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8 Million Sales Triggers Delivered

Sales Intelligence View

Summer of Sales Intelligence: InsideView Sees Huge Gains in Customers and Major CRM Platforms, Delivers 8 Million Sales Triggers in Recent Quarter. That’s according to the latest numbers from InsideView, the leading provider of sales intelligence for the enterprise. The company also revealed it delivered more than 8 million unique new opportunity sales triggers to its customers during the same period. InsideView’s sales intelligence provides something data simply can’t: a competitive advantage. Big Growth and Launch of CRM+.

Use Trigger Events to Get Your Foot in the Door

Sales Lead Dynamics

The merger is called a “trigger-event” in sales parlance. This occurs when an event such as a merger triggers a possible need for outside services. As Jill Konrath, also known as JK, the bestselling author of SNAP Selling & Selling to Big Companies, writes  in Leveraging Trigger Events “ Stressed out decision makers have way too much to do with fewer resources and in less time.

Build a Highly Targeted Prospect List Using LinkedIn

Jill Konrath's Fresh Sales Strategies Blog

Below you''ll read how he used LinkedIn to jumpstart his prospecting initiative. As you can see from the graphic below, top sellers used LinkedIn 3X more than everyone else for building a highly targeted prospect list. started by building a global prospect list merging data I’d gathered from Jigsaw, InfoUSA/Canada, Wikipedia, and associations. To implement best Sales 2.0

Know When Prospects Are Ready to Buy

Sales Intelligence View

You need to understand what triggers your customers to buy from you so that you can more effectively reach prospects when they hit those triggers and get more people to buy from you. What is a Trigger Event? trigger event is any event or incident that convinces someone to decide to take a particular action. Examples of Trigger Events. Reference. link].

The Secrets of Prospecting Ninjas

Sales Intelligence View

Today’s sales world requires superior, relevant, and timely information about prospective accounts and key contacts.  To master this effort, salespeople should model the ninjas. Last week, Jill teamed up with InsideView to broadcast a webinar and share the Secrets of Prospecting Ninjas: PROSPECTING NINJAS HAVE MAXIMUM IMPACT. PROSPECTING NINJAS USE TRIGGER EVENTS.

The new InsideView website

Sales Intelligence View

Things are moving fast around here at InsideView. The new InsideView website is designed for more dynamic content and gives a better experience for our customers and prospects to get the information they want. With the new design we wanted to focus on the specific pain points of sales teams that are finding it more difficult to gather intelligence on their customers during pre-call research , identifying upsell opportunities and getting automated trigger alerts to business events that can be turned into sales opportunities.

How are successful salespeople leveraging social media for selling? Part 2of3

Sales Intelligence View

“Based on the 12 ways sales people leverage the internet it is clear that B2B sales teams spend a lot of time researching prospects and customers on the web and social networks. Sales intelligence drives revenue by feeding sales people trigger events and insights within a company or contact.” ” Here are a few of the ways that savvy B2B salespeople will leverage B2B social networks: Advanced people search: Create prospecting lists based on the criteria of your ideal buyers. Monitor prospect discussion and social data for buying signals. Miles Austin.

It Might Be Time for Sales Intelligence – 5 Signs That You Need It

Sales Intelligence View

“ Sales intelligence is the combination of not only business data, but social context, how you’re connected to a lead or prospect, valuable news insight, and real-time triggers that inform you when to take action. In fact, we’re delivering 35 million unique news trigger events to our users a year to help them sell better and generate more revenue. ” -Umberto Miletti, CEO of InsideView. 1. Last year I was interviewing for a sales position and was analyzed by how well I could cold call a list of 100 low-priority prospects. It’s just a tweet. ”  .

The Age of the Buyer – How do you prepare?

Sales Intelligence View

What is going to happen when a prospect asks a question about YOUR market or a complaint about YOUR company on Twitter or LinkedIn? Remember, 60% of the buyer’s journey is completed before they get to you – don’t be sitting by the phone waiting for a call as prospects are out seeking answers. Through Prospecting Sales 2.0 customer 2.0

Aging 18

4 Steps on How Focusing on People, Not Contacts Will Increase Your Revenue

Sales Intelligence View

Do you really have a good understanding of a potential prospect with just his or her contact information? Your prospects are feeling that same pain. . As a sales professional, you  need to be utilizing social media to its fullest potential to get your emails and phone calls (even your prospecting tweets) to stand above the hundreds of others. Check out the difference between the  red  and  blue  mock notes to a potential prospect. . Potential prospects are online asking questions and seeking answers. Click on Anakin’s business card to see what I mean.

6 Steps to Practice Your Social Selling Skills

Sales Intelligence View

However, social selling and utilizing trigger events is becoming increasingly crucial to sales cycles. Sales reps that rapidly responded to trigger events via social media saw: 5.7% Here is a quick, effective way to become comfortable with social selling and engaging with your prospects. Prospecting Sales 2.0 increase in lead conversion rate, 9.5% Build a Watchlist.

6 Steps to Practice Your Social Selling Skills

Sales Intelligence View

However, social selling and utilizing trigger events is becoming increasingly crucial to sales cycles. Sales reps that rapidly responded to trigger events via social media saw: 5.7% Here is a quick, effective way to become comfortable with social selling and engaging with your prospects. Prospecting Sales 2.0 increase in lead conversion rate, 9.5% Build a Watchlist.

Is Social Media the New Cold Call?

Sales Intelligence View

InsideView customers that have adopted social selling into their sales process have reported a slow but steady decrease in the number of “cold calls&# their sales team makes on a daily basis. Alternatives to Cold Calling. I’m not trying to dig up the debate on cold calling , using the phone to talk to prospects will be a constant staple in the sales profession.

Using BANT for Lead Qualification

Sales Intelligence View

The prospect tells you there is or could be a budget created for a project. Use Sales Intelligence, such as InsideView, to check their Financial Details and Trigger Events to find any trends in the company. In most cases, the prospect you’ve reached can help you get in contact with that decision maker. Period.” BUDGET. AUTHORITY. TIMING. Sales 2.0

BANT 11

It Might Be Time for Sales Intelligence – 5 Signs That You Need It

Sales Intelligence View

“ Sales intelligence is the combination of not only business data, but social context, how you’re connected to a lead or prospect, valuable news insight, and real-time triggers that inform you when to take action. Last year I was interviewing for a sales position and was analyzed by how well I could cold call a list of 100 low-priority prospects. It’s just a tweet.

B2B 10

Just Released: ABM Vendor Guide Gives Detailed Comparison of 40 ABM Vendors

Customer Experience Matrix

This tailoring may include insertion of data directly into a message, such as “Dear {first name}.” Or it may use data-driven rules to select contents within the message, such as “show a ‘see demonstration’ button to new prospects and a ‘customer service’ button to current customers”. Flows may also trigger actions other messages, such as purchasing more contact names or alerting a sales person. It’s nearly a month since my last blog post, which I think is the longest gap in the ten years I've been blogging. Hopefully the result is worth the effort. Awesome!

Microsoft Dynamics CRM 2011 Launch Event – The Power of Productivity

Sales Intelligence View

Salespeople who understand how to use social media and sales intelligence to quickly build trust and credibility with prospects are more successful than those who do not. InsideView is the only application that combines millions of company and decision-maker contact records with actionable sales triggers, rich social profiles, relevant news alerts and major social networks [.]. Conferences Sales Intelligence Social CRM Technology B2B b2b sales CRM crm 2.0 crm 2011 Enterprise 2.0 Microsoft Dynamics sales productivity social intelligence

Announcement: InsideView’s Sales Intelligence to Come Preloaded in SugarCRM

Sales Intelligence View

SugarCRM Users To Have Seamless Access to InsideView for Social Selling. InsideView, the social selling and sales intelligence leader, and SugarCRM , the world’s fastest growing customer relationship management (CRM) company, announced today that InsideView’s powerful sales intelligence solution will come preinstalled in all editions of SugarCRM.  Sales 2.0 customer 2.0

CRM 1

How to Create Gravity-Defying Social Marketing with Marketing Automation in 8 Simple Steps

Modern B2B Marketing

If your social marketing is fully integrated with your marketing automation, you can also use it to develop relationships with early-stage prospects, gather data, nurture leads, and turn customers into advocates. Segment and trigger based on downloaded content. But if you add marketing automation to the mix, you can launch your marketing results out of this world. As Social Media

How to Create Gravity-Defying Social Marketing with Marketing Automation in 8 Simple Steps

Modern B2B Marketing

If your social marketing is fully integrated with your marketing automation, you can also use it to develop relationships with early-stage prospects, gather data, nurture leads, and turn customers into advocates. Segment and trigger based on downloaded content. But if you add marketing automation to the mix, you can launch your marketing results out of this world. As Social Media

The Most Important Information You Need to Know About Your Customers

Sales Intelligence View

Customer intelligence reveals how companies make decisions, which topics interest them, which events influence the timing of sales, and other triggers that comprise the customer experience. When determining how to keep track of your customers, you need to follow a few types of information: News Alerts reveal trigger events that create new business needs or opportunities.

How to Reveal Social Selling Engagement in Your Social CRM

Sales Intelligence View

Along with the news that sales executives can now measure a real financial ROI to social selling , there is even more reporting available to managers that want to see who on their sales teams are being the most active with InsideView. New Sales Leadership Reports Reveal Social Engagement and Activity Levels InsideView today also revealed new Sales Team Activity Reports.

New Playbook: Lead Qualification with Sales Intelligence

Sales Intelligence View

In InsideView’s new playbook: Lead Qualification with Sales Intelligence , we examine how organizations can adapt their lead qualification process to incorporate the massive benefits of sales intelligence. The Players: We asked Ralph Barsi, Inside Sales Manager and lead of Sales Hiring at InsideView, what he looks for in new hires. How is your company adjusting to modern sales tools?

How to Improve Your B2B Sales Workflow with Social Media

Social Media B2B

In my last post I defined social intelligence as a new form of intelligence that delivers a much broader view of the prospect. For example, by monitoring the blog posts and/or tweets of a prospect, the sales professional will not only be informed about what matters to the prospect, but also get a glimpse into their personality and style. How do you find a good reason to call your prospect? Social CRM allows companies to aggregate both official and unofficial social information about customers and prospects without any effort from or distraction to sales reps.

Another Dreamforce 2011 Recap #DF11

Sales Intelligence View

We had an excellent time meeting with our customers that have InsideView embedded into their CRM and met a ton of new people that wanted to know more about how our application can help drive sales and marketing efforts. Our speakers included Umberto Milletti, InsideView ; PC Christopher, Avaya Inc. Dreamforce 2011 was an amazing event. Turns out we did a bit better than expected.

Buyer centricity on a shoestring lead generation budget

Acquiring Minds

The problem with this approach is that the sales rep is calling under false pretenses - hardly a way to build a rapport with a prospect. Fact-Find Low, Call High A year ago, Paul McCord , sales trainer, consultant and author, blogged about how he prospected. Lists that track these triggers are broadly available and also with such tools such as InsideView. So what to do?

SMB 2

The Inevitable and Almighty Evolution of Sales

Sales Intelligence View

Now, instead of showing up on someones doorstep or interrupt them by calling during dinner, a salesman could send an email message to their prospects email address and follow up from there. It’s the way we handle these “trigger events” that has changed. Learn more here: Sales Intelligence – InsideView. What is that common, ever evolving element?

Put an End to This HUGE Time Waster

Jill Konrath's Fresh Sales Strategies Blog

Today's prospects suffer no fools. Identify trigger events that create dissatisfaction with the status quo. SalesView from InsideView. That's exactly what I said when I saw the CSO Insights statistic that says that sales teams are spending over 20% of their time researching -- and that it's only getting worse. That's one full day ever single week.

My thought leadership interview at Marketo

Fearless Competitor

With empowerment of buyers, companies are facing increasing demands to empower their people to have relevant and provocative conversations with prospective buyers.   It is getting harder and hard for businesses to differentiate themselves. believe it is more important than ever for businesses to develop deep buyer personas and really get inside the minds of their prospective buyers.  While they do the research, they will also likely find their prospective clients more fragmented than ever.  Her tongue in cheek answer was “Al Gore invented the internet.” .

Turn around a struggling business

Fearless Competitor

For info on companies and trigger events, we’ll use ZoomInfo or InsideView.  To map our selling process, we’ll use Salesforce.com or Landslide.  (A hypothetical introduction of a new CEO in a turnaround.  This author brainstormed it as if he was this person.  I hope you find it illuminating.  Jeff). Hi everyone, I’m glad to be here today and I look forward to meeting each and every one of you.  As you know, our old CEO is gone and the Board has brought me in to turn things around.  But we will do whatever it takes to get this company on solid footing.

My thought leadership interview at Marketo

Fearless Competitor

With empowerment of buyers, companies are facing increasing demands to empower their people to have relevant and provocative conversations with prospective buyers.   It is getting harder and hard for businesses to differentiate themselves. Jeff) I believe it is more important than ever for businesses to develop deep buyer personas and really get inside the minds of their prospective buyers.  While they do the research, they will also likely find their prospective clients more fragmented than ever.  Recently I asked Jill Konrath of Selling to Big Companies what happened.

Sales and Marketing Alignment: Thought Leadership with Jill Konrath

Modern B2B Marketing

Your post, How to Shorten Your Sales Cycle , advises following "triggering events" (such as include mergers) that indicate a prospect could benefit from the service you provide. How can marketing departments efficiently monitor triggering events to generate more effective. Leveraging triggering events is one of the easiest ways to shorten the sales cycle and win business with minimal competition. First, a company needs to determine what triggered opportunities that closed quickly. They can't create a steady stream of highly qualified prospects out of thin air.

Top 56 B2B Marketing Posts October 2010

B2B Marketing Zone Posts

Social CRM: Curb Your Enthusiasm , October 7, 2010 If you’re a marketer in a medium-to large-sized B2B company, you’re almost certainly using customer relationship management (CRM) software to track your customers and prospects. NetProspex Product Review: Powerhouse for Lead Lists , October 3, 2010 As many of you would expect, Green Leads consumes prospect lists at a rate that far exceeds most outbound marketing efforts. B2B Social Media Sales Facts and Figures , October 3, 2010 The following image from InsideView visually depicts B2B social media statistics. in the 1960s.