Business Expert Webinars and NetProspex Announce Formulation of Strategic Alliance

Image Credit o5com, Flickr

December
1, 2008, Minneapolis, MN –
Business
Expert Webinars
(BEW), the leading provider of business eLearning, and
NetProspex a business contact directory and sales lead recycling platform announced
that they have formulated a strategic alliance to cross-promote their services.

Image Credit o5com, FlickrNetProspex is a fantastic resource for
sales people to build and develop their contact portfolio. Business Expert
Webinars is a great way for sales people to learn effective uses of these newly
acquired contacts. Oftentimes, leads are wasted because the wrong strategy was
used to pursue them. By attending a BEW webinar, sales people will learn
strategies and tactics that they can immediately use,” said Lee B. Salz,
President and CEO of Business Expert Webinars.

“We
have partnered with Business Expert Webinars to offer their eLearning program
to our users so they can benefit from sales and marketing thought leaders,” said Mark J. Feldman, Director of Product Management
at NetProspex. “We recognize the challenge that businesses have with
training their sales and marketing teams in a tight economy and see BEW as a means
for them to enhance their team’s skills on a limited budget.”

About
Business Expert Webinars

Business
Expert Webinars (BEW) is the leading provider of skill-based, business eLearning
programs for business professionals. The BEW speakers are international business
experts including best-selling authors, award-winning speakers, and business
gurus. With over 750 webinars delivered by over 150 speakers, BEW can help any
business professional improve their skills. For more information, visit BusinessExpertWebinars.com.

About NetProspex

NetProspex
was founded in 2006 by Gary
Halliwell
and Jeff Clewley,
two veterans of the electronic financial information market. NetProspex
understands that effective sales efforts require the most in-depth and accurate
prospect data. The company’s core product line overlays user-contributed
contact information with multiple layers of quality control to produce an
entirely unique and highly effective sales and marketing contact database. With
over 3.9 million accurate business contacts across almost 600,000 companies,
NetProspex is a major new source of contacts – including difficult-to-find
mid-management decision makers across North American businesses. For more
information or a free membership, visit www.netprospex.com.

NetProspex and American City Business Journals Announce Executive Corporate Directory Partnership

Image Credit MyTudut, Flickr

BOSTON, October 21, 2008 – NetProspex today announced that it has reached agreement with American City Business Journals to integrate its Executive Corporate Directory with bizjournals, the online version of American City Business Journals (ACBJ) publications which delivers local business news to 40 metro business markets across North America. The partnership will extend ACBJ’s online services and provide the ACBJ user community with access to new business opportunities.

Image Credit MyTudut, FlickrNetProspex lets users access an extensive online directory that pools business contacts from a large community of business users. In return for sharing their rolodexes and sales and marketing databases, users can find accurate contact information for executives from CEO’s to difficult-to-find, mid-management decision-makers.
To ensure accuracy, NetProspex validates all contact records added and only 100% verified contacts are published in the directory.

Executive Quotes:

Gary Halliwell, NetProspex CEO:
“I’d like to welcome Bizjournals’ 8,000,000 monthly unique visitors to our community. We look forward to their contributions in helping us build the most accurate database of people in business to do business.”

Tim Bradbury, American City Business Journals President of New Media:
“Bizjournals is constantly looking for additional content based services and tools that can assist their customers in building their businesses. The Netprospex suite of services provides our users access to greater local, regional and national data that is essential for customer acquisition and retention. American City Business Journals selected NetProspex’s business contact exchange after considering alternatives from established players. NetProspex’s solution is uniquely suited to providing our users with a proven and effective way to get access to new sales and marketing opportunities.”

NetProspex lets users trade old contacts for new based on the fact that once a sales or marketing executive has exhausted a list of prospects, the value of that information declines significantly. Users can leverage “used” sales leads to find valuable new targeted, sales opportunities. NetProspex makes trading contacts simple, quick and easy. In a few seconds users can upload their data and NetProspex takes care of the rest – matching and verifying contacts so that only 100% validated contacts are loaded to the database.

NetProspex was recently endorsed by Shannon Kavanaugh, President of sales and marketing resource center Go-To-Market Strategies:
“NetProspex contact exchange is easy to use and we found the information we exchanged expanded our list of prospect significantly.”

About NetProspex
NetProspex was founded in 2006 by Gary Halliwell and Jeff Clewley, two veterans of the electronic financial information market. NetProspex understands that effective sales efforts require the most in-depth and accurate prospect data. The company’s core product line overlays user-contributed contact information with multiple layers of quality control to produce an entirely unique and highly effective sales and marketing contact database. With over 3.9 million accurate business contacts across almost 600,000 companies, NetProspex is a major new source of contacts – including difficult-to-find mid-management decision makers across North American businesses. For more information or a free membership, visit www.netprospex.com.

About bizjournals
Bizjournals is the online network of American City Business Journals 40 business papers across the country. ACBJ is .the largest publisher of metropolitan business newsweeklies in the United States. In addition to business publications ACBJ also publishes Sporting News, Hemmings Motor News, NASCAR Scene and several other leading publications, ACBJ is a privately owned publisher. ACBJ’s Chairman and Chief Executive Officer is Ray Shaw. Mr. Shaw spent 30 years with Dow Jones & Co. and The Wall Street Journal, the last 10 years as President and Chief Operating Officer. During his tenure as president, the company’s annual revenues tripled to $1.7 billion, and operations were extended worldwide. Following his retirement from Dow Jones, Mr. Shaw’s Shaw Publishing Co. acquired control of ACBJ, which then owned 21 newspapers.

Advance Publications acquired ACBJ in 1995. Privately held Advance owns Condé Nast Publications, Parade Publications and the Golf Digest Cos. Condé Nast publishes some of America’s best-known consumer magazines – including Vogue, Vanity Fair, The New Yorker, Architectural Digest and Modern Bride. Advance also owns more than 20 daily newspapers, including the Cleveland Plain-Dealer, the New Orleans Times-Picayune, the Portland Oregonian and New Jersey’s Star-Ledger.

“Freshness Dating” for Sales Leads: NetProspex Displays Last Validated Date for Contacts

Image Credit {platinum}, Flickr

BOSTON, MA June 30, 2008 –  It’s a simple equation: quality contact information means more targeted leads, more effective sales efforts and ultimately a shorter selling cycle.  Continuing in its drive to bring much-needed accuracy to the online sales contact market, NetProspex has begun publishing the “last validated date” for its executive contact database.  The “last validated date” shows when the contact was last actively validated and is designed to give sales and marketing professionals complete confidence in the quality of their contact information.

Image Credit {platinum}, Flickr“Sales contact information is only useful if it’s accurate,” says Gary Halliwell, CEO of NetProspex.  “Sales people can’t waste time chasing down bad leads.  NetProspex is designed to provide both accuracy and transparency to our users. Displaying the date a contact was last validated, and allowing salespeople to sort results by it, is the clearest way we can meet our users’ needs and help them shorten the sales cycle.”

While quality is paramount, it goes hand in hand with content.  NetProspex, a relatively recent entrant into the online sales contact marketplace, allows sales professionals to exchange existing contacts for new prospects and has built a robust collection of contacts that reaches deep into North American companies.

NetProspex recently released its sales contact trading system with 100% validation of user-contributed executive contact information.  NetProspex sees accuracy as the key to realizing the enormous market potential of the 3 million business-to-business sales executives in North America.  The company has been in development with its technologies for over a year, continually testing and improving a complex set of proprietary data management systems.

About NetProspex
NetProspex was founded in 2006 by Gary Halliwell and Jeff Clewley, two veterans of the electronic financial information market. NetProspex understands that effective sales efforts require the most in-depth and accurate prospect data. The company’s core product line overlays user-contributed and commercial sales lead data with multiple layers of quality control to produce an entirely unique and highly effective sales and marketing contact database. With over 2.5 million accurate business contacts across 350,000 companies, NetProspex is a major new source of contacts – including difficult-to-find mid-management decision makers across North American businesses. For more information or a free trial, visit www.netprospex.com.

It’s About Quality too, Duh!

Quality

 

It boggles my mind that our
industry takes such a lackadaisical attitude towards the quality of data we
sell to our customers.  Nobody’s perfect, I understand, but we’ve been
putting a lot of work into this issue and tracking the accuracy of our sales
contact data internally and today we decided to publish that rating.  The
reason is that we have just made a big leap forward on the issue of maintaining
and improving data quality, especially in a user-contributed environment, so
we’ve decided to be the first in the industry to put a stake in
the ground. Sales people can’t waste time contacting  executives who are
no longer working at a company.  Your next search will show data accuracy
ratings.  Go try it!

 

Quality standards are, quite
frankly, all over the map and there isn’t a provider out there that talks
clearly about their policies on this issue.  The industry has migrated to
a “don’t ask, don’t tell” approach where customers think about the question,
but don’t ask because they know they won’t get a straight answer from vendors
who may sell any old data regardless where it came from and how old it is. A
contact might have retired 7 years ago and be sitting on a beach somewhere
enjoying his twilight years, but the data vendor is happy to sell you his
record as long as your money’s green.  So go waste your resources
marketing to someone whose retirement party was in April of ‘01.  And a
fine party it was!

 

One of our most notable
competitors (who shall remain nameless)
goes so far as to ask their customers to take time out of their busy day to
clean their data!  The quality of their data is dependent both on
customers spending time cleaning it as well as the accuracy of unconfirmed data
submitted by users.  They assume their customers have all the time in the
world to peck through their database and clean up their data.  I would
imagine that most people would rather do anything other than data entry.
But I know that sales people can’t afford to waste time which in their case IS
money.

 

Before contacts are merged
into the NetProspex database they are thoroughly scanned, cleaned and validated
via our proprietary technology.  Their estimated or actual accuracy is
rated on a scale from 1 to 100%, with 100% being the highest possible
accuracy.  We all know that executive contact data is like fish – it
goes off after a while – and that’s why we continuously re-rate our data over
time.  Because people move on, and from our analysis we know that there
is a less than 50% chance that a contact record is valid after 2 years, we remove old records from the database automatically.

 

So, what can you do with
accurate data?  You can spend less time calling, emailing, cleaning up
other vendors’ data and more time making money. 

 

If you’re not already signed
up, you can test drive NetProspex with a free trial account
and we’ll start you off with 25 free contacts.  From there you can trade in your data for free
downloading privileges or sign up for one of our subscription options.

NetProspex, New Entrant in the Market for Trading Executive Contacts, Secures Series B Funding

Image Credit RambergMediaImages, Flickr

Waltham, MA, May 23, 2008 – NetProspex Inc., a recent entrant in the market to create the world’s most accurate and extensive database of sales contacts, announced that it has secured Series B funding from angel investors. The company will use the funding to further develop its proprietary tools to bring accurate sales contact information to the sales desktop.

Image Credit RambergMediaImages, FlickrNetProspex helps customers maximize their ROI by providing them with higher quality, and more accurate, sales leads.  Customers pool their contacts with NetProspex’s database in exchange for new contacts.  A range of proprietary technologies is used to ensure that the customer-supplied data is validated up front and that the quality of the database is maintained over time. The result is a unique resource of executive contacts that reaches far deeper than alternatives.

“Our business has been growing at a brisk pace and as a result we were able to complete our funding round in less than 2 months. This continued vote of confidence from our investors is truly gratifying,” says Gary Halliwell, CEO and founder of NetProspex. “Our work in raising the bar on data quality for sales contacts and the success of our contact trading platform has laid the groundwork for continued growth of the company.”

NetProspex angel investors include business media publishing veterans Rikki Tahta, Simon Murdoch, Roland Beaulieu and Gary Mueller.

About NetProspex
Founded in 2006, NetProspex understands that effective sales efforts require the most in-depth and accurate prospect data. The company’s core product line overlays user-contributed and commercial sales lead data with multiple layers of quality control to produce an entirely unique and highly effective sales and marketing contact database. With over 2.5 million accurate business contacts across 350,000 companies, NetProspex is a major new source of contacts, including difficult-to-find mid-management decision makers across North American businesses.  For more information or a free trial, visit www.netprospex.com.

Using Saved Search Features

Image Credit gadeagarcia, Flickr

Image Credit  gadeagarcia, FlickrWhen searching online for sales contacts or marketing campaign lists, a saved search feature can help you quickly update your list, or set up controlled campaign tests.  Once you have created a search that matches your most productive customer profile, save the search and rerun at regular intervals to pick up any new prospects that have been added to the source database.  Be sure the service indicates which records have been previously captured. (With the NetProspex Saved Search feature, you can see which records have already been downloaded, and you won’t pay again for any records that are already in your account folders.)

The saved search feature can also be used in testing variable marketing campaigns.  Save searches with different variables to test against a particular marketing program.  You can also test successful searches in different geographic markets by altering the geography filter to create a new saved search.

At last Web 2.0 Generates a Winner in B2B Social Media!

Image credit SportsTrophyCo, Flickr

The sale of Boston-based Generate Inc. to Dow Jones on Friday is the first piece of good news venture capital can point to in B2B social media space. There have been surprisingly few successful exits in the space in the 5 years since the funding of the first wave of B2B Image credit SportsTrophyCo, Flickrsocial media companies like LinkedIn. Generate brings together next-generation search and extraction technologies with great client relationship mapping and is clearly a second generation play. Generate’s approach has been to carefully look at the experience of early entrants like TrueAdvantage to locksmith a superior solution that really works for sales. LinkedIn continues to build a great franchise but no exit yet, despite rumors of acquisition last year with Murdoch’s News Corp.

There are three types of Web 2.0 plays in the space:

· Better search engine and organization of online content for sales – like Generate

· Dynamic community – like LinkedIn

· Knowledge trading from the community – like NetProspex

LinkedIn is popular with business development executives and for sales people in relationship sales environments where business introductions matter. But LinkedIn doesn’t help transactional sales executives, who don’t have the leverage to get someone to open their network for the process of selling lower ticket items. This is a big space as the vast majority of B2B transactions are below $50k.

NetProspex, also out of Boston is another second generation Web 2.0 business that parallels the Generate approach. The first entrants in contact trading, like Jigsaw are finding that data quality is just as important as trading. Without it, abandonment rates make it difficult for a user-maintained system to get enough users on the system to keep the data clean. Like Generate, NetProspex has used the lessons learned to build a better mousetrap. NetProspex allows sales people to trade their internal prospect lists, but scrubs the data during and after the transaction. Sales contacts are a perishable commodity, a bit like fish…they soon go off. NetProspex technologies filter and validate contributed data to greater than 99% accuracy. Why is this important? Sales needs a higher level of accuracy, because it can get really irritating if every other phone number or email address is wrong. NetProspex expects that with the quality issue resolved, there is no reason why sales people shouldn’t have a great prospect map of their territory to find those customers they don’t yet have.  It’s an exciting market and a very large opportunity, and as these second generation businesses realize the potential in the B2B social media space, more success stories will follow.

Boost eMail Marketing Success with Free Trials

Image Credit internetmarketingservices14, Flickr

If you’re a marketer looking to jumpstart your demand generation program, consider this time-honored tactic:  try giving your product away.

For a short time, that is.

Image Credit internetmarketingservices14, FlickrWith online services and hosted applications assuming greater prominence in the market, “try and buy” offers are not only a smart marketing tactic – they’re an essential step in the sale process.

“You can’t sell online services today without letting people try it first,” says Seth Godin, author of Meatball Sundae: Is Your Marketing Out of Synch? Because customers are both value and risk sensitive, “if you can answer the risk question and you can answer the value question, then you are going to get the sale. One of the best ways to do both of those things is to put in front of people and get them to try it.”

As important as these offers are, it’s equally important to target them appropriately to ensure adoption. David Lewis, president and founder of DemandGen, a marketing automation consultancy headquartered in Danville, CA, advises marketers to pre-qualify trial users, as well as to create a sense of urgency so that the trial customer will be driven to test the product in a real world environment. Lewis also advises companies to implement an effective “nurturing” program to complement the trials, keeping in contact with trial users and being available to answer questions or provide assistance.

With an effective nurturing campaign in place to support free trials, Lewis estimates that companies can expect 70% to 80% of people who sign up for a free trial to actually use the application, and from there conversion rates to actual customers can reach between 20-30%.

The success of companies like Salesforce.com bear this out – in fact, Salesforce promotes its trial-to-conversion ratio as a selling point.

“When you are evaluating the digital body language of a prospect,” Lewis concludes,  “signing up for a free trial is one of the strongest indicators of real interest.”

More HotProspex>>

Think Beyond the Numbers Game: The Real Key to Sales Success

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For years, sales gurus have told us that successful prospecting is a numbers game:  X cold calls = Y leads = Z sales.  Methodologies, books, and entire companies have been built around this formula.

But experienced marketers know there’s more to it.  While it’s nice to believe the conventional wisdom that “everyone is a prospect,” in reality there are far fewer companies ready, able, and willing to buy from you.

Image Credit dongraffautomotive, FlickrAccording to Nigel Edelshain of Sales 2.0, a New Jersey-based sales improvement consultancy, getting the right target list is the #1 determiner of sales success.  “If you call the wrong people, you won’t sell anything.  A name here or there does not seem like a biggie, right?  But this all adds up.”

NetProspex customer Dan Zasloff of Varolii Corporation agrees.  As Senior Manager of Marketing Programs, he’s not merely interested in the numbers – he’s interested in getting the right numbers.

To Dan, a clean database means more and better opportunities to reach deeper into target organizations and tailor his offers to meet the needs of the business owners who are the most likely matches for Varolii’s solutions.  Data quality – the freshness of his contact list, the detail provided about a contact’s title and responsibilities, and the ability to “get ahead” of turnover at a prospect organization – is essential not only to efficiency, but to effectiveness as well.  The less time he spends on list management and cleanup, the more time he can spend developing appealing offers.

“A ton of companies are out there trying to get share of mind,” he explains.  “Reaching the right person with the right offer is what’s key.”

Or, as Edelshain puts it, “The details count a lot.”

More HotProspex>>

NetProspex Secures Series A Funding for Accurate Sales Lead Exchange

Image Credit 401(K) 2012, Flickr

NetProspex Inc., a provider of accurate sales intelligence, today announced it has secured Series A funding from angel investors. The company will use the funding for further development of its highly accurate user-contributed database of sales leads. The key to providing the most effective sales lead generation tool is to provide a combination of breadth across a wide range of companies and industries, depth into those organizations, and just as importantly, to actively ensure data accuracy. This user-contributed/centrally maintained model sets NetProspex apart in the market and has already generated a sizable customer base for the company in its first year of operation.

“Simply put, we save sales people time by letting them target accurate contact information deep into organizations and across markets,” according to Gary Halliwell, CEO of NetProspex. “The thrust behind NetProspex is to reduce the time sales people spend digging for information so they can spend more time selling, which has a direct impact on sales cycles.”

Image Credit  401(K) 2012, FlickrNetProspex also announced that beta testing for its NetProspex Exchange feature is well underway, allowing sales people to pool their contacts, increasing coverage deep into mid-management decision-makers at over 350,000 companies across North America. NetProspex Exchange is backed by rigorous quality control measures that ensure data accuracy of user-contributed data before it is published to the database.

NetProspex has acquired over 350 clients from a diverse range of industries in its first full year of operation. Many of these value Netprospex’s focus on depth, breadth and data quality. “We have been very impressed with NetProspex’s reach and accuracy” said Tom Weinbaum, Director of Marketing for FoundationSource. “It’s been a valuable tool in reaching new prospects in a targeted and cost-effective manner.”

The company will use the Series A investment to produce new tools to further enhance database quality as well as tools aimed at speeding up workflow in the acquisition of new clients.

NetProspex angel investors include business media publishing veterans Rikki Tahta, Simon Murdoch, Roland Beaulieu and Gary Mueller. “I’m honored by the support of these great people, and humbled by the combined experience they represent. Most have been partners and friends over many years, and they all lend their unique perspective to the NetProspex model, as well as providing great insight into building innovative online media companies.” said Halliwell.

About NetProspex
Founded in 2006, NetProspex understands that effective sales efforts require the most in-depth and accurate prospect data. The company’s core product line overlays user-contributed and commercial sales lead data with multiple layers of quality control to produce an entirely unique and highly effective sales and marketing contact database. With over 2.5 million accurate business contacts across 350,000 companies, NetProspex is a major new source of contacts – including difficult-to-find mid-management decision makers across North American businesses. In its first year of business, the company has seen sales growth of more than 200%. For more information or a free trial, visit www.netprospex.com.