Sean O'Shaughnessey and Kevin Lawson gave everyone a bit of a break last week as we implored sales and company leaders to quickly do the necessary items that are required to allow salespeople to start the new year and be successful. Now it is time to accelerate into the sales year. Since Marketing can still affect the success of the sales year (even in long sales cycle companies), it is fitting that Sean and Kevin talk about those two departments working together. We hope that our marketing partners, such as Susan Gold, Jennifer Panepinto, Amy Connor, Brien Gearin, and Kara Williams, will be able to listen in on this conversation and give us ideas of how they work with sales teams.

In this podcast, Kevin and Sean discuss the importance of good data health in sales and customer relationship management. They begin by highlighting the challenges businesses face when trying to capture client and prospect information from various databases, including email, CRM, marketing platforms, and support tools. Sean emphasizes the need for good documentation and historical records, which can help new sales reps understand the account and enable companies to maintain customer relationships even if a salesperson leaves the company.

Kevin and Sean stress that good data health drives revenue and is essential for business growth, especially in the digital age. They explain that good data health means having a defined sales process, using CRMs, and capturing customer data at different stages of the sales process. They also discuss the importance of custom and standard fields in CRMs and highlight the standard fields common across most CRM systems.

The conversation shifts to the unique fields that companies might need to keep track of, such as the industry the customer is in or their competitors. Sean suggests using note-taking tools like OneNote or Evernote to capture this information and highlights the importance of keeping the data organized and accessible in a centralized location.

Kevin and Sean summarize the importance of good data health in sales and customer relationship management and its impact on a business's overall success and growth. They stress that companies need to be good information managers and keep their data clean and organized, which can be achieved through the use of CRMs, note-taking tools, and other platforms that enable good data health.

You can reach out to Kevin at Kevin Lawson - Lighthouse Sales Advisors & Sales Xceleration - [email protected] - https://www.linkedin.com/in/kwlawson/

You can reach out to Sean at Sean O'Shaughnessey - New Sales Expert, LLC & Sales Xceleration - [email protected] - https://www.linkedin.com/in/soshaughnessey/

Two Tall Guys Talking Sales started out as a LinkedIn Live event. This episode is reproduced here so that our followers can follow from the beginning. We also think there is valuable content for salespeople and small company owners to learn from.

You can find this original episode on LinkedIn at https://www.linkedin.com/events/6990381118378164224/comments/ or listen to this audio-only version on your favorite podcast player.