Whether you care to admit it or not, your marketing database is riddled with old and useless data. You should be worried. Data decay is costing you money. Your direct marketing activities won’t generate sales if your database is littered with inaccurate information.
Data decay happens faster than you think. Try this simple exercise. Ask a room of business people to mark every word or number on their business card that’s changed in the last 12 months. New employees should highlight the entire card as all of their data changed the day they started. You’ll be alarmed by the number of changes that have occurred. A similar study was carried out in 2002 by John Coe, President & Founder The Sales & Marketing Institute. The results were staggering. An incredible “70.8 per cent had one or more changes in a 12-month period”.