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Your database is your single most important asset, so ask yourself...
- Is your contact at the customer still the same person? Are they the right person - the decision-maker?
- Or have they moved on and been replaced? Does their replacement know who you are?
- Why have they not bought from you recently?
- You supplied them with X before – but do they know you offer Y as well?
- Have you got the right name to contact at that client you want to win?
- Have you got accurate client details so that your communication gets to the right person every time?
- Would your clients appreciate being thanked for their business?
Evidence shows that many companies fail to meet their sales potential due to incorrect information in their database – or because they do not realise the value and richness of the data they have.
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