Validate Contacts for Leads and Opportunities through Sales Insights

You can improve your sales effectiveness and gain productivity by receiving key data insights about contacts for leads and opportunities. Contact validations are based on historical data, contacts relationships, and the successful interactions associated with an opportunity or a lead.

You want to know if contact details associated with your leads and opportunities are accurate and correct all the time. Data insight details about lead and opportunity contacts are validated based on historical data and contact relationships. This helps improve your productivity by ensuring that you have correct and accurate contact without having to research and validate your contacts manually.

Lead Contact Validation

You can access the data insights for lead contacts validation from the Summary tab on the Edit Lead page. By knowing if the contacts associated with a given lead are sufficient and accurate helps you effectively optimize your leads and move them along the sales pipeline.

Data insights use the average number of contacts for the past successful leads of a given account as object metrics. Leads without an account don't qualify for both metrics and fact generation. Leads are classified as Good if the lead includes a Key Decision Maker. A classification of Needs Attention indicates that there isn't any Key Decision Maker identified for the lead. The comparison of current contacts count with that of past successful leads is added as part of the explanation category text.

Here's an example of lead contact validation using sales insights.

Opportunity Contact Validation

Data insight details about opportunity tracking activities is accessed from the Summary tab on the edit Opportunity page. By knowing if the activities associated with a given opportunity are sufficient and accurate helps you effectively optimize your opportunities and move them along the sales pipeline.

Data insights use the average number of contacts for the past successful opportunities with same product group of a given account as object metrics. If historical data isn't available for the product group, then the account specific common average number is used. Opportunities without an account don't qualify for both metrics and fact generation. Opportunities are classified as Good if the current count of contacts is greater than or equal to the average contacts count. Otherwise, they're classified as Needs Attention. If there isn't any Key Decision Maker identified for the opportunity, then this information is added as part of the explanation category text.

Here's an example of sales insights for opportunities.