- Saves Resources: Businesses lose millions annually due to bad data. Validating contacts reduces wasted time and costs.
- Boosts Sales: Verified leads improve conversion rates and help sales teams focus on real opportunities.
- Reduces Risks: Prevents compliance issues, protects brand reputation, and ensures better customer trust.
- Keeps Data Fresh: With 70% of CRM data becoming outdated annually, regular validation maintains data quality.
Key Validation Methods:
- Email Verification: Tools like BriteVerify ensure emails are valid.
- Phone Checks: Services like Twilio confirm phone numbers.
- Address Accuracy: Tools validate physical addresses for precise targeting.
Quick Tip: Combine automated tools with human oversight for the best results. Regularly update and segment your lead lists for optimal efficiency.
Contact validation is essential for maintaining high-quality leads, driving better sales outcomes, and building trust with customers.
How to Improve Your B2B Database Quality in 4 Easy Steps
Problems Caused by Wrong Lead Data
Bad contact data leads to major financial and operational setbacks. For instance, U.S. businesses face losses of about $3.1 trillion every year due to poor data quality . Let’s dive into the specific challenges caused by this issue.
Lost Time and Money
Incorrect lead data can cost organizations an average of $15 million annually, equating to as much as 15% of their total revenue . These losses add up in several ways:
Impact Area | Annual Cost |
Per Sales Representative | Over $32,000 + 550 hours |
Average Organization | $9.7 million |
Revenue Loss | 15% of total revenue |
Annual Data Decay | 70.3% |
With 23–30% of email addresses and 18% of phone numbers becoming outdated each year , the financial and time-related toll is undeniable.
Lower Sales Success Rates
Outdated or incorrect data can cut team productivity by 30% to 50% . The problem is compounded by how frequently contact details change: job titles (65.8%), phone numbers (42.9%), addresses (41.9%), emails (37.3%), and company details (29.6%) all shift annually.
"Not only are you paying for the data, but you are also paying someone to find out that lead is no longer with the company." - Nicolette Dease, Program Manager, MECLABS Leads Group
Legal and Brand Risks
Relying on unverified contact data can create several risks, including:
- Compliance Issues: Mishandling data can lead to hefty GDPR/CCPA penalties.
- Damaged Sender Reputation: High bounce rates harm email deliverability.
- Eroded Customer Trust: Poor communication undermines your credibility.
- Operational Challenges: Flawed analytics can result in bad business decisions.
Investing in data quality is essential to avoid these risks and establish a solid foundation for effective lead management.
How to Validate Contact Information
Advanced validation techniques now combine automation with human oversight to improve lead quality, increase conversion rates, and streamline operations.
Instant Verification Tools
Modern tools can verify contact details in real time as they are entered into your system. For example, PODS used automated email validation to reduce their unknown user rate from 1–6% to less than 0.1%, while increasing email open rates from 20.1% to 50.3% .
Here are some popular validation methods and tools:
Validation Type | Purpose | Common Tools |
Email Verification | Confirms format, domain validity, and inbox existence | BriteVerify, Mailgun |
Phone Validation | Identifies number type (mobile/VOIP/landline) | Twilio, Experian API |
Address Verification | Ensures physical address accuracy | LeadConduit add-ons |
TCPA Compliance | Validates consent and legal requirements | TrustedForm |
Human vs Software Validation
While automated tools are fast and scalable, human oversight is crucial for handling more complex cases. Here's how they compare:
Aspect | Automated Validation | Human Validation |
Speed | Instant results | Slower but more detailed |
Accuracy | High for straightforward checks | Better for nuanced situations |
Cost | Lower per lead | Higher but more precise |
Scalability | Virtually unlimited | Limited by team size |
Best Use Case | High-volume initial screening | Final review of key leads |
"BriteVerify has been an integral part of our platforms... It's been a great tool to provide others with guaranteed clean data and has stopped errors and the associated helpdesk calls from customers not receiving their welcome emails." - Adam Purslow, IT Director, The Loyalty Co.
Combining these methods with lead scoring systems can further refine and qualify your leads.
Lead Scoring Standards
To validate leads effectively, it's important to use clear scoring criteria that integrate automated checks with strategic frameworks. Here’s how you can approach it:
- Technical ValidationUse API-driven tools for real-time verification during form submissions .
- Compliance ChecksScreen leads against litigant lists and ensure proper consent with tools like TrustedForm to meet FCC requirements .
- Quality AssessmentFor example, Soft Surroundings reduced hard bounces on marketing emails by over 45% and removed more than 150,000 invalid email addresses from their POS system through thorough validation .
Results of Better Contact Validation
Addressing the challenges of poor lead data, improving contact validation delivers clear business advantages, enhancing both prospecting and sales efforts.
More Sales and Revenue
Accurate contact validation helps businesses focus their sales efforts on prospects with real potential. This leads to higher conversion rates and more efficient sales processes. Here's how it impacts revenue:
Validation Impact | Business Benefit |
Accurate Contact Data | Better response rates from prospects |
Verified Decision Makers | Shorter, more effective sales cycles |
Clean Lead Database | Improved targeting and personalized outreach |
These improvements pave the way for a smoother and more effective sales process.
Faster Sales Process
When sales teams have access to verified contact data, they save time on administrative tasks and connect with the right people faster. This means they can spend more time on meaningful interactions with qualified leads. Key efficiency gains include:
- Reduced Follow-up Time: Reaching the right recipients more quickly
- Streamlined Qualification: Identifying decision-makers without delays
This not only speeds up operations but also strengthens customer relationships through improved communication.
Better Customer Trust
Validating contact data builds trust by ensuring professional and accurate communication. Customers appreciate error-free interactions and feel confident their information is handled responsibly. Benefits include:
- Reliable Communication: Ensures invoices and critical documents reach the right person
- Professional Image: Fewer mistakes in interactions enhance credibility
- Responsible Data Handling: Customers trust that their information is safeguarded
Service Objects' experience in validating over 6.9 billion contacts since 2001 highlights the importance of precise contact validation in fostering trust and maintaining data quality.
Top-performing B2B companies often pair automated validation tools with human oversight to achieve these results. For example, content syndication - used by 80% of B2B marketers as a highly effective lead generation method - becomes even more impactful when combined with strong contact validation practices.
Contact Validation Tips
These tips can help improve lead quality and make your sales process smoother.
Keep Lead Lists Current
Keeping your database up to date is crucial. Lead details can go stale quickly, sometimes within a month .
- Monthly Updates: Run validation checks at the beginning of each month to refresh outdated information.
- Automated Alerts: Use tools to flag inactive emails, detect changed phone numbers, update company details, and eliminate duplicates.
Suggested Validation Schedule:
Lead Type | Frequency | Key Checks |
High-Value Prospects | Weekly | Email, phone number, job title |
Active Opportunities | Bi-weekly | Company status, decision-makers |
General Database | Monthly | Basic contact information |
Group Leads by Type
Segmenting your leads allows for more focused validation efforts. Apply different strategies based on the lead's priority.
Priority Level | Validation Requirements | Frequency |
Critical Leads | Full verification | Weekly |
Active Pipeline | Email and phone verification | Bi-weekly |
Nurture List | Basic email verification | Monthly |
Use Multiple Verification Methods
After grouping leads, use several methods to ensure accuracy.
- Email Verification: Tools like ping tests, real-time JavaScript checks, or services like ZeroBounce can help verify email validity .
- Phone Validation:
- Use programming languages like Python or JavaScript for automated checks.
- Confirm number formatting and carrier details.
- Risk Assessment Tools: Integrate tools to flag fraudulent or outdated contacts .
Conclusion: Making Contact Validation Work
Main Points Review
Contact validation is crucial for maintaining accurate leads and boosting sales productivity. According to research, 68% of top-performing marketers credit their achievements to effective lead validation and scoring methods . On the flip side, businesses that neglect proper validation risk losing up to 70% of opportunities due to inadequate follow-up .
To ensure effective contact validation, focus on these key practices:
- Form Integration: Add validation directly to capture forms to catch errors immediately.
- Scoring System: Assign clear point values to essential lead attributes.
- Regular Maintenance: Use automated systems to periodically revalidate existing contacts.
Real-world examples show that these practices consistently lead to better results. Using reliable tools to support these efforts can help further refine lead quality.
Tools and Services
Choosing the right tools can make a big difference in improving lead accuracy. Here are some popular options:
Validation Tool | Key Features | Best For |
BriteVerify | Real-time email checks, API integration | High-volume email validation |
Experian Data Quality | Phone number checks, network status updates | Broad contact verification |
PlusThis Contact Validator | Multi-platform sync, phone type identification | CRM-based validation needs |
For B2B companies, provides tailored services that combine email and LinkedIn outreach validation. Their approach ensures businesses connect with verified decision-makers while minimizing wasted efforts on invalid leads.
The key to successful contact validation lies in applying these strategies consistently and keeping your systems updated.