Intro
What Sales Leaders Should Demand from Their Data Providers
For years, sales leaders were told the same story:
“This database is accurate enough.”
“Everyone’s data has gaps.”
“Just refresh it quarterly.”
That standard might have worked when markets moved slower.
In 2026, it’s unacceptable.
Sales execution now moves in real time—but many data providers are still selling static snapshots. The result is missed opportunities, frustrated reps, and leadership teams making decisions on information they don’t fully trust.
It’s time for sales leaders to raise the bar.
The Problem with “Good Enough” Sales Data
Sales data is no longer a background utility. It’s infrastructure.
When data is wrong, everything built on top of it suffers:
- AI recommendations become unreliable
- Outreach misses the mark
- Forecasts lose credibility
- SDR burnout accelerates
Yet many providers still measure success by record volume, not usefulness.
Sales leaders should demand more.
1. Real-Time Accuracy—Not Periodic Refreshes
Quarterly or monthly refresh cycles don’t reflect how companies actually change.
Job moves, restructures, funding events, leadership changes, and strategy shifts happen continuously.
Sales leaders should demand data that:
- Updates automatically as changes occur
- Reflects role changes, not just new hires
- Flags meaningful account-level shifts in real time
If your team has to verify data manually, the provider isn’t doing their job.
2. Transparency into Where Data Comes From
“Proprietary sources” isn’t a strategy—it’s a dodge.
Leaders should expect clarity on:
- How data is collected
- How often it’s validated
- What signals trigger updates
Without transparency, it’s impossible to assess reliability or risk.
Trust starts with visibility.
3. Continuous Enrichment Without Manual Work
Sales reps should never be human data janitors.
Demand providers that:
- Enrich contact and account records automatically
- Monitor companies for changes after records are created
- Keep CRM fields current without rep intervention
If enrichment requires effort from the field, adoption will always lag.
4. Account Intelligence—Not Just Contact Lists
Buying decisions are made by companies, not individuals.
Sales leaders should prioritize providers that deliver:
- Company-level intelligence
- Signals tied to growth, risk, or buying intent
- Context that explains why an account matters now
Static lists don’t create timing advantage. Intelligence does.
5. Integration That Actually Improves Workflow
Data should move to where reps already work.
Demand integrations that:
- Sync seamlessly with your CRM
- Update records automatically
- Eliminate exports, imports, and workarounds
If data lives in a separate tool, it won’t change behavior.
6. Proof of Impact—Not Marketing Claims
Accuracy percentages and glossy case studies aren’t enough.
Sales leaders should ask:
- How does this data improve pipeline quality?
- How much rep time does it save?
- What manual processes does it eliminate?
If a provider can’t connect data quality to outcomes, it’s noise.
The New Standard for Sales Data
The best sales teams in 2026 won’t win by having more data.
They’ll win by having better, faster, and more trustworthy data.
That’s why modern platforms like FAC Intelligence are redefining expectations—replacing static databases with continuously updated account and contact intelligence built for how sales actually works today.
Final Takeaway
Sales leaders shouldn’t accept outdated standards from data providers.
Your reps, forecasts, and revenue depend on the quality of what feeds your systems.
If your data provider can’t keep up with the speed of your market, it’s not a partner—it’s a liability.
Demand better. Contact us today!
