NetProspex - Blog

“Freshness Dating” for Sales Leads: NetProspex Displays Last Validated Date for Contacts

BOSTON, MA June 30, 2008 -  It’s a simple equation: quality contact information means more targeted leads, more effective sales efforts and ultimately a shorter selling cycle.  Continuing in its drive to bring much-needed accuracy to the online sales contact market, NetProspex has begun publishing the “last validated date” for its executive contact database.  The “last validated date” shows when the contact was last actively validated and is designed to give sales and marketing professionals complete confidence in the quality of their contact information. 

“Sales contact information is only useful if it’s accurate,” says Gary Halliwell, CEO of NetProspex.  “Sales people can’t waste time chasing down bad leads.  NetProspex is designed to provide both accuracy and transparency to our users. Displaying the date a contact was last validated, and allowing salespeople to sort results by it, is the clearest way we can meet our users’ needs and help them shorten the sales cycle.”

While quality is paramount, it goes hand in hand with content.  NetProspex, a relatively recent entrant into the online sales contact marketplace, allows sales professionals to exchange existing contacts for new prospects and has built a robust collection of contacts that reaches deep into North American companies.

NetProspex recently released its sales contact trading system with 100% validation of user-contributed executive contact information.  NetProspex sees accuracy as the key to realizing the enormous market potential of the 3 million business-to-business sales executives in North America.  The company has been in development with its technologies for over a year, continually testing and improving a complex set of proprietary data management systems.

About NetProspex
NetProspex was founded in 2006 by Gary Halliwell and Jeff Clewley, two veterans of the electronic financial information market. NetProspex understands that effective sales efforts require the most in-depth and accurate prospect data. The company's core product line overlays user-contributed and commercial sales lead data with multiple layers of quality control to produce an entirely unique and highly effective sales and marketing contact database. With over 2.5 million accurate business contacts across 350,000 companies, NetProspex is a major new source of contacts - including difficult-to-find mid-management decision makers across North American businesses. For more information or a free trial, visit www.netprospex.com.

It’s About Quality too, Duh!

It boggles my mind that our industry takes such a lackadaisical attitude towards the quality of data we sell to our customers.  Nobody’s perfect, I understand, but we’ve been putting a lot of work into this issue and tracking the accuracy of our sales contact data internally and today we decided to publish that rating.  The reason is that we have just made a big leap forward on the issue of maintaining and improving data quality, especially in a user-contributed environment, so we’ve decided to be the first in the industry to put a stake in the ground. Sales people can’t waste time contacting  executives who are no longer working at a company.  Your next search will show data accuracy ratings.  Go try it!

 

Quality standards are, quite frankly, all over the map and there isn’t a provider out there that talks clearly about their policies on this issue.  The industry has migrated to a “don’t ask, don’t tell” approach where customers think about the question, but don’t ask because they know they won’t get a straight answer from vendors who may sell any old data regardless where it came from and how old it is. A contact might have retired 7 years ago and be sitting on a beach somewhere enjoying his twilight years, but the data vendor is happy to sell you his record as long as your money’s green.  So go waste your resources marketing to someone whose retirement party was in April of ‘01.  And a fine party it was!

 

One of our most notable competitors (who shall remain nameless) goes so far as to ask their customers to take time out of their busy day to clean their data!  The quality of their data is dependent both on customers spending time cleaning it as well as the accuracy of unconfirmed data submitted by users.  They assume their customers have all the time in the world to peck through their database and clean up their data.  I would imagine that most people would rather do anything other than data entry. But I know that sales people can’t afford to waste time which in their case IS money.

 

Before contacts are merged into the NetProspex database they are thoroughly scanned, cleaned and validated via our proprietary technology.  Their estimated or actual accuracy is rated on a scale from 1 to 100%, with 100% being the highest possible accuracy.  We all know that executive contact data is like fish - it goes off after a while - and that’s why we continuously re-rate our data over time.  Because people move on, and from our analysis we know that there is a less than 50% chance that a contact record is valid after 2 years, we remove old records from the database automatically.

 

So, what can you do with accurate data?  You can spend less time calling, emailing, cleaning up other vendors’ data and more time making money. 

 

If you’re not already signed up, you can test drive NetProspex with a free trial account and we’ll start you off with 25 free contacts.  From there you can trade in your data for free downloading privileges or sign up for one of our subscription options.