direct line
  • Infer email addresses from common company-specific email patterns
  • Populate empty fields with data from publicly-available sources and third-party providers

Related: Eliminate Unwanted Business Data with Data Profiling Tools


#4 Fit data together

  • Follow standard naming conventions for contacts and businesses
  • Make sure to use consistent abbreviations and punctuations throughout a column
  • Create formatting rules for categorical fields (e.g., job titles, industries, etc.)


#5 Feed into a data management process

  • Plan for each stage of the data lifecycle (from collection to removal)
  • Automate as much as you can, but keep humans in the loop
  • Farm out a specific task when you don’t have the resources to do it in-house

Related: A B2B Marketer’s Guide to a Fresh Marketing List


Keep in mind that data hygiene is a continuous process, not a one-time thing.
Always go back to the 5 F’s:

  • Find

  • Fix

  • Fill

  • Fit

  • Feed


Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

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Winning High-Value Accounts with Multi-Channel ABM
The 5 F’s of Data Hygiene for Deeper Sales Conversations
5 B2B Email Marketing Goals that Make or Break Results [VIDEO]
3 Ways to Grow Your Software Marketing List With Zero Effort

3 Ways to Grow Your Software Marketing List With Zero Effort

3 Ways to Grow Your Software Marketing List With Zero Effort

Let’s face it, your email marketing list is 20% outdated every year. For reasons such as; 

  • Most IT Managers transfer from one company to another, which means their email changes.  
  • Company is growing so new employees are filling in the new positions
  • New decision makers because employees leave the company and new /other employees replaced them.
  • Companies move from one location to another.

For a software company, the sales process is longer. The 4 stages of the prospect’s buying cycle includes;

Stage 1. Evaluation of the company’s software

Stage 2. Evaluation of the software that is available in the market.

Stage 3. Choosing the right software that would fit the company’s needs.

Stage 4. Implementation of the new software.

With that being said, as a marketer, it is important that all of the information in your database is updated. At the same time, you should continually add fresh contacts in order to keep your numbers up.

Let me tell you why.

As a software company, It takes years before you can close a deal. Having an updated marketing database lets you and your team focus on more important tasks that are necessary for the growth of your business. Tasks such as;

  • Product development
  • Develop new marketing techniques to reach out and engage with your prospects.
  • Enhance your software and add new features that will benefit your customer.

Related: Increase the Flow of Product Demand of your Software Company

As given in the statements above, it is only right to say that we need an accurate marketing data and not only that, we have to ensure that its volume does not stay stagnant.

Here are the 3 ways to grow your marketing database:


1. Downloadable contents, PDF Checklist, Ebooks, and Infographics are lead magnets.

Have your readers provide you their information by giving them something valuable in return.

Tip: Just make sure to limit the information needed in order to sign up. Make sure to include important information such as; complete name, email and job title.

2. Consider an outsourced list building team.

Companies who specialize in list building have resources to do their job well. They already have a proven process from online research to call profiling that provides a higher data quality.

Read the 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts

3. Websites that offer marketing list.

The quality of your database will determine the success of your lead generation campaign. That is why many marketers and business owners refused to buy a list because they cannot rely on its quality. But there are many legit companies that provide a reliable marketing list. You just have to learn to know who to trust.

Related: Better Leads? Two Words: Customer Segmentation

Here are some tips when buying a marketing list.

  • Get a referral from a friend or a colleague.
  • Ask for the company’s clients
  • Check their success stories

You’ll get the better result if you clear off your plate and you let the professionals do the work for you. Delegating tasks and freeing yourself up to work on more high-level tasks allows you to think for better ways on how to generate more sales and get higher ROI.


Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

Do you know that 35% of business data becomes obsolete every year?

Ensure accurate business data and Generate qualified leads in Australia!

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How many time should you have your business database cleanse?

How many times should you have your business database cleanse?

How many time should you have your business database cleanse?

If you keep on neglecting to cleanse your data regularly, you’ll be surprised at how low quality your data is. An unclean database can’t provide a better understanding of your data which leads to low ROI. When thinking about how often should you clean your database, you must consider the following.

  • How big your data is
  • How much time you need to clean your database
  • Do you have enough staff and resources

But why do you need to constantly update and keep your database clean?

Let’s face it, the records in your database deteriorates rapidly. An outdated record could no longer provide the same use to your marketers. Delaying data cleansing only makes the process time-consuming and less cost effective. Too many bad records lead to:

  • Useless database after 2-3 years.
  • Waste of money and effort calling wrong company and contacts.

If you’re planning on making sure your database is updated and clean but is having a hard time managing it, here’s a complete guide to data cleansing.


What is data cleansing?

Data cleansing is the process of removing, deleting and correcting incorrect or bad records in your database to ensure you only have the highest quality of data left. After a month or so, your records are filled with useless data – incorrect, duplicated, and outdated information.

By having a scheduled data cleansing of at least once a month, you are getting rid of these unwanted sets of data so your team won’t waste their time and can focus more on the most current and relevant information.

Related: 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts


What information should be included in a database?

The information included in a database depends on your target business. Information such as:

  • Full name
  • Job title
  • Direct/business email address
  • Mobile number/ direct line
  • Complete company name
  • Company address
  • website

Related: 5 Things Australian Companies Should Consider When Buying a Marketing Database

How to keep your database clean?

There is a different method on how to keep your database – data scrubbing, data deduplication, data profiling, etc. But having a strict routine will do your business good. Schedule a regular cleansing because having a dirty data will cost you more money.

Here’s how we do it.

Step #1. Identify if there are any duplicates or unwanted records.

(Unwanted records include; wrong company or number, phone numbers no longer in service, etc)

Step #2. Determine which record has the most information

For example:

Duplicate company number 1 has the Contact name, company name, and address but no email address or direct line. Duplicate company number 2 as the direct line and an email address but no company information.

Step #3. Combine all information in one data and save separately.

Step #4. Have someone to research online for missing information and update the record.

Step #5. Assign someone to call to verify if the information is correct.

Gather and change the information if necessary.

Remember to ALWAYS delete with caution. It is best to double check and make sure everything is correct before deleting any record.

Related: Eliminate Unwanted Business Data with Data Profiling Tools


Larger businesses with bigger database and collects more data faster than smaller companies need to clean their data more regularly. How often you do it depends on you as long as you do it.  The best thing is to assign a team who is dedicated to updating and making sure your records are always clean.


Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

Do you know that 35% of business data becomes obsolete every year?

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Dial +61 2 9037 2248



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Things to Consider when you purchase a database in Australia

5 Things Australian Companies Should Consider When Buying a Marketing Database

Things to Consider when you purchase a database in Australia

There is a prevailing consensus among Australian companies that disapproves purchasing a marketing database from another company. For one, companies in the Australian B2B industry are wary about the disadvantages of doing so. They make a pretty good case by saying that such lists will only hurt a lead generation campaign more than they can help hike revenue, citing several compelling reasons (for instance, low-quality contacts and invalid addresses).

But as far as convenience goes, buying a pre-organized list can actually help in easing the too often intricate process of building one from scratch. There are countless lead generation services in the “land down under” that offer marketing databases for a wide array of industries.

Still, companies should know which brand to trust. If you consider getting such lists to increase your lead volume, here are a few important things to put in mind.

When choosing a service provider, make sure to go for lead generation companies that have well-documented successes in terms of providing quality lists for their previous and existing clients.

Here are some of our sample case studies:


If you stumble upon a lead generation company you think is the right fit, verify its track record by looking for reviews where the company is mentioned. It’s best if these were written by big brands, so you may know how much of a big deal it is.

Related: What to Expect when you Outsource your B2B Lead Generation Processes

Before buying the list, you should be able to ask for sample data first by making calls or sending emails. Quality testing is essential and it should play a significant role in deciding whether to purchase a list or not.

Also, before making a deal with a service provider, make sure that there are guarantees. In the off-chance that there are invalid addresses included in these lists, will the service provider give you refund or replace these contacts with validated ones? Ask your service provider about this.

Related: 13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts

And we all know that reading the “terms and conditions” can be pretty boring, but it actually pays to read every single word in the contract before signing up. You may not know it, but you may actually pay more than you should because there are certain provisions in the contract that obliges you to pay extra costs. So, as a cautionary measure, read the terms in full. You may also ask the service provider about these extra costs.

Lastly, always make sure that the lists are regularly cleansed of unwanted data. Ask the service provider if it has such a capability. Apparently, data cleansing is crucial since contacts lose quality over time. Continuous data cleansing ensures your lists will contain relevant data so you may not spend a cent on unresponsive contacts.

Related: Eliminate Unwanted Business Data with Data Profiling Tools



Do you know that 35% of business data becomes obsolete every year?

Ensure accurate business data and Generate qualified leads in Australia!

Dial +61 2 9037 2248



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13 Reasons Why Data Profiling can Get Accurate IT Contacts

13 Reasons Why You Should use Data Profiling and Get Accurate IT Contacts

13 Reasons Why Data Profiling can Get Accurate IT Contacts

13 Reasons Why: Beyond the Reasons is one of the most watched shows in Australia this year. It was released on Netflix last March 30, 2017, and it was a huge hit! Not because it was originally made as a film with Selena Gomez in the lead role (now the executive producer of the said show) and the lead actor Hannah Baker (Katherine Langford) is an Aussie but because of its subject matter and how she and her partner (Dylan Minnette) leads this series to receive positive reviews from critics and audience.

However, despite its good review, it is also one of the most talked about controversial television drama in Australia. It caught the attention of Australian Mental Health and Suicide Prevention Agency. They claimed that some of the scenes – sex, drugs, brutal rape and suicide scenes may have a  negative impact on young audiences and is not helpful in suicide prevention but could lead to “suicide contagion”.

I bet you’re wondering why am I talking about a Netflix TV series. The truth is,  like how Hannah Baker arranged the series of tapes she left to Clay, her high school crush. She profiled the people involved in every tape who are the reasons why she killed herself, reached out to her high school crush to listen to and even created actions on what she wanted Clay to do for her.

Same goes when profiling your target prospects. It makes it easier for your audience to understand and relate to what you’re saying – whether be it through email or call if you’ve identified and profiled your target audience correctly.

However, like it or not, there is no such thing as an accurate data, especially for IT contacts. In this article, I’ve listed down 13 reasons why data profiling is important and how it can provide accurate data for a specific niche that you’re targeting.

1.) You can do uniqueness analysis. Find out how many unique values are found in your records and you can eliminate any duplicates.

For example: Companies such as CSG Limited are sometimes indicated as CSG Ltd.


2.) IT people – IT Managers, IT Directors, CIO and CTO often transfer from one company to another. Profiling campaigns let you update your records regardless of any movements within an organization.

Related: Eliminate Unwanted Business Data with Data Profiling Tools


3.) Businesses may move to different locations. Through profiling, you may be able to update the locations of prospects and refrain from confusion during client meetups.

Related: Customer Profiling: Should you Verify Business Contacts Through Calls?


4.)Large companies have many branches all over the state. Profiling allows you to update and contact specific locations you’re targeting.


5.) Through data profiling, sales reps can pre-qualify the company and ask questions about their current setup and the best person to talk to. This way, you won’t be calling the same company over and over again if you know they’re not within your target market or look for a specific job title on every call.

Related: Show Customer Care with Inbound Lead Qualification


6.) Data profiling whether through online research or cold calling provides direct emails of your IT contacts. This way, you’ll get to reach out to them through email especially on times that they are busy and can’t pick up the phone.

Related: IT and Software: Mastering Product Knowledge Before your First Sales Pitch


7.) Having social media accounts of your IT contacts done through profiling such as online research allows you to reach out to them through different social media platforms.

Related: The Secret Ingredient in Turning Your Social Followers Into Qualified Leads


8.) Data profiling allows you to gather the direct lines of the IT people. There’s no need for you to go through receptionist who might block your call. Calling direct lines of decision-makers have higher contact rate. This will help shorten the sales cycle.

Related: Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)


9.) If you’re an IT company, it’s not all the time that your target people are from IT department. It could be someone from Finance, Operations, HR or anyone who is involved in the decision-making process. Data profiling lets you identify who is the best person to talk to within the organization.


10.) IT contacts are out of the office most of the time. Data profiling through cold calling allows you to gather mobile numbers of the IT Manager or IT Director. This lets you call them even if they’re not around when you call their office.


11.) With data profiling, you can filter out your target market based on the size of the company – small, medium or large businesses.


12.) Data profiling will complete the data of your IT contact – first name, last name, job title, email address, direct line/extension number, mobile number, company name and company address.

Related: Better Leads? Two Words: Customer Segmentation


13.) Not only will you have accurate IT contacts. With data profiling – whether through online research or cold calling, you can gather relevant information needed to help you close the deal.


Many things can go wrong if you have inaccurate data. Not only that it can be embarrassing but it may have a bad effect on your business. Make sure you have accurate data through profiling to shorten your company’s sales process and the faster increase of ROI.



Do you know that 35% of business data becomes obsolete every year?

Ensure accurate business data and Generate qualified leads in Australia!

Dial +61 2 9037 2248



This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab our kit NOW!

Weeding Out Junk Leads With Predictive Lead Scoring - FREE EBOOK

Data Profiling Tools

Eliminate Unwanted Business Data with Data Profiling Tools

A marketing list is an important component in email marketing. Often times, we collect email addresses to execute a campaign. However, that has been a huge headache nowadays as (ESP) Email Service Providers simply assumes you’re a spammer. So before you start a marketing campaign, make sure to have a clean list that is free from duplicates, incorrect and obsolete data.

Here are some of the tools that you can use to eliminate unwanted data on your marketing list.

Clean and Match Data Cleansing and Matching Software Suite by Winpure.

This software is used for finding, cleaning and removing duplicate records from a list. The good news is, you don’t need to buy it to test it. They offer 21-day free trial for you to test it with your own data.

Related: Customer Profiling: Should you Verify Business Contacts Through Calls?

Atomic List Manager by AtomParks Software.

They do mass mailing and manage email address list. One of its features is to split and merge lists. It can exclude invalid and duplicate emails at the same time repairs them and checks the validity of “repaired” version. It also purge list of suspicious emails.

Having a good data doesn’t only mean your list doesn’t include any duplicates and incorrect data. It also means that freeing individuals who wish to “unsubscribe”, opt out and don’t want to receive unsolicited product or service information.

The following tools let’s you automate your email marketing but at the same time remove individuals who wishes to unsubscribe or opt out from your mailing list.  

Related: Better Leads? Two Words: Customer Segmentation


Choose from a variety of solutions that suits your marketing needs and sign up for a free trial.


An email marketing service who manage subscribers, send out emails and track results of your email marketing campaign.

And here’s more option for you to choose from:

  • Talend’s open source data quality tools are embedded in Talend Open Studio for Data Quality, a popular open source data quality application.
  • Blazent’s 5-step data evolution process begins with data atomization, which breaks down IT data, regardless of its source, to its most granular level.
  • AB Initio provides significant data quality tools as part of a broader suite of products for building, running and integrating enterprise applications.
  • Data Manager is a program which allows you to process and manipulate your data in a easy and logical manner using a graphical interface.
  • Datamartist is a fast, easy to use, visual data profiling and transformation tool. It includes a data profiling tool for analyzing format, types, completeness and value counts.

Get access to advance data profiling technologies and an expert marketing team!

  • DataPreparator is a free software tool designed to assist with common tasks of data preparation(or data preprocessing) in data analysis anddata mining.
  • DQGlobal provides a suite of data quality software including deduplication, data migration, an API with a set of data quality improvement functions, and specific utilities (e.g. formatting addresses).
  • OpenRefine (formerly Google Refine) is a powerful tool for working with messy data: cleaning it; transforming it from one format into another; extending it with web services; and linking it to databases like Freebase.
  • Paxata is an enterprise platform providing the tools to significantly speed up data cleansing, and offers a contemporary solution that employs a big data infrastructure and automated techniques which exploit machine learning methods.

(Source: 10+ Data Quality Tools)


Data quality is crucial for the effectiveness of your marketing campaign. It has a direct impact in converting leads to sales. Don’t just automate your email marketing. Try these tools and have a clean data that will help maintain high email deliverables which will help in nurturing leads better.


Do you know that 35% of business data becomes obsolete every year?

Ensure accurate business data

and Generate more Targeted & Qualified Leads in Australia!

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In this article, we explore our top social selling techniques that will help take your sales efforts to the next level this 2021.
Let’s talk about the SaaS selling tactics you should be looking forward to incorporating into your strategies this 2021.
To help you elevate your prospecting skills, we have listed our top sales prospecting strategies for 2021.
Customer Profiling Should you Verify Business Contacts Through Calls

Customer Profiling: Should you Verify Business Contacts Through Calls?

Customer Profiling Should you Verify Business Contacts Through Calls

Wikipedia says Identity verification service is used by businesses to ensure that users or customers provide information that is associated with the identity of a real person.The service may verify the authenticity of physical identity documents such as a driver’s license or passport, called documentary verification, or may verify identity information against authoritative sources such as a credit bureau or government data, called non-documentary verification.

In customer profiling and other campaign types as well, identity verification is as important as the air we breathe – when it’s contaminated with pollutants it can harm a person’s health and may even cause death. Pardon my morbidity, but yes, your business will eventually die when all the data you’re dealing with are fraudulent.

Trulioo, the leading global ID verification company emphasized the importance of identity proof in the emrging markets due to identity theft by internet hackers. Look how clever these criminals are – as technology in business progresses, their felonious tactics have become just as competitive.

Marketing strategists have come up with ways to do business contacts verification strategies like verification softwares. One example is Precise IDSM for Compliance by Experian ), an identity verification software that allows clients to make fast, flexible decisions when acquiring new customers while also managing fraud and compliance processes throughout the Customer Life Cycle.

While mutual company StateFarm uses Knowledge Based Authentication (KBA) as part of their customer verification process. Verification questions are generated randomly during each customer interaction, making it impossible to determine which questions will be presented in a quiz. The provider pulls answers for the verification questions from a wide variety of customer information databases, but not from State Farm customers’ personal information.

You might also like: Better Leads? Two Words: Customer Segmentation

Betfair, UK’s leading sports betting company completes their customer verification process electronically through ID-3, When you first fund your account your personal details are run automatically through an identity verification product called ID-3. This is a product supplied by our partners at GB Group. We check the full name, address and date of birth details entered during registration against multiple data sources to confirm the validity of the information. 

But we always go back to basic and visit the old school once in awhile like some marketing strategists do for their business contact information verification process – Calling.

Related: The Best Practices for B2B Business Calling for Consulting Businesses

Despite all the promising benefits and advantages of advanced technologies in contact information verification, over the phone verification still thrives as one of the many preferred strategies by marketing specialists. For them, there is no better way to get the most accurate information but from the customer – speaking live to them, branding your prestigious company in a courteous manner, promptly answering their queries without delay and building genuine rapport are factors that generate authentic trust from the customer.Tools or softwares were crafted to streamline workflows and ease tasks by automating processes but must be considered as aids to humans only. Logic and initiatives are best exemplified via live customer engagement.


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Better Leads? Two Words: Customer Segmentation

Better Leads? Two Words: Customer Segmentation

Divide and conquer. An ancient political strategy widely used throughout history. Both the Roman Empire and the British Empire divided their constituencies into small tribes in order to control their lands and territories. It was used by the Romans when they took Britain, when the British Empire took India, and when the Anglo-Normans took Ireland. Julius Caesar used it to subdue the Celts. A staple political strategy, divide and conquer is still used by many countries today.

But in Marketing?

Sure, but not in every sense of the word. The theory, however, is basically the same: in Customer Segmentation, a company’s customers or prospects are divided into smaller groups according to type. These sub-groups are characterized by specific attributes like their needs, buying patterns, and other relevant profiles such as age, income, and so on.

Learn more about: Demographic and Psychographic on Customer Profiling

When it comes to finding leads or prospects, segmentation is vital in establishing whether there is adequate market for your product or service and in identifying the type of people that would make your ideal customers. The goal is to send out specific and relevant marketing messages to each group and ultimately, get better and qualified leads out of them.

Related: Often Overlooked Ways in Generating Leads in Australia


So how exactly do we find better and qualified leads by dividing prospects into groups?


  • By streamlining operations and targeting only those leads that are most likely to avail of the product or service, you make sure that the most qualified leads are in the frontlines.
  • By giving your prospects exactly what they’re interested in, you’re able to create a better relationship between that prospect and your brand. Over time, they’ll look for marketing from you.

Here’s a 2-parts guide in understanding buyer’s decision:

– Understanding the B2B Buyer: 4 Rationales of a Purchase Decision (Part 1 of 2)

– Understanding the B2B Buyer: 4 Rationales of a Purchase Decision (Part 2 of 2)

  • When a group of customers is sent personalized messages as part of a marketing mix that is designed around their needs, it’s easier for companies to send those prospects special offers meant to encourage them to buy more products or avail of the services. 

In identifying new prospects and segmenting them, the idea is to draw in your mind a picture of the individual or company that represents the type you are aiming at.  If you take two very different types of prospects, you can see that they will have very different needs, wants, values and opinions. And they will respond quite differently depending on the marketing method you use.


Did you know that 35 percent of business data becomes obsolete every year?

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B2B Tip of the Week - Use Data Profiling for DNC Compliance in Australia

B2B Tip of the Week : Use Data Profiling for DNC Compliance in Australia

B2B Tip of the Week - Use Data Profiling for DNC Compliance in Australia

This year and beyond, B2B companies in Australia will have to live under the strict regulations of the Australian Communications and Media Authority as new inclusions in the Do Not Call Register Act of 2006 have been officially implemented early this year, dramatically limiting the lead generation telemarketing efforts of these companies.

The new amendments include permanent untouchability to anyone wanting to opt out of telemarketing calls. ‘This means that the more than 10 million numbers currently on the Register will never need re-registering,’ said ACMA Chairman, Chris Chapman in a press release posted on the agency’s website.

He added, ‘For anyone wanting to opt out of unsolicited telemarketing calls and marketing faxes long term, any new registrations will also be valid permanently.’

This, however, does not entirely mean the end of B2B telemarketing in Australia. In reality, the new regulations indicate a need to outline DNC compliance. One approach is to use data profiling for making necessary precautions and avoiding complaints.


A partner in building effective lists

The ACMA requires businesses engaged in telemarketing to present their contact lists and compare against current DNC files. To make sure none of your contacts are included in ACMA’s database of restricted contacts, you can verify names, addresses, and telephone numbers effectively. This will avoid possible lapses that may lead to violations and eventual penalties.


Ensuring your lists contains legitimate contacts

As mentioned by Chapman, there are around 10 million telephone numbers currently in the DNC registry. The chances of having one of them in your contact list is extremely high, so you are always hard pressed to second guess every lead that comes your way. You can use client research to scrub your lists of any names and contact numbers considered off-limits to your telemarketers.


Choosing and using the best software

Software products now come with features allowing marketers to effectively filter out unwanted targets. The choice of a sophisticated auto-dialer can provide advantages as well, especially if your choice of brand allows you to review a contact’s profile and other pertinent information about it while the call is being placed.


Prioritize inbound calling

Inbound campaigns offer safer ground for businesses that need to increase their bulk of high quality B2B leads. Maximizing this area means structuring relevant web and social media content to resonate well with current trends. Using data profiling, you are able to identify audience pain points and create content in line with their current needs and preferences. This allows you to discover contacts not yet in ACMa’s list.



The Need For SMART Data Cleansing Services In Australia

The Need For SMART Data Cleansing Services In Australia

The Need For SMART Data Cleansing Services In Australia_DONE

When it comes to B2B telemarketing campaigns in Australia, you should always be sure that the calling list that you are using is credible and accurate. Too often, telemarketers have a hard time in their campaigns due to inaccurate data found in their lists of B2B leads prospects.

This calls for proper data cleansing of your customer list. But, more often than not, your marketing team would not be able to do that. They simply have too many things on their plate that needed to be done. For this reason, you need to go for professional data cleansing and verification services. To be sure that you choose the right company, you should make a SMART choice.

  1. Security – if you are giving a list of sales leads prospects you wanted cleaned, then you should choose a company who can assure you that the data you share would be kept safe and secure in their own operating floor. The fear of fraud or customer data loss is very great, and you do not want to make the mistake of handing classified information to a company that is somewhat less-than-honest.
  2. Manageability – basically, you want to work with business database firm that is easy to work with. Some firms insist on following their own protocols or way of managing the data handed to them, but you must remember that the data you get should work well with your own company’s business operations.
  3. Accuracy – it is one thing to get you the needed data, but to be sure that the data you get is exactly what you need is another thing. If you are not careful enough, you might end up working with a database firm that may be able to get you a lot of customer data, but the information they give out is not what you need. That would be a real waste of your time and effort, and will not get you anywhere near the sales leads that you are looking for.
  4. Reliability – this is more along the lines of long-term planning. I mean, if a data cleaning and verification firm could be relied on repeatedly, then you have someone you can go to whenever you need something done quickly. Such a firm would be an indispensable aid in your overall B2B appointment setting efforts. You should try looking for a company that can do something that.
  5. Transparency – simply put, when you ask, they would readily tell. As a marketer, you would want to have all the information available to you. You might want to know how business data was being verified by such agencies, or if you want some parts of the process altered to suit your needs. That would only happen if the company you are working with is transparent enough to show you.

Being SMART in choosing your data cleansing services in Australia is very important in your B2B lead generation or telemarketing efforts. This would ensure that you are in a better position in your current and future marketing campaigns.