How Complete Data Can Help You Increase Your Sales

by Jenny on October 9, 2012 Comments Off on How Complete Data Can Help You Increase Your Sales

Analyzing your customer and product data can produce a wealth of actionable information – assuming, of course, that the data that you’re analyzing is complete. In a previous post I discussed how to “Solve Your Missing Customer Data Problems.”

Here are some of the ways that doing so can help increase your sales:

  • Gain a “Big-Picture” View – Analyzing your complete data can help you gain a better sense of where you are, where your sales are coming from, what your trends are, and more.
  • Improve Your Marketing and Follow-Up – Having complete data enables you to increase your sales by cross-selling and up-selling, identifying your most loyal customers, and more. For example, I am a member of a local gym. They should know that (a) I have not been there in quite some time, (b) when I do show up I like to take spin and yoga classes and (c) I have used their babysitting service. With all of this data they should be sending me information on their latest spin and yoga classes, coupons for discounted babysitting, and so forth. They should – but they’re not.
  • Track the Results of Your Marketing Efforts – For example, a motorcycle dealer has a list of people who came in and took a demo ride. Having complete data would allow this dealer to see how many of these people eventually made a purchase, and how much time elapsed between the demo and purchase dates. This information would determine whether or not the demo campaign was successful, and provide useful information for how to best revise the campaign in the future.
  • Improve Your User Experience – If your various systems can’t “talk” to each other, it can be difficult to provide a good customer experience. You can also end up with a lot of frustrated people calling in to your customer service department. For example, I have both a mortgage and an account with Bank of America. When I recently went online to change my address it apparently was only changed in one of their systems rather than populating across all of them. It took a phone call to straighten it all out.

Need help making the most of all of your data? Give us a call. As data solutions experts, we’re here for you.


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Jenny Dinnen is President of Sales and Marketing at MacKenzie Corporation. Driven to maximize customer's value and exceed expectations, Jenny carries a can-do attitude wherever she goes. She maintains open communication channels with both her clients and her staff to ensure all goals and objectives are being met in an expeditious manner. Jenny is a big-picture thinker who leads MacKenzie in developing strategies for growth while maintaining a focus on the core services that have made the company a success. Basically, when something needs to get done, go see Jenny. Before joining MacKenzie, Jenny worked at HD Supply as a Marketing Manager and Household Auto Finance in their marketing department. Jenny received her undergrad degree in Marketing from the University of Colorado (Boulder) and her MBA from the University of Redlands.

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