Pipeline Hygiene Improved Data Quality and Led to Sales Performance Gains in Both B2B and B2C Markets

  • Data Analysis
  • Data Entry
  • Database Administration
  • Database Management
  • Hubspot CRM
  • Sales Performance Management
  • Technology Industry


Our client operates in both B2B and B2C markets. They recently added blogs, website content, Google Ads and more to expand their digital presence across various mediums. However, as they began generating more leads, they started facing challenges related to outdated lead statuses. Our client needed our assistance to improve their data quality, streamline lead management processes within their database and deliver actionable insights for their sales leadership.




International Technology Company

Pipeline hygiene case study

The Opportunity

Our client had many outdated lead statuses in their database, which caused unreliable and inaccurate data. On top of that, the company’s lead management processes were also not efficient. Certain leads were slipping through the cracks and negatively impacting both sales conversion rates and customer engagement efforts. This resulted in missed opportunities and potential revenue loss as many high-quality leads went unnoticed.

The Plan

Our team closely worked with our client to tackle these challenges head-on.

We began by thoroughly analyzing the database’s new and old contact records. This involved identifying outdated lead statuses and cleansing the data for improved accuracy.

Then, we redesigned their lead management processes to ensure no leads were left unattended. We implemented a systematic approach to lead follow-ups to reduce the likelihood of missed opportunities.

With accurate data in place, our team worked on improving the reporting mechanisms. This allowed sales leadership to access actionable insights regarding the sales pipeline, customer engagement and overall performance. It also allowed the sales team to have a real-time view of lead quality to prioritize their efforts as necessary.

The Results

Our efforts improved data quality, streamlined lead management and reported accuracy. As a result, the sales team was able to identify quality leads and make informed decisions, which improved their sales performance.

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