How crucial is Contact Discovery?


All organisations revolve around customers. Customer acquisition is one of the most important tasks for the sales and marketing team of any organisation. Sales cycles are usually long and painfully tedious. Is there a way to shorten the sales cycle?  The good news is, there is which is contact discovery.

How to do contact discovery

The sales process begins with identifying the right prospects for the product or service that an organisation is offering. Questions such as who is the key decision maker, who is the right person to connect with, arise at this point. This is called contact discovery.The precision of contact discovery is one of the key factors contributing towards reducing the length of sales cycle.

Just gathering data of prospective clients does not serve any purpose. The key lies in gathering intelligent information. It is this intelligent information that helps the sales team to connect with the right people during their very first interaction.

Most of the average contact discovery lists are not complete or relevant. Calling on such a list simply wastes the time of the sales team. Usually critical data is missed. Also, many times, it becomes quite challenging to identify the key decision maker from a job title. Job titles do not always reveal the exact role that is being played by an individual in a particular organisation. In these kinds of situations it becomes even more difficult to identify the right person to connect with. Finding the key decision maker involves extensive internet research followed by numerous calls.

Thus, it is clear why hiring a market research company for contact discovery is necessary. KIA Biz provides high quality contact discovery services at a price absolutely unmatched in the industry. Get in touch with us via e-mail on info@kiabiz.com.

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