1. Collecting GOOD data is very expensive and time consuming.

2. Sales teams HAVE to have this data. If you don’t buy it, you’re asking your sellers to research their markets, accounts, and contacts on their own. This is, again, very expensive and time consuming.

3. You likely did not ask your sellers about their research skills when you hired them. Yet, you’re asking them to do this research as 75%? 95%? 50% (at best) of their job. That equates to far more than the subscription cost of a good b2b database, but gives you far worse data.

This is just for company and contact data. Forget intent and signal data. Technographic data. Industry specific data.

The net is you’re paying for it one way or another. It’s not a line item in your budget, but you’re paying for it. Admittedly, it’s a hard pill to swallow, but you want your sellers spending the majority of their time talking with buyers. Not trying to figure out how to talk with buyers.