What is fragmented customer data?

b Customer information split across several tools — inboxes, spreadsheets, CRMs, document folders — so no one person or system sees the full history.

What is the cost of data silos in sales?

b Missed follow-ups, slower lead response, stale records, time lost searching and inaccurate forecasts. In our worked example, lost revenue was more than seven times the wasted labour.

How does fragmented data slow lead response time?

b Leads that must be noticed, copied and assigned by hand wait hours before anyone responds. Automated capture and routing removes that delay.

What is data decay in a CRM?

b The gradual loss of accuracy as contacts change jobs, emails bounce and companies change. Fragmented systems decay faster because each copy goes stale separately.

How do I calculate the cost of fragmented tools?

b Estimate the leads that miss a follow-up, the leads answered late, and the hours spent searching and reporting. Multiply by your close rate, deal value and hourly cost, as in the table above.