Why we Think Data.com is Shutting Down

Salesforce will soon be announcing the end of a partnership with Data.com.  Salesforce acquired Data.com (previously known as Jigsaw), the crowd-sourced data provider, back in 2010 but the relationship has been rocky from the beginning.  Salesforce support chat has mentioned that they will continue to sell data.com until August of 2017 but the partnership will end in August of 2018. It is unclear why the relationship is dissolving but we have some insight as to what could have been the cause of the break-up.


Inaccurate Crowd-Sourced Data  

Data.com’s business model is highly dependent on users adding, exchanging and updating data.  This has lead to a large percentage of their database filled with old and inaccurate data, as the data.com community could easily upload a list of bad data in order to get points for additional export.  This rinse with “dirty water” and repeat process, created a snowball effect of bad data that was essentially unreliable and unusable.

In addition, Salesforce also advertised the data.com add-on as a data cleansing solution so customers could automatically update and enrich accounts within the Salesforce CRM, in attempt to solve the legacy enterprise data management struggle that so many of their customers have.  You see the pattern here, as this led to the same result of poor data to append with.



Bulk List Providers are the Dinosaurs of Lead Generation

10 years ago, when Data.com was known as Jigsaw, outbound email campaigns consisted of a shotgun approach, sending large blasts to a widely defined target audience in hopes of hitting a few prospects to follow up with.  It wasn’t uncommon to get a 30% bounce rate with these types of campaigns as email providers changed the way they handled spam indicators.

That approach has morphed into the complete opposite end of the marketing spectrum.  Today, companies want more and more data within specific targets.  This account-based sales/marketing approach has led to the emergence of sales/marketing intelligence platforms.  Companies can provide sales triggers on timely data, so sales professionals can reach out with relevant and accurate information, during times when prospects are more likely to buy solutions and services.

The best sales/marketing intelligence platforms authenticate and verify the data several times with several sources, and do so internally, to preserve the integrity and accuracy of the data.  Salesforce banked on the crowd sourcing of data in the cloud and it backfired but as #386 on the fortune 500 list, we can bet on Salesforce continuing to try and make it easier for their users to feed and clean their CRM.

As for users of Data.com, they will need to find another data solution before August of 2018. As a leading sales/marketing platform, we are confident that we can help those users as they migrate away from the dissolving company.



Building the perfect post-subscribe email autoresponder is a step many businesses often overlook when it comes to lead conversion. Email autoresponses are almost an afterthought for many brands, mainly because they forget the power it could potentially wield to turn a browsing prospect into a loyal customer.

However, following some easy tips when it comes to building the perfect post-subscribe email autoresponder will help turn that around, and ensure that prospects are able to become customers with ease.

1) Offer valuable content without wasting time

Many customers lament about the arduous process of subscribing to emails, with many giving up right away if they spend too much time trying to access content. Businesses are able to make the actual process of subscription easier in the moment, but overlook how to keep the efficiency after the customer has given their email address.

The autoresponse following subscription should offer prospective customers an easy way to access valuable content, while making it easy and fast. Avoid creating confirmation pages, asking detailed personal information and multiple steps all in one fell swoop. Instead, give customers the options and tools to provide this information at a later time for a more customized experience in the autoresponse and use the latter to engage customers within your brand.

2) Establish trust with your tone of voice

A well-crafted autoresponse is able to differentiate your brand from the rest among your customer base. Use the autoresponse as one of the first points of contact with your prospective leads, and leverage that to build trust and a relationship. Instead of opting for usual robotic language within the response, craft a message that will resonate with audiences and cement your place in their mind.

Most people are easily able to differentiate a personal email from an automatic one, and creating a message that conveys that your brand cares about individuals is a fast and creative way to demonstrate your brand personality.

3) Don’t send an infinite amount of content

For many businesses, the temptation of having subscribers to send content to is strong. Resist that urge, starting from the autoresponse. Do not clog inboxes, or use email addresses to send staggering amounts of content that do not hold value for the customer. Give them what they want while using the autoresponse as the starting point.

Often brands use the autoresponder to push content from the start, scaring customers off. Doing so conditions customers to become freeloaders in some ways, as they will ignore sales offers because of all the useless content they may have received in the past.


Businesses today have numerous avenues to announce their presence to potential clients. Social media and web content strategies have without doubt increased visibility in the highly competitive online marketplace. Targeted customers have so many options to choose from and therefore take their time before picking a particular company to engage. It can, therefore, be frustrating for a business just to sit and wait for the inbound sales. Here are the top strategies that can help you to meet your sales target through effective outbound engagement.

Intelligent leads

The days of Cold-calling hundreds of telephone numbers with the hope that one or two of the calls will land on a potential customer are long gone. With proper sales intelligence tools, you can easily narrow down your leads to specific targets that are most likely interested in your products. Big Data tools can now provide you with up-to-date prospects’ information, including preferences and the topics you can engage them with so as to build a lasting business relationship.

Selective follow-up

It is important that you follow-up on quality leads that will most likely result in a conversion. This will free up resources and time so you can efficiently respond to the needs of the prospects that are looking into establishing a long business relationship with your company.

Smart Engagement          

Make use of Sales Intelligence tools that employ inbound inquiries as triggers for outbound engagement. For example, if you know your ideal company demographics and you know you have the most success selling your solutions to executives with the title of CTO, you can set up sales triggers that let you know when a new CTO is hired, when a CTO is spending on technology, or when someone is promoted to the roll of CTO, so you not only have a reason to reach out, you have information that can help you relate your solutions to their specific needs at the right time.


The rapid rise of social media has some marketers questioning what types of marketing appeals to Millennials. Some would even argue that email marketing is a marketing tool that Millennials don’t embrace, choosing to consume marketing material in more visually stimulating formats. However, email marketing has never been more effective in achieving ROI goals for small and medium size businesses. According to eMarketer, email marketing tops the list of digital tactics driving customer acquisition and retention.

Savvy marketers are likely to counter that although email marketing works now, it simply doesn’t appeal to millennials. A recent study in AdWeek found, however, that 42% of those 25-34 years of age reported opening retailer emails more often over the past six months, compared to just 32% of other age groups, and recommended retailers use increase their email marketing efforts targeted at millennials.

The challenge for marketers is to ensure they deliver their emails in ways that appeal to the millennial market. Here are 3 tips to improve email markeitng targeted at millennials:

Go Mobile

According to one recent study, almost half of all shoppers will delete an email they can’t easily read on their smartphones. That’s especially true of millennials, 9 out of 10 of whom say they are never without their mobile phones. To make email marketing attractive to this age group, make sure your emails work and are optimized on mobile devices.

Integrate Email and Social Media Marketing

Millennials live on social media channels like Facebook, Twitter and Instagram. Your email marketing campaigns should dovetail seamlessly with those you construct for social media. You should also make sure both email and social media posts drive customers to a dedicated landing page.

Keep Text to a Minimum

Among the acronyms gaining popularity among millennials is TLDR, or “too long, didn’t read.” More than their older counterparts, millennials like to get in and get out fast. Respond to their quick consumption tendencies by going light on text and using more visual content, like images and infographics.

Email marketing remains among the most effective strategies retailers can use to increase their customer base and ROI. Maximize the effectiveness of your email marketing campaigns by targeting millennials with content that works on mobile devices, integrates with social media campaigns, and keeps text to a minimum


Are you looking for the secret to sales success? It might be sitting right in front of you…literally! Pipedrive calls collaboration “arguably the most important factor you can tweak to improve your sales metrics”, and this sentiment appears to be echoed by experts and data throughout the industry. Collaboration is transforming the sales process in a way that benefits the team and the customer. When teams collaborate to align sales and marketing goals, salespeople are 56% more likely to be top performers. Here are 3 ways collaboration can help your sales team:

  • Collaboration fosters communication between teams, allowing salespeople to prioritize accordingly and accurately deliver on promises.

To snag a sale, salespeople often make promises to consumers, and sometimes this results in unmet expectations, which can ruin the sale. Collaborating priorities and realistic possibilities among teams reduces over-promising and cuts the chances of disappointed customers. Salespeople are able to communicate consumers demands and collaborating teams can plan accordingly, giving salespeople the advantage of making an informed promise that they can keep.

  • Collaboration fosters productivity by creating shared goals.

When teams create and work towards unified goals, it produces a win-win situation. When the individual teams meet goals that lends to the company’s overall goals, they are more likely to contribute to wins which will affect the success of the business rather than focusing on strictly personal incentive. When more members work together, overall goals are met more efficiently and with better results through creative solutions and team effort.

  • Collaboration fosters trust through transparency and open dialogue among team members, resulting in increased dividends across the board.

Trust is important to building positive relationships in every dynamic, including professionally. When team members operate transparently, sharing data and focusing on common goals it creates a climate of loyalty conducive to company growth and profitability. Collaborative teams are less likely to compete internally and more concerned with achieving success in every department. When team operate fluidly, they produce greater gains for everyone.


Near forthcoming Q1Y17 presents sales strategists an opportunity to capture new leads for business growth. These days, sales leadership relies on more than mere selling. A global sales plan should include account based selling (ABS) methodologies. Connect with multiple decision makers in a single organization, with these top ABS approaches to closing the deal in 2017.

Top 10 ABS Approaches in 2017

1. Budget

Leveraging the sales process requires an adequate budget. Companies that invest in updated tools will be able to maintain a competitive edge in selling. Budget for scalable software technologies, designed for sales account management. Lead pipeline software offers a turnkey solution for mastery of an ABS strategy.

2. Synchronize CRM Systems

Alignment of sales and marketing systems promotes seamless execution of an ABS strategy. Integration of systems management in real-time, eliminates errors in the process. With ABS methodologies, customer relations management (CRM) activities are merged to maximize collaboration, and target market feedback results.

3. Data-driven Decision

Cloud-based software application as service (SaaS) sales solutions contribute valuable data to the sales process. ABS takes the mass seriously. A data driven decision model informs representatives and managers involved in the sales process, along the way. Automated data distribution in SaaS, offers continuous CRM record sharing and sales forecasting.

4. Evaluate the Sales Process

If 2017 marks a new beginning in sales strategy, review the process that supports the outcomes to a successful campaign. Evaluation of changes or updates to a sales system, or its processes, determines if those activities are the most effective for generating revenue.

5. Map the Buyer Journey

Visualization of CRM data in a map of the buyer journey, explains why and how customer interest is converted to sales. Engagement insight can be used to determine points of influence in decision, during product or service interaction.

6. Source Information

ABS methodologies draw on a range of primary and secondary research results to lay the foundation for lead identification. Business intelligence reporting offers insights into company performance. Industry benchmark reporting provides important information about current trends, demographic location, and sales revenue results.

7. Lead Identification

ABS methodologies capture both organizational and personal details, that may lead to a sale. Segmentation analysis will inform prospecting efforts, so that communications and engagements reach the right audience. A lead pipeline turns identified leads, into valuable sales targets.

8. Engagement

Omni-channel sales strategies are well suited to ABS methodologies. Penetrate an organization’s purchasing power by making multiple contacts via email, phone, and social media.

9. Monitoring

Deploy sales SaaS engagement analytics to publish metric reporting that updates a sales team about leads. Monitoring the lead to sales conversion process is easier with measured results.

10. Communications

Gain the most from ABS. Personalize contact content to build trust between your effort and a potentially interested buyer.


Companies can maximize sales campaign efforts by extracting the most valuable leads from each sales interaction. If consensus sales are a considered one of the most effective methods in the profession at the moment, correlation of ABS with user experience testing is suitable for follow-up, on to these newer approaches to product and service development. ABS allows companies to capitalize on consumer engagement, once those ideas come to fruition in the market. Build a pipeline to profit with Lead411 solutions.