Trending Sources

Gamification of the Sales Process

Sales Intelligence View

In the world of sales, connections and engagement is key to driving pipeline growth and creating new opportunities. A few definitions of gamification: A game is structured play, usually for fun. Gamification for Sales. Turning the sales process into a game is not a stretch of the imagination for companies. This is how most businesses gamify sales to date. Spiffs.

Fast Growth Marketing: From 0 to 500,000 Users

B2B Lead Generation Blog

first met Fowler when he was co-founder of the cloud-based contact management platform Jigsaw which he sold to for $175 million (now It’s used by all business professionals, but our biggest participants are sales and marketing folks that really need to keep their finger on the pulse of their competitive grasps. Jigsaw was a great acquisition.

Have No Fear: Why Sales Teams SHOULD Be On Social Media

Sales Intelligence View

Social media has become a defacto marketing tool for any organization, but it’s incredible how scared sales managers and teams still are of letting their sales reps join the sales 2.0 Prospecting Sales 2.0 Sales Intelligence Social CRM Social Media Tips Social Selling B2B b2b sales crm 2.0 facebook Inbound Marketing jigsaw linkedin Microsoft Dynamics netsuite oracle oracle crm on demand Sales Sales Data sales productivity Salesforce social intelligence social media social selling twitter Web 2.0party.

Are Your Sales People Spending Too Much Time with Customers?

Sales Intelligence View

A new report by the Sales Executive Council (SEC) outlines that sales people are not spending enough time with customers and spending more time engaged in administrative work. Time spent getting ready for presentations and post-sales activities has increased 15%. Prospecting Sales 2.0 Sales Data Sales Intelligence B2B b2b sales customer 2.0 insideview jigsaw linkedin sales productivity sales prospecting sales techniques sales tips Social CRMWhy is [.].

Sales Data VS. Sales Intelligence

Sales Intelligence View

Most companies are very familiar with using sales data for their sales teams. As a sales person I was spending a good portion of my days digging through places like blogs, LinkedIn and Jigsaw for information on companies and the decision makers. Sales [.]. Sales Intelligence socialprise Microsoft Dynamics Social CRM jigsaw oracle crm 2.0 twitter sCRM linkedin sales productivity Sales Data social selling b2b sales Tags: Sales 2.0 Photo by laverrue There is a major difference between data and intelligence.

The Problem with Big Data

Sales Intelligence View

Most startups and even larger businesses have a need to deliver leads to the sales team. One of the normal go-to methods for companies is to inject a bunch of names into their CRM in a form of list building that gives the sales people a starting point of people to contact. Even with a more focused set of targets, sales people still have the same problems. Sales 2.0

40 Social Media B2B Infographics

Sales Intelligence View

Sales 2.0 Sales Intelligence Social CRM Social Selling Technology B2B b2b sales CRM crm 2.0 facebook google insideview jigsaw linkedin Microsoft Dynamics sales productivity social selling socialprise twitter Web 2.0After searching far and wide for infographics I figured I would share some of the ones I have come across that focus on social media and B2B. InsideView puts out infographics on a regular basis, two are included in this post with more to come. These are my favorite 40 that cover Twitter, Facebook, blogs, [.]. customer 2.0 Dreamforce Enterprise 2.0

Is Sales Training a Component of Sales Enablement?

Sales Intelligence View

This post originally appeared on the Group, where InsideView regularly contributes articles about leveraging social media and technology for sales organizations. Companies of all sizes that focus on their sales teams have to put effort in building them into superstars. If the sales people are going to be unleashed into the world to follow [.]. Prospecting Sales 2.0 Sales Intelligence B2B b2b sales CRM crm 2.0 Inbound Marketing insideview jigsaw linkedin marketing Sales Sales Data sales productivity salesview social selling Web 2.0

The End Game: How to Create Opportunities Early In Inside Sales

Sales Prospecting Perspectives

With a family background in sales, it’s no wonder I love competition, organization, and numbers. But not only is sales a month-to-month game; it''s also quarterly and yearly. The cycle in which we work in inside sales is organized and allows you to plan your time accordingly. With so many campaigns going on at once, many inside sales reps feel bogged down by their work load.

Why Cold Calling is the Bottom of the Barrel

Sales Intelligence View

Regardless of what level in a sales group you fall into, cold calling is a cloud hovering over your head.  If you’re the VP of Sales, you’re getting these calls several times a week. Prospecting Sales 2.0 Sales Intelligence Social Selling B2B b2b sales crm 2.0 insideview jigsaw linkedin Microsoft Dynamics netsuite oracle oracle crm on demand Sales sales productivity social intelligence social media social selling twitter Web 2.0customer 2.0 Enterprise 2.0

The Death of Cold Calling – Ending the Debate

Sales Intelligence View

The word “cold&# is used because the person receiving the call is not expecting a call or has not specifically asked to be contacted by a sales person - wiki.   Sure, this works if you have a dedicated sales team that puts on their Plantronics headsets and can spend hours a day making calls to people that have never displayed an interest in your product. Prospecting Sales 2.0

Hit Your Number Faster with Sales Intelligence

Sales Intelligence View

The comments from current customers and new businesses that stopped by the booth validated that cold calling is dead and without a very targeted message with relevant information from both traditional sources and social media, a sales rep’s chances of getting contact and creating new opportunities is very slim. This is why we believe that sales intelligence is the answer.

Social Selling Rules of Engagement

Sales Intelligence View

Nobody will tell you that being in sales an easy gig. There are actions every sales person can take that will increase their chances at success and outside of “Sales 101″ they should be [.]. Prospecting Sales 2.0 Sales Intelligence Social Selling B2B b2b sales customer 2.0 jigsaw linkedin Microsoft Dynamics netsuite oracle crm on demand Sales Sales Data sales productivity Social CRM social intelligence social media

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How will the Salesforce/Jigsaw acquisition change the B2B industry?

Fearless Competitor

How does one capture the data Sales wants without alienating visitors?  In the past, the answer was Progressive Profiling – capturing data over multiple visits — if you can get multiple visits. But the deal opens new opportunities. This drives up selling costs, reduces response rates, and leads to short tenure in sales and marketing – and as those men and women move to other jobs, the problem grows larger and larger.  The data quality problem. If we don’t know you, we can’t sell to you. And if we ask for too much, we lose you. over 4.5% Thanks.

Savvy Buying of B2B Data

Acquiring Minds

Over the years,  we have seen a large shift in the way that B2B sales and marketing folks buy data. One of the more exciting opportunities to come along for B2B are the on-line and user generated data sources like Jigsaw , NetProspex , ZoomInfo  and others.  Tags: B2B marketing database marketing lead generation Bernice Grossman D&B InfoGroup Jigsaw NetProspex Ruth P.

Buy 21

Sales Prospecting Perspectives Weekly Recap - Week of June 21, 2013

Sales Prospecting Perspectives

Our president participated in the largest inside sales summit in history, according to the Guinness Book of World Records, on June 20 from 8 a.m. He was accompanied by an all-star roster of sales professionals and authors who offered advice to grow your company’s revenue. One of the ways we ensure success at AG Salesworks is by successfully aligning marketing and sales teams. Marketing should enable their sales teams, and vice versa. On Wednesday, guest blogger Chris Snell, Inside Sales Manager at, wrote about top 5 email prospecting no-nos. to 3 p.m.

Cloud Connectors & Revenue Performance Management: An Interview with Steven Woods [Video]

It's All About Revenue

Revenue Performance Management is about getting a single view of the marketing and sales pipeline, which means from the early stages of awareness through the entire investigation process to close. That gives you an indicator of whether or not a prospect is ready to talk to sales yet. That’s where you can use information from D&B or Hoovers or Jigsaw. That way when you get sales in front of them you’re only getting them in front of people in those organizations with a strong fit. It’s not about the pure simplicity of more or less leads going over to my sales team.

A Primer on Website Visitor ID and Smart Form Technology for Lead Generation


Long available within marketing automation, these programs complement sales and lead scoring efforts, by allowing you to capture intelligence and follow-up with firms visiting your digital destinations. You can capture contact info from Jigsaw and LinkedIn, and then easily contact those visitors or potential prospects.  Sales people can be alerted immediately when activity occurs. 

Smart Salespeople: Power Network Map

Your Sales Management Guru

During a recent client sales meeting we talked about the power of networking, the need to expand the influence of one’s reach and effective ways to find new and better sales opportunities. If you aren’t doing this now, make it part of your active sales activity planning session. After the sales discussion at my client’s office it lead to the best new thought of the year!

Getting in the door with the perfect lead

Sales Intelligence View

This post originally appeared on the Group, where InsideView regularly contributes articles about leveraging social media and technology for sales organizations. There have been hundreds of books written about it, countless podcasts and even entire sales [.]. Sales Intelligence Social Selling Microsoft Dynamics Enterprise 2.0 CRM Social CRM jigsaw selling power crm 2.0 netsuite linkedin B2B sales productivity Sales Data customer 2.0 social selling sales prospecting sales techniques

3 Tips For Going Above & Beyond Your June Sales Quota

Sales Prospecting Perspectives

The overwhelming feeling I have right now is a lot like the feeling that inside sales reps have as they enter the first week of a new month. New goals and quotas have been assigned to sales reps for June and some might be feeling overwhelmed with the tasks at hand, worried they won’t reach their goals by June 30th. Just like I need to step back, organize, and take the appropriate steps to ensure a fabulous wedding, sales teams need to take a step back, plan for the month, and take the right steps throughout the whole month in order to achieve their quota.

Salesforce Buys Jigsaw – What it Means for B2B Marketing and Sales

Modern B2B Marketing

Salesforce today announced a definitive agreement to buy Jigsaw, a provider of business information and data services that uniquely leverages crowd-sourcing to build and maintain its database. Note: Jigsaw is also a Marketo customer and partner.). have long thought that delivering “data services in the cloud” has the potential to deliver major benefits to B2B marketing and sales professionals, and this acquisition should accelerate this vision. How will this acquisition affect your B2B marketing and sales efforts? What do you think?

3 Trade Show Strategies That Maximize Sales Potential

Jill Konrath's Fresh Sales Strategies Blog

Companies spend hundreds, thousands even, on prettying up their booths, when really there should be more focus on the people manning that booth,” Freidman said. “It is the people who will make the sales , not the booth.”. She also has this advice to help companies maximize trade show potential for sales: 1. They don’t view a trade show as part of an overall marketing plan.”. Prepare.

Big Data is Buzzing, But Small Data Packs a Punch [Q&A]

Sales Intelligence View

A decade ago, “sales-marketing alignment” was not a phrase on the tips of our tongues every time we entered a conversation about lead generation and revenue. With the advent of platforms like social media and sales and marketing automation, we often see a blurred line where marketing stops and sales begins. Yelp, Jigsaw). But it is now. It’s wider at the top.

Buzz 38

Microsoft Buys LinkedIn for $26.2 Billion: Get Ready for Software Vendors as Data Owners

Customer Experience Matrix

It still feels odd to think of a software company owning a data business, although bought Jigsaw (now in 2010 and Oracle purchased the BlueKai and Datalogix in 2014. The prospect of seamlessly integrating third party data with a company’s own sales and marketing products is intriguing, although neither Salesforce nor Oracle has done much with it. If nothing else, this confirms the foundational role of data and data management in marketing and sales technologies. Microsoft surprised pretty much everyone today by announcing a $26.2

InsideView More Than Doubles Revenue in Record-Breaking Year

Sales Intelligence View

Sales [.]. Notifications Sales 2.0 Social CRM Technology B2B b2b sales CRM crm 2.0 facebook Inbound Marketing insideview jigsaw linkedin marketing Microsoft Dynamics netsuite News oracle oracle crm on demand Sales Sales Intelligence sales productivity sales prospecting sCRM social intelligence social media social selling twitter Web 2.0InsideView today announced that it finished 2010 on a record-breaking note, growing revenue more than 135 percent. In March 2010, InsideView also closed a Series B Round of funding for $11.5

Build a Highly Targeted Prospect List Using LinkedIn

Jill Konrath's Fresh Sales Strategies Blog

But first, a datapoint from Cracking the LinkedIn Sales Code , which highlights our 2013 Sales & LinkedIn Survey results. Challenge: Within 45 days, starting from scratch, I built a prospect list of North American telecoms, cell phone and cable companies that have more than 200,000 subscribers (about $150MM sales) from a total cohort of 1200 companies.

Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities. It lets Marketo sell seats to sales departments, which could be more lucrative than selling its core demand generation system. But I expect the sales automation vendors to take the business for themselves. The idea is to help the sales rep decide who to call first. It does depend on marketing setting up the definitions, rather than letting sales people create their own. The moments are set up as real time triggers within Marketo.

Why Traditional Lead Qualification Filters Are No Longer Enough

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Lisa Fugere, Content Marketing Strategist at Radius Intelligence a company that offers sales prospecting software powered by big data. As a marketer, I live for juicy stories from the sales front lines. The prospect, being a salesperson himself, immediately turned the call around and pitched our sales rep.

List Development: 4 Ways to Win the War Against Bad Data

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Kevin Stemple, Database Manager at AG Salesworks. This also filters out all the inaccurate emails in your list so inside sale reps are not focusing their time on sending emails that go nowhere. 4. Sign up for a service like Jigsaw or What do you use to find data for your inside sales team

Exciting new tools for B2B prospecting


Early examples of this exciting new trend in prospecting were Jigsaw, a business-card swapping tool that allowed sales people to trade contacts, and ZoomInfo, which scrapes corporate websites for information about business people and merges the information into a vast pool of data for analysis and lead generation campaigns.  Are they growing?  Near an airport?  Unionized? 

Online data is mainstream

Acquiring Minds

One category of Sales 2.0 Tags: database marketing lists Crossing the Chasm data in the cloud Garth Moulton Gartner Hoovers InsideView Jigsaw LinkedIn Michael Maoz OneSource online data Umberto Milletti ZoomInfo technology has crossed the chasm: online data.

Finding The Path To The Perfect World Of Prospecting

Sales Prospecting Perspectives

Resourcefulness while prospecting and making smarter dials and emails is crucial to inside sales success. Online Data Sources There are organizations such as NetProspex and (formerly Jigsaw) who offer free accounts to use their crowd sourced databases. Resourcefulness is a crucial part of being successful in inside sales, and there are plenty of tools just waiting to be used.

Buying B2B Email Marketing Lists: Challenges and Recommendations

Digital B2B Marketing

There are many reputable email data providers, however telling the difference can sometimes be difficult, as Welcome to the Murky World of Email List Sales outlined now more than three years ago. However, list purchases are a reality in B2B sales and marketing and an area marketers need to understand before wading in. Buying email marketing lists. Keep an audit trail.

List 58

Inbound Marketing, The Über List for Outbound Marketers

Smashmouth Marketing

Companies like Jigsaw , Onesource and Netprospex provide the candy; the more contacts we have and the better targeted the greater our success. And they don't all come calling for appointments with your sales reps. You still have to get them to engage in the sales process. Outbound marketers live off of lists. It's like candy to a kid. These are inbound leads. Work through them.

What’s Your Prospecting Plan? – Part I

Sales Lead Dynamics

Organization Size (Sales, employees etc). There are a number of sources for lists: Prospecting Databases – These include Hoovers, D&B, Netprospectx, Zoom Info, Jigsaw, Manta and many others. Prospecting – present participle of pros·pect (Verb). Search for mineral deposits in a place, esp. by means of experimental drilling and excavation. We’re all looking for business.

Plan 49

Eloqua Experience 2010


In short, it is about understanding how marketing and sales drive revenue. It highlights the transition to a more metrics-driven way to optimize sales & marketing for revenue growth. Jeremy Victor has a nice write-up of the 16 sales and marketing reports that measure revenue performance. Sales Enablement. The big news of this event is the launch of Eloqua 10.

A Sale on Every Call

The CRAP Report

As I perused my TweetDeck this morning, I noticed Garth Moulton’s ( the world’s biggest rolodex Jigsaw’s VP of Community and co-founder) blog entry from yesterday, “ Cold Calling is not even on the Endangered List.”  liked the article a lot, and loved the comments from Sales 2.0 Either way, a sale is made.  The only question is who’s going to close, you or him?”.

5 Outbound Calling Best Practices

Smashmouth Marketing

I'll be presenting these 5 Outbound Calling Best Practices later today (4:00-6:30) at Papa Razzi in Burlington at the AA-ISP meeting ( American Association of Inside Sales Professionals ). Functional Tools - Fill the toolbox with tools, and know how to use them: Jigsaw, NetProspex, InsideView, LinkedIn, Google Alerts and Google Search, LeadLander, others. Use them to work smarter.

How to Get Through Gatekeepers When Cold Calling.

Sales Prospecting Perspectives

gatekeepers hold their positions at companies because they are very good at their job – a side from overseeing all aspects of general office coordination, they know exactly how to monitor and manage inquiries from sales professionals like us. ” If I received a call like this knowing it was from the CIO’s office, I would definitely be more open to hearing what the sales professional had to say. Forget the gatekeepers – go on Jigsaw and Linked In on your own to find manager and director level titles to call into.