When almost 50% of your business records are inaccurate or incomplete, can your sales team be effective?
When almost 50% of your business records are inaccurate or incomplete, can your sales team be effective?
5 PagesIn recent years, data and analytics have transformed commercial functions for life sciences companies by providing salespeople with valuable insights into their customers, streamlining operations and driving decisions about where to focus resources. But what if the data isn’t accurate? What inefficiencies might be created and opportunities missed if the salespeople are relying on information that’s outdated or incomplete? One pharmaceutical manufacturer—we’ll call them Company X—recently reached out to LexisNexis ® to evaluate the quality of their provider data and the strength of their affiliations. What they learned was eye-opening and has prompted them to make significant changes in how they gather and use data in commercial efforts. Here’s their story. When almost 50% of y
