#28: The Final Outbound Chapter: Sales Success with Kyle Norton
gtmPRO
00:00
Data-Driven Customer Targeting and Scoring
The company uses a data provider for high contact accuracy, ensuring the sales team calls cell phones predominantly, staying focused on their Ideal Customer Profile (ICP). Monthly business reviews include a section on customer quality where they analyze churn data based on firmographic or product criteria to refine scoring algorithms. In May, the company made a significant change to its scoring mechanism based on these insights.
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