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“Chance favors the prepared
mind.”Louis Pasteur
“Today's crazy-busy prospects tolerate no fools. They won't waste one iota of their precious time with salespeople
who lack knowledge of their business.
So is preparation important? Only if you want to be successful.”
Jill KonrathAuthor of SNAP Selling and Selling to Big Companies
“The productivity leverage from good call planning and execution can be tremendous. Even more important,
using the time customer's time more efffectively creates great value. The
customer's time is precious, great call planning and execution uses their
time very well.”
David BrockPresident at Partners In EXCELLENCE
Joanne Black
“Salespeople who prepare are salespeople who win. Preparation means gathering sales intelligence
about your prospect. More importantly, it means preparing to
answer the question: “Why should I work with you.”? Talk metrics and the
ROI clients get from your solution. That’s what they care about and that’s
why you’ll win the deal.”
Joanne BlackReferral Sales Training and Keynote Speaker for No More Cold Calling
Sales Intelligence
Summary
28.4% average year-over-year increase in total company revenue
Average of companies who deploy Sales Intelligence
4% average year-over-year increase in total company revenue
Average of companies who do NOT deploy Sales Intelligence
Aberdeem Report
Sales TodayIs all that data helping
YOUR SALES TEAM IS WASTING TIME
RESEARCHING – TIME IS OF THE ESSENCE!
The Problem
5.4 phone attempts
3.7 email attempts
2.7 voicemail attempts
Credit: Streamlining the Top of the Funnel
Before even connecting to a
potential client!
Find the cluesCustomers are leaving clues online.
SALES INTELLIGENCE CUTS DOWN THAT TIME
RESEARCHING SO SALES REPS CAN SPEND
MORE TIME SELLING
The Solution
“Using InsideView, we have reduced the time for our new sales reps to be fully productive by 50%. We have accelerated our customer acquisition rates and increased our incremental customer lifetime value by $500K”.”Tina Babbi, Vice President Sales and Service Operations
“InsideView significantly accelerates account research with one-stop-shop access to prospect data and enables more relevant customer engagement with alerts on compelling business events.”Michelle Coolican, Business Development Manager
“InsideView has helped us greatly improve our sales effectiveness. In doing so, we have been able to halve our research time, triple our call-to-opportunity ration, and generate more than 20% more opportunities.” Mark Stock, Sr. Director of Sales
Personal Information is everywhere
Sales Intelligence gives you
People, not Contacts
Who your prospect is…What is their direct
contact information…
Screenshot of InsideView
YOU’RE THROWING EVERYTHING AGAINST
THE WALL TO SEE WHAT STICKS
The Problem
92% of prospects don’t
make a meeting when cold-
called or emailed by a sales
rep
Study by Kenan-Flager School of
Business at the University of North
Carolina
What kind of
information are
sales reps
looking for
before a call??
74% Executives/people
information
74%
69%
Executives/people information
Targeted company details, financial, competitors
74%
69%
57%
Executives/people information
Targeted company details, financial, competitors
Contextually relevant news
74%
69%
57%
53%
Executives/people information
Targeted company details, financial, competitors
Contextually relevant news
Analyst data on industries, trends or technologies
74%
69%
57%
53%
44%
Executives/people information
Targeted company details, financial, competitors
Contextually relevant news
Analyst data on industries, trends or technologies
User-generated content
Aberdeem Report
How do you find all
of this information?
SALES INTELLIGENCE PREPARES YOUR SALES
TEAM BY FINDING ALL OF THE ESSENTIAL CONTENT
NEEDED TO MAKE AN EFFECTIVE SALES CALL
The Solution
Empower Your Sales Team
With The Right Tools
Sales Intelligence filters all of
that DATA
Phone: (415) 728-9300
Social Media & News
Phone: (415) 728-9300
Revenue: $10 million
Social Media & News
Company Management
Phone: (415) 728-9300
Revenue: $10 million
Social Media & News
Company Management
Address:
Number of Employees
Screenshot from InsideView
Screenshot from InsideView
Company Intelligence – Who, What and Where is the Company?
YOU’RE NOT PREPARED – YOU HAVE
TOO MUCH DATA
The Problem
“Data has a very short lifecycle.
When looking at address information
only, we find that the USPS processes
43 million permanent change-of-
address orders each year.” [source]
As a Sales Manager, this
should keep you up all night
Grinding Data?Are you just
Intelligence?Or using
Now Bloomberg is aThe Solution
Companies who use Sales intelligence find more
accurate and up-to-date information
Data Quality and Age
by Company Class
45%
40%
17%
45%
42%
40%
43%
18%
10%
Sales Intelligence Integrated
Industry Average Data
Laggard
Highly accurate data with some
minor gaps
OK data but nothing to brag about
Reps handle most intelligence collection or
no organized data/contacts
Aberdeen Report
Data Quality and Age
by Company Class
45%
40%
17%
45%
42%
40%
43%
18%
10%
Sales Intelligence Integrated
Industry Average Data
Laggard
Highly accurate data with some
minor gaps
OK data but nothing to brag about
Reps handle most intelligence collection or
no organized data/contacts
Aberdeen Report
Data Quality and Age
by Company Class
45%
40%
17%
45%
42%
40%
43%
18%
10%
Sales Intelligence Integrated
Industry Average Data
Laggard
Highly accurate data with some
minor gaps
OK data but nothing to brag about
Reps handle most intelligence collection or
no organized data/contacts
Compared to the 83% of companies who did not
integrate sales intelligence and saw OK to no
organized data
Aberdeen Report
Organized, Relevant & Integrated
My Employer Target Company
Gerald S. CasilliBoard Member -InsideView Also Works at
Xactly Corporation(Board Member)
Team Previous Employer Target Company
Cory AyresFormer, Salesforce.com Now Works at
Xactly CorporationDirector, Corp Sales
Connection via Greg Volm
Smart Connections – Identify
entry points
Smart Records – Close the loop
Daily Summary Alert
Acquisitions
Xactly, Inc – Xactly to Acquire CentiveXactly Corporation today announced it has acquired the Lowell, MA-based company Centive to become the software industry’s largest ….
Smart Agents –
Delivered via
Check out one of these two
videos about Insideview
2 minute demo
about the product
2 minute video
about InsideView
and
Sales Intelligence
Want to know
more about
Sales
Intelligence?
Try out
InsideView
FREE
Check out our website! – www.insideview.com
