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If you’ve ever had the opportunity to call for appointments or sell on the phone from a list of contacts, then you know hard it can be. It’s not for everyone, but for those who master the phone techniques, it can be an incredibly worthwhile endeavour to achieve great returns. With so many ways to market, from emailing, social media, webinars to exhibitions, etc. telemarketing is one of the least appealing because of the difficulty of the task. But many companies have a dedicated sales force and they continue to use the phone to make appointments and sales. Telesales is... Continue reading
Posted 7 days ago at Acuate Data Quality
Over the years, its always been a challenge getting clients’ data in and out of their CRM applications. In seems to be an impediment to fixing and cleaning data. Everyone wants good quality data, but sometimes the hassle of getting IT or the clients’ CRM supplier to extract or import data becomes a hurdle. As negotiations take place with IT or the supplier to perform the tasks, the data continues to degrade, marketing campaigns must wait, and reports continue to use poor quality data, producing inaccurate figures. You see this happening a lot with niche CRM applications, where the vendor... Continue reading
Posted Mar 8, 2018 at Acuate Data Quality
Thank you Beatrice, I'm glad you found it useful. Best Regards, Anish.
I keep seeing a common phrase that 80% of the work of a Data Scientist is data cleansing. I’m not sure whether this number is a true reflection or not, for me it reinforces the need for good quality data if you want good quality results. If you’re not familiar with the term Data Science, it’s a set of techniques used to extract meaningful information from data sets using methods from Mathematics and Computer Science, particularly, statistics, machine learning, classification and data analytics. You may say that this has been around for over 20 years, and it has, but with... Continue reading
Posted Sep 25, 2017 at Acuate Data Quality
Sometimes something is so obvious and so true, that we find it difficult to create all the time. For example, being positive all the time. It’s easy to see that it’s a good idea, but as human beings we experience negative environments, negative events, negative people, etc., that lead us to have negative emotions and thoughts. So being positive all the time becomes a constant challenge. If being positive becomes your dominate state of mind then you can handle the negatives as they arise, by rationalising it, re-framing it, seeing the good in it or seeing the good in people,... Continue reading
Posted Aug 1, 2017 at Acuate Data Quality
In all my years looking at data, I’ve never found a CRM database without duplicates (I’m assuming a database of more than a few thousand records.) Many of the CRM systems have easy ways to identify duplicates, but duplicates still remain. So why is that? The main reason is that duplicates are far more complex than simply matching of names, emails, etc. Yes, you will match some obvious duplicates this way, but there are many more complex versions. CRM applications assume the data is correct in the first place, that the data is present and that the data is in... Continue reading
Posted Jul 19, 2017 at Acuate Data Quality
How bad does someone’s data have to be before they realise that bad data just doesn’t work. Working with bad data gets bad results. You try and get away with it until it no longer works for you. You realise you cannot carry on. With no choice, you see that good data is the only way to be. As with so many things in life only when things go wrong do you change your attitude towards something…I’ve been there many times myself…it’s only human. So, let’s learn this lesson a little earlier, before things go really bad for your data.... Continue reading
Posted Jul 6, 2017 at Acuate Data Quality
Acquiring current and accurate B2B data can be difficult from data suppliers. They tend to be good for senior positions, but problems arise if you want positions lower than this or you want contacts in niche segments. Whatever you’re looking for, currency will be a problem. Is the contact that you were supplied current? Some vendors have current data but many do not. To be honest, it’s not easy to keep B2B data current with job mobility at 11-15% per year, a lot of maintenance is required to keep a database current. It’s worth commissioning your own web research. The... Continue reading
Posted Jun 29, 2017 at Acuate Data Quality
Thank you Mish, very good point.
Thank you, Patrick.
Recently I was asked to source some data for a client, and after engaging the main data suppliers, I chose a vendor I trusted. I’ve purchased data many times, so I wasn’t expecting this result. Well you can imagine I wasn’t too happy to find over 60% of the contacts supplied where no longer at their stated organisations. Now 60% is very high. With B2B data degrading at 10-22% per annum depending on which industry, I was expecting 1 in 10 or at worst case 1 in 5 contacts to be out of date (the latter case is what I... Continue reading
Posted Jun 8, 2017 at Acuate Data Quality
In the last two blog posts we focused on these six reports: Seven Dimensions of Data Quality Data Quality Trends Duplicate Trends Company Level Capture Team or Departmental Level Capture Individual Level Capture If you didn’t get a chance to read Part 1 or Part 2, here are the links 9 Most Popular Data Quality Charts (Part 1) 9 Most Popular Data Quality Charts (Part 2) In today's post we look at three more important charts that all companies should look at, namely: Data Degradation Information Quality Profiling Data Degradation Chart I can't stress enough how important data degradation is.... Continue reading
Posted May 31, 2017 at Acuate Data Quality
Last week we looked at three charts most often requested by clients, charts that are very useful in managing your business’ data quality. If you didn’t get a chance to read Part 1, here’s a link 9 Most Popular Data Quality Charts (Part 1) In this second of three posts, we look at a further three charts that are essential for managing your data. When speaking about data quality, most of us focus on what’s wrong with our data, but there is another more important measure, namely, what data are we missing. Having data with errors is annoying and a... Continue reading
Posted Feb 23, 2017 at Acuate Data Quality
I don’t know about you, but when I receive a lengthy business report I always have a feeling of ‘oh no!’ I’ll admit it, I love looking at charts and diagrams…I feel I can see the right questions to ask immediately…what the chart shows and what the chart doesn’t show. I can then decide to read the report or seek answers elsewhere. When you’re busy, this has to be the best way to see information. “A picture is worth a thousand words” is never truer when analysing data quality results. In this first of 3 posts, I’m going to briefly... Continue reading
Posted Feb 2, 2017 at Acuate Data Quality
My nephew’s thinking of a career in sales. While researching on the internet he came across the infamous sales movie Glengarry Glen Ross starring Al Pacino, Jack Lemmon and Alec Baldwin. For all sales people out there, this is just ones of those movies you watch, whether you agree with the contents or not, but for some young sales people, the testosterone driven environment is really encouraging. One of the most famous scenes is where Blake (Alec Baldwin) is sent from the parent company to motivate an underperforming sales team by unleashing a torrent of verbal abuse. In that scene... Continue reading
Posted Jan 26, 2017 at Acuate Data Quality
When you fancy a particular meal, sometimes going to the right restaurant is what you need, but if you know it’s home cooked, then it’s likely to taste so much better. Well, that’s my feeling about creating a targeted data set. Buying is sometimes right, but often, building your own is so much better. Before I start on the pro and cons, I have to say, for some target markets there are some very good niche data suppliers out there, in which case buying is a no brainer. However, there are many companies that are just not happy with the... Continue reading
Posted Dec 8, 2016 at Acuate Data Quality
I recently came across a lovely Telemarketing company with a compelling proposition of guaranteeing good quality appointments for his clients for a fixed price and the client would get to determine the quality, a good deal all round! So, here is someone delivering what they promised, but their results are dependent on two key factors: The message The data As an experienced marketer, one can control the quality of a message until it gets the conversion rates you require. However, this company relies on the client providing their data as basis for the telemarketing campaign. If the quality of the... Continue reading
Posted Nov 24, 2016 at Acuate Data Quality
“There is real magic in enthusiasm. It spells the difference between mediocrity and accomplishment” – Norman Vincent Peale For me this quote sums up why some companies have good data and why others have poor data. It’s their enthusiasm about data. When you’re not so enthusiastic about your data, then it’s likely your data will be mediocre or of poor quality, but if you’re enthusiastic about data then I’ll bet you have good quality data. So here are 5 suggestions that will move you from mediocrity to excellence: Having an Evangelist If you may have the overall responsibility for your... Continue reading
Posted Nov 17, 2016 at Acuate Data Quality
Have you been through that experience where you procrastinated or had a fear about something, only then to overcome it and think to yourself ‘that was a lot easier than I thought and what took me so long to overcome it’. You then realise it’s all in your head. So you may be wondering how one can have a fear of cleaning data…it’s only data after all, but no need to mock it…you’ll be surprised how often this happens. Fear happens when you see a threat from danger, pain or harm. In our context, it’s the pain that triggers this... Continue reading
Posted Oct 28, 2016 at Acuate Data Quality
Do you remember the time when you decorated a room or a house, and after many days of toil you looked at the final product only to see bits of your new wall not painted, or the paint on the skirting has edged over to the wall, and so on, and you keep on spotting tiny errors here and there. You then go through the process of tidying this up, and if you’re like me, you’re wondering how you missed all this, I was always sure I worked thoroughly. We’ll, we are only humans, and we are going to miss... Continue reading
Posted Sep 23, 2016 at Acuate Data Quality
This is got to be one of the most frustrating aspects of helping companies achieve exceptional data quality; it’s the CRM’s inability to import cleansed data easily. For the larger CRM systems the task of re-importing cleansed data is not too onerous, but merging duplicate data can be a real challenge. Now it’s understandable that merging two entities in a CRM application is complicated, here are two good reasons why: (a) Because of all the linked information. For example, an account may have contacts, opportunities, orders, activities, tasks, etc. attached to it, so all of these have to be merged... Continue reading
Posted Sep 15, 2016 at Acuate Data Quality
So here’s my take on how the majority of companies (not all) see data quality (admittedly some do not see data quality at all, but that’s another blog post.) Many see data quality as a percentage game – 80% good data is good enough – and there is plenty of merit to warrant this approach, but as I’ll try and explain taking data quality from maybe a 80/20 game to 95/5 game or 99/1 game or even 100/0 game is doable and the upside significant. I can hear people screaming about 100/0 game but for some companies this is an... Continue reading
Posted Mar 23, 2016 at Acuate Data Quality
Imagine you’re 16 years old, it’s the first day of your public exams, it feels a little scary and certainly you’re apprehensive. Your life’s path could be defined by these very results. Even writing this now gives me a sense of past nervousness, so I can’t imagine how it feels for today’s students. Now rewind to a few months earlier when you’re in the midst of creating a revision plan. If your revision plan consisted of a single method of learning for all your subjects, then the likelihood of you doing well in all your subjects is far less than... Continue reading
Posted Mar 16, 2016 at Acuate Data Quality
‘It would be really, really nice if all our clients’ data were in a similar format and of similar quality, then we could write simple automated routines to create excellent levels of data quality and not have to work too much.’ We’ll, I can keep on dreaming all I want, but the harsh reality is that data comes in as many variations as there are clients. This is not that surprising as data has its own personality primarily driven by the characteristics of the company or people managing it. (See a previous post on Data Personality to explain why.) If... Continue reading
Posted Jan 26, 2016 at Acuate Data Quality
A few years ago I came across a story about a data migration for a new CRM application that can be classified in the ‘Oops’ category. The company in question had a rather large CRM application being deployed over several sites and hundreds of users. The responsibility fell with the IT team to make it happen smoothly. The IT team had a good reputation for project implementation and undertook all the necessary steps for a successful roll-out, apart from this one mistake. On go-live day, the system worked flawlessly, all users were trained with additional video training available via the... Continue reading
Posted Jan 19, 2016 at Acuate Data Quality