Your CRM Is Lying to You
Your CRM has 800,000 contacts. Your sales team touches 5% of them. The rest is a slow-decaying swamp of stale records, fat-fingered entries, and the occasional Russian bot from 2021.
Insights
Insights & ideas
Perspectives on CRM data quality, revenue operations, compliance, and the future of AI-powered enrichment.
The Hidden Decision-Maker Problem
You closed the deal at the national level. Then the prospect said 'we're going to take this to the local markets.' And you realized you had no idea who those people were.
What Is a Customer, Anyway?
Ask finance what a customer is and they'll say an account. Ask sales and they'll say a person. Ask your CRM and it'll give you twelve duplicates of something that might be the same entity spelled three different ways.
Why Your Data Vendor's Enrichment Is Already Stale
You're paying for enriched data that was accurate sometime last quarter. The vendor harvested it, stored it, and sold it to you alongside everyone else. Here's why that model is structurally broken.
The Quiet Pain RevOps Leaders Carry Every Day
Many RevOps leaders are making high-stakes decisions with data they don't fully trust, creating a quiet tension that slows momentum and adds pressure to every move.
Data Enrichment Works. The Problem Is Building a System That Stays Accurate at Enterprise Scale.
AI enrichment tools are great for targeted segmentation, but using them at enterprise scale gets messy fast. The real challenge is building validation checks and processes to keep the AI in line.
The Hidden Costs of Bad Data (and How to Fix Them)
Bad data isn't just a minor inconvenience — it's a significant barrier to your sales team's productivity, performance, and morale. Here's the true cost and how to fix it.
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