If contacts are wrong or out of date, your sales team ends up wasting time and, worse, opportunities.
In this article, we will understand why it is so important to keep company phone numbers up to date and how this directly impacts your B2B prospecting results.
Why is it crucial to have up-to-date company phone numbers?
Have you ever tried to call a company and been met with an taiwan email list invalid number or stuck in the eternal limbo of the answering machine?
When this happens, you lose time and opportunities. Up-to-date contacts are the gateway to establishing effective communication and building relationships with decision makers .
According to Paulo Krieser , CEO of Econodata, “ having updated company telephone numbers is essential for any prospecting operation, especially in the B2B market , where the volume of contact attempts is high and accuracy is essential. ”
How the Right Business Phone Numbers Save Time and Increase Efficiency
In the routine of sales professionals such as SDRs and BDRs, the volume of daily contact attempts is very high.
A study by InsideSales even reveals that SDRs make, on average, 52 calls per day , but only a small fraction of these attempts result in an actual conversation with the decision maker.
One of the factors that impacts this conversion rate is the quality of available contacts.
Having the correct phone number prevents your team from wasting time with wrong numbers or contacts that are no longer relevant.
Furthermore, it increases team efficiency by focusing efforts on those who can actually make decisions within companies.
The direct impact on prospecting quality
In B2B sales , it’s not just about quantity, it’s about quality. A study by LinkedIn Sales Solutions showed that 76% of B2B sales professionals believe that lead quality is more important than quantity .
This means that even if you have a vast list of company data , if the contacts are old or unqualified, the probability of prospecting success drops dramatically.
This is where tools that offer updated contact information come in, such as the Econodata platform , which constantly updates its database with company information, including accurate telephone numbers for departments and strategic decision-makers.
During an episode of the Roda da Prospecção podcast , Paulo Krieser highlighted the importance of data accuracy.
“A wrong contact can delay your prospecting by weeks. In the B2B scenario, where the sales cycle is already naturally longer, having companies’ phone numbers up to date is what keeps the process moving along.”
How to keep contacts up to date with prospecting tools
Relying solely on a list of contacts that you created months or years ago is a huge risk. Data quickly becomes outdated in the corporate world. Companies close, change address, or even change organizational structure.
Keeping your contacts updated manually can be a time-consuming and inefficient process, which makes prospecting tools essential.
Platforms like Econodata ensure that you have access to the most up-to-date company phone numbers in the B2B market.
With the integration of databases and artificial intelligence, it is possible to increase prospecting accuracy and reduce the number of failed contact attempts.
Step by step guide to keeping company phone numbers up to date
Keeping your phone database up to date is essential to your prospecting success. Here’s a simple guide to ensuring your contacts are always accurate and ready to go:
1. Perform regular database audits
Regular auditing is the first step to ensuring that your phone numbers are correct. Periodically review your database to identify outdated, duplicated, or incomplete information. A quarterly audit cycle can make a difference.
Tip: Use CRM tools or platforms like Econodata to do this more quickly and efficiently.
2. Enrich data with reliable sources
Acquiring data from reliable and validated sources helps maintain quality. Specialized market intelligence platforms, such as Econodata , offer constantly updated company phone numbers, facilitating access to accurate information.
Paulo Krieser, CEO of Econodata, recently highlighted that “ having a rich base of reliable information is the key to reaching decision makers faster, avoiding wasting time with invalid contacts. ”
3. Update automatically with cross-tool sync
Tools that integrate your CRM with data sources can help keep information up-to-date in real time. This eliminates manual updating and ensures your sales team always has the right contacts.
A HubSpot study indicates that companies with outdated databases lose up to 30% of their sales productivity.
4. Train the sales team to collect correct information
A common mistake is not training your team to validate and update information during lead interactions. Encourage your salespeople to confirm contact information each time a new conversation starts, ensuring that important information like phone numbers is correct in your CRM.
5. Implement automated verification of company phones
There are solutions that automatically check the validity of phone numbers before they are added to your database. This is especially useful in operations with large volumes of data and ensures that the numbers are real and active.
6. Monitor data quality indicators
Track quality metrics like invalid contact rate or callback rate to quickly identify issues.
If you notice that many contacts are invalid, it's a sign that your database needs review.
Case Study: Impact on Sales Productivity
A Gartner survey showed that companies that use updated data increase their chances of success in prospecting by up to 33% .
That’s because accurate contact information results in more conversations with the right decision makers, in less time.