SalesProspex for Salesforce: A Match Made in Targeting Heaven!

SalesProspex for Salesforce

The data found in Salesforce.com is the lifeblood of most sales organizations today.  However, even armed with one of the most powerful CRM systems available, CSO Insights found that 42 percent of sales teams feel that they do not have the right information before making a sales call.

Given this current level of frustration with the quality and completeness of data found in CRM systems, we’re extremely excited to announce the availability of SalesProspex for Salesforce.com, a new app that puts millions of verified business contacts at a salesperson’s fingertips, directly within the Salesforce.com environment they already know and use. Using SalesProspex for Salesforce.com, sales teams can easily search for net-new, verified contacts in their territory or target accounts, and seamlessly import leads into Salesforce.com – without ever leaving their own instance.

SalesProspex harnesses Big Data intelligence and NetPropsex’s award-winning database to offer full contact details and other helpful prospecting information on over 40 million contacts. Additionally,  SalesProspex for Salesforce.com offers “social listening” capabilities. This enables sales teams to preview prospects’ Twitter feeds, Facebook pages, and other social channels all within the app and without ever having to click elsewhere or violate their companies’ web usage policies. Never before have social listening and prospecting come together in a single platform. Armed with this intelligence and insight, a salesperson’s “cold call” immediately becomes much warmer, increasingly the likelihood of a productive conversation and higher conversion rates of Leads to Contacts.

With SalesProspex for Salesforce.com, the ability to target the right offer to the right person in the right organization is a whole lot easier – and more effective. The app is easy to install, simple to use, and helps quickly drive more productive conversations. Other features include:

  • 18 unique contact, company, and location filters for creating searches
  • More than 80 different job functions to target
  • Accuracy assurance by NetProspex’s proprietary CleneStep verification technology
  • Suppression options for existing customers and do-not-call lists

SalesProspex for Salesforce.com is available now. To learn more, visit http://www.netprospex.com/Products/ForSales.aspx, or check it out on the App Exchange.

Download it today and accelerate your pipeline generation for 2014!

How to use a marketing funnel calculator.

Demand Creation Waterfall

We’ve developed this handy marketing funnel calculator to help marketer’s figure out how much activity is needed at the top of the funnel to meet revenue goals.

So why use a metrics funnel?

Today, marketers benefit from marketing and sales automation tools that capture data about what is happening with a lead over its lifetime.  And, when used correctly, this information gives marketers a leg up when it comes to planning.  Studying the performance of your leads as they go through their buying journey allows you to build a predictive model that can determine how many leads will turn into customers.  There are many names for the process of measuring lead conversion throughout the sales cycle. Regardless, the more that you study the metrics in your marketing funnel, the more you will understand which levers to pull to improve program performance.

How does the funnel work?

A funnel, is only as good as the data behind it, so be sure to do your homework ahead of time. Most companies have put considerable time and effort into determining how to qualify each opportunity stage a buyer has reached and howto show that in their forecast. Due to the challenge associated with this, don’t feel bad if your sales team and marketing team haven’t agreed on what it takes to become a lead AND how to mark the proper lead stages before they get to the opportunity stage. Obtaining alignment with sales as to what the definitions are for an MQL, SAL and SQL are critical to your joint success.

Companies with best-in-class processes vs. companies with average processes achieved 25% or greater improvement in Waterfall Conversion Rates 

– SiriusDecisions, Field Marketing 2.0: The Heart of Growing Conversion Rates

The funnel uses conversion numbers between lead stages to help determine how much you must put in the top of the funnel to meet a certain goal at the bottom or, it can do the opposite – track how much you will get out of the bottom if you put a certain volume in at the top.  Either way, there is a lot to be learned from tracking how these leads convert from one stage to the next. Define the stages for yourself using the guidelines below:

  • Marketing Qualified Lead (MQL). A contact who has engaged with your marketing efforts enough to meet your company’s definition as ready to be passed from marketing to sales
  • Sales Accepted Lead (SAL). An MQL that has been determined by a member of the sales team (likely an inside sales rep) to be accepted and worth exploration by a sales person.  Companies use different methods to determine an SAL, the BANT method is a popular one.
  • Sales Qualified Lead (SQL). A lead that has been explored by a salesperson and determined to be qualified for their pursuit.  This is often considered to be the beginning of the sales process.

Make sure that you set up a way to track these conversions within your marketing and sales automation tool so that it is applied consistently and has a time/date stamp to capture each conversion. You’ll be able to use your own conversion numbers within the funnel to predict outcomes of your marketing programs.  And, you will be stunned at how useful the information is!!!

Where to start?

Don’t have historical conversion data?  You have to start somewhere, how about beginning with an educated guess. Turn to industry thought leaders like SiriusDecisions, MarketingProfs, Marketing Sherpa, or your favorite marketing experts to develop a baseline using their program averages or best practice numbers. The first time you build a funnel it is scary (especially when you’re using someone else’s conversion data), but remember, everyone has to start somewhere.  Put a stake in the ground!

As the year progresses, you should compare your actual data to your starting funnel.  Build a funnel to support your annual plan, but also make stand alone versions for each of your major campaigns.   By measuring programs in flight alongside how you are doing against your annual goal, you will be able to make course corrections quickly to ensure your overall success.

Pathway to success: 

Now you are able to step up to the table and provide an actual forecast – based in real numbers – about the impact that you can have on your company’s bottom line. Using the funnel tool you have a method to forecast your contribution and also manage your performance against it. Good luck!

Who’s Who in BtoB Magazine? NetProspex CEO Gary Halliwell, that’s who!

GarySpeaking

Congratulation to NetProspex CEO, Gary Halliwell for his recognition in BtoB Magazine’s “Who’s Who in Direct Mail” 2012.

“This year, Halliwell spearheaded a $7 million capital financing deal to extend the company’s database compilation capabilities, crowd-sourcing of sales leads and channel partner integration. The Software & Information Industry Association named NetProspex a double CODiE award winner as best lead-generation service and top solution for integrating content into work flow.”

Read the full listing here.

 

 

Fueling the B2B revenue machine

Ferrari

The latest in our series: You bought a list – now what?

We always talk about marketing automation as the engine in a Ferrari – it only runs with quality fuel, in our world, that means quality B2B data.

Robert Rosenthal recently posted a great article “B2B Marketing Is Now a Revenue Machine. Really The post is a great summary of the opportunity for B2B marketers today to create demand with on-demand data prospect services, digestible content, short videos, and powerful marketing automation.

Until recently, it could take B2B marketers years to dramatically expand a prospect database. Now, thanks to newer data sources, you can do it quickly – for a small fraction of the conventional cost.

These records include email addresses in compliance with CAN-SPAM. So you’re able to regularly market to prospects via cost-effective email advertising – without constantly paying rented media or offline production charges.

One question that NetProspex customers face when using a targeted list is what to send this list. The content is just as important as the list. Robert suggests videos without a registration form, as they’re educational, fascinating, and easily digestible. We just finished a similar video for our Data Assessment Report, check it out!

Of course, this also means prospects can tune you out by ignoring your email – or simply opting-out. And if you ask prospects to fill out a form to receive a reward, the overwhelming majority will essentially say “Thanks but no thanks.”

So while B2B marketers are able to grow the database rapidly, they won’t win hearts and minds so fast. What’s typically needed is an email campaign that breaks through, makes the right impression on prospects, and gets them to act.

Web video is an increasingly popular way to educate B2B prospects. It’s the power of television, without the waste. Video enables you to run a conceptual series packed with emotional ideas – pulled off in brand-appropriate ways. When Web video is executed properly, engagement rates often soar.

To get the most out of every prospect list, Robert suggests automating your marketing efforts.

Marketing automation technology not only takes results reporting to another level, it transforms the relationship between sales and marketing. The two functional areas agree on precisely what constitutes a sales-worthy lead. Marketing finally stops hearing “All the leads suck” from sales. And sales continually sees more genuine prospects to pitch through real-time reporting and instant lead-routing; triggered campaigns; and other good stuff from the marketing team.

Place all the stars in alignment and B2B marketing really, truly can become a consistent revenue machine.

Read the original post. 

Thanks for letting us share your thoughts, Robert!

3 Decks to Inspire Your B2B Content Marketing

B2B Marketing Content

We’re kicking off a new series: You bought a list.. now what?

Acquiring targeted prospect records is only half the battle for B2B marketers. How you do make the most of these new potential sales leads? Our most successful B2B marketing clients utilize targeted marketing lists to amplify their B2B content marketing strategy. Below, we’ve collected 3 dynamic Slideshares to inspire your B2B content marketing strategy.

3 Slideshares to inspire your B2B content marketing.

 

Happy content-creation!

What NOT to do if you’re a B2B technology marketer.

Business Oops

If you’re a marketer for a technology company, chances are you’re fighting for the attention of professionals that are exposed to plenty of messaging from competitors.

Read on for 5 important things NOT to do, listed in reverse order of importance. Take heed; unless, of course, meeting your goals is not important to you.

Did you miss  5 B2B Technology Marketing Tips?

Don’t…

1 …skip the persona building exercise.
It would be great if your customer came to work today and said “I don’t have any problems. I think I’ll read a bunch of marketing materials to figure out how I should spend my day.” The reality is: your customers have real, day-to-day needs, and as a marketer it’s your job to understand these needs, and help them see why and how your product/service/or solution can help make their lives easier.

2 …overlook your client’s technology environment
Understanding your persona’s technology environment can be an important predictor of a company’s willingness to adopt your solution. If your company provides a cloud-based product, knowing a company has adopted other cloud-based technologies tells you precisely how to message to them. Also, use technology-install data to identify companies using your competition, and don’t be afraid to message aggressively. Targeted messaging to companies with competitive installs packs a 1,2 punch because it helps increase your market share while decreasing that of the competition.

3 … engage with only the final decision maker
Have you noticed? The length of the B2B tech buying cycle has increased more than 20% in just three years. Why? CIO’s readily admit that their own companies are to blame for most of the waiting period – 60.8% of the delay is due to their own buying process complexity 1 .  The truth is, more people are now involved in each decision. Failing to engage all of them with your content means missing opportunities to align them around your product, and build internal champions. Increase your opportunity to make a sale by engaging enough of the influencers at your target organizations. (Yes, this means you’ve got to build more content geared to their needs as well. Sorry.)

4 … ignore how the customer wants to buy
IT executives have consistently told IDC that they’d like their buying cycle to be shorter. Three months feels about right to them – which is 40% less than what they experience currently1. About 36% of the delay, according to IT leaders, is caused by poor marketing and sales processes on the part of their vendors1. It’s time to figure out the sell cycle of your clients, because marketers are getting part of the blame.

5 … send product-feature email blasts.
‘Nuff said. Yikes.

1 IDC’s 2012 Buyer Experience study.

FURTHER READING:

Click here to download 5 B2B Technology Marketing Tips

Looking for technology-install data? Click here to learn more about TechProspex: find contacts at companies using over 800 specific technologies.

 

 

NetProspex and AG Salesworks Announce Partnership to Drive High Quality Leads for B2B Organizations

AG Pipeline Connect

New England-Based Companies Launch Joint Solution Guaranteeing Fully Qualified Sales Opportunities

NetProspex, leading B2B data services provider, today announced a partnership with AG Salesworks, an expert in developing highly qualified sales opportunities for B2B technology firms. The new joint solution, AG Pipeline Connect, delivers a critical need for B2B organizations: high quality, targeted leads that convert into profitable customers. Leveraging NetProspex’s verified contact data services, AG Salesworks will deliver full service marketing and sales campaigns that guarantee fully qualified sales leads.

As data from marketing programs and sales efforts often exist in disparate locations, B2B companies can lose visibility into subtle changes in their target market. With 25 percent of the workforce changing each year, a business contact database is continually degrading in quality. To position each client for success, the joint solution begins with a comprehensive database overhaul. NetProspex first determines a client’s ideal buyer profile, ensuring a prospect database is properly targeted towards the correct decision makers. Next, the company delivers a quality cleanse based on their proprietary CleneStep™ methodology, identifying incorrect contact information, appending missing fields, enhancing records with key demographic or firmographic details and adding net-new contacts to ensure sufficient database coverage.

Once this process is complete, AG Salesworks applies a proprietary and proven methodology to develop qualified sales opportunities from this data. This process includes campaign messaging, followed by outbound email marketing and teleprospecting. Real-time campaign analytics are delivered in detail, along with closed loop feedback on all leads passed to clearly show return on investment. With this model, the NetProspex and AG Salesworks solution demonstrates clear return on investment, with a 20X guarantee in stage-1 pipeline.

“This solution has allowed us to forecast with far more confidence,” stated Joe Federbush, vice president of Sales and Marketing at ESI. “With 87% of the leads generated by AG progressing to next steps, we are seeing an excellent return without the costs and challenges of having this in house.”

NetProspex President, Michael C. Bird, says, “Properly-targeted contact and company information is at the core of every successful lead generation program. By pairing NetProspex data with the powerful opportunity-development of AG Salesworks, this is a combination that will create the pipeline B2B technology organizations need to reach their goals.”

The joint solution is immediately available to B2B technology organizations. For more information, interested parties may visit http://www.agsalesworks.com/services/ag-pipeline-connect/.

View release on Marketwire.

 

 

CleneStep: Three-Dimensional Verification

NetProspex CleneStep

Jimmy Becker, SVP Content, NetProspex

In a prior blog post,  I offered some specifics about how we approach quality. In this discussion, I wanted to continue that discussion by specifically describing how we verify our data.

I started out that post by defining what quality means to us. It is worth re-stating:

Can you connect to this person via the phone number and/or email address that we have provided in our business contact record?

 Other B2B contacts providers rely on the crowd to verify their data. That is, users may chose to indicate which records are current and which ones no longer are. This approach is fraught with challenges and shortcomings. How many users contribute to this data cleansing effort? Are their motivations selfless or selfish? Are consistent standards applied? What quality control procedures are used?

At NetProspex, we verify our database records in a very different manner. We take a scientific approach that is both more rigorous and more comprehensive, and re-confirmed through continual testing.

Our framework to verification is what we call CleneStepTM – a set of initial screening algorithms, combined with our proprietary three-dimensional verification.

First, we screen out all records that are:

  • Incomplete (do not contains all the necessary fields)
  • Duplicates (of what we already have)
  • Personal emails (eg, domains such as gmail, yahoo, hotmail)
  • Generic emails (eg, prefixes such as sales@ or info@)
  • Invalid postal addresses
  • Invalid phone number formats

Next, we apply our three-dimensional verification:

  • We make 1 million phone calls per month to ensure the contact is phone-connectable
  • We test 1 million emails per month to ensure the contact is email-deliverable
  • We compare our networks to social media to confirm the contact’s company affiliation remains current

This verification framework allows us to repeat the process and re-verify at regular intervals.  In addition, because each of the three tests is verifying a different dimension of quality, we can integrate the test results and triangulate to a higher level of insight and quality for each record.

That is, we know a lot more about the quality of each record by integrating all three dimensions than if we just used any one or two of them. The result is a higher level of overall quality than other contact databases, for both email and phone.

We welcome your comments and questions about our verification process, as we aim to constantly provide B2B demand generation marketers with targeted prospects that exceed their quality standards. 

 

Transformational Tools for a Killer Sales Team

Sales Team

Thank you for the shoutout! Read the original post.

Can your zero be a hero? Transformational tools for a killer sales team

by Eric Anderson

Let’s face it…most sales teams (if not all) don’t have a bench of “A” players that consistently knock the cover off the ball. As much as most sales organizations strive to have one, it just doesn’t happen.

With that being said, there are some tools that are out there to help in adopting and replicating organizational best practices and driving efficiency gains to assist in elevating that middle or low performing rep up the stack a level or two.

…outside of an open requisition advertising their position for hire – here are some sales tools to help drive sales rep productivity.

TimeTrade: We have recently implemented the TimeTrade software into the Landslide CRM sales team and have seen some immediate productivity gains. By adding self-serve appointment scheduling, we have reduced the amount of “voicemail hell” and have connecting with prospects to sche

dule meetings at a time convenient to their schedules.

TimeTrade’s web-based appointment scheduling software for sales teams:

• Lets prospects book sales meetings at the height of their interest—right from your website, landing page or email campaign.

• Helps you reclaim the time your reps waste on back-and-forth emails and phone calls to schedule sales appointments.

• Is proven to improve close rates by 20 to 30% and reduce the sales cycle by 30%.

PS. Not this isn’t a product or sponsorship pitch for Timetrade, Landslide CRM made the investment – it works – and I am more than happy to evangelize something that is helping my team!

Landslide CRM: OK, I am going to be a little biased on this one – however, rightfully so. There’s a tremendous amount of both customer and scientific validation that verifies that Landslide CRM was built differentiated for actual sales results. This tool is the ONLY CRM that provides a step-oriented Lead & Opportunity workflow selling process that helps sales professionals sell – novel idea, huh?

Check out the Landslide CRM library here: http://www.landslide.com/en/crm-software/resources/datasheets/

Netprospex : As most know – there are a TON of options when looking for community driven contact databases. There is Jigsaw, Hoovers, Zoominfo, ect….but, I have used and have been most impressed by Netprospex. Here are some reasons why…

It’s Growing – Fresh contacts are added every day by the boatload.

It’s Verified – Contacts are phone verified to ensure accuracy.

It’s Crowd-sourced – Contacts are user-generated by a community of business professionals. This is one of the best ways to find those tough-to-find roles within a small company that flies under the radar and isn’t mainstream yet.

It’s Web-based – Need I say more?

It’s Social – Twitter, Facebook and Linkedin URLs are provided for each contact when available.

LinkedIn: This is a given…if you have to “Google” this company or are not sure who or what they do, please retire from sales, effective immediately!

Boxpilot: Boxpilot is the leader in guided voicemail, which means they take a voicemail message that’s been recorded by you and deliver it to everyone on your list. Designed for B2B, they actually use live human agents to accurately “guide” your pre-recorded message into the right person’s voice mailbox. So, ever wonder how to blanket that pool of prospects effectively to get the word out? This is a great tool to try and touch critical mass.

There are a lot of great tools out there – some listed above, others that may not have been mentioned. The point here is that there’s great technology out there that could become a game-changer for your sales organization. Don’t be afraid to try some of them out, you might just like them!

 

 

Make it relevant! & the rise of social.

mailfinal

Interesting article today from the folks at b2bm.biz, quoting a Salesforce study that found office workers “are drowning under email”

“The study found that many office workers are running the risk of being
overwhelmed by a data deluge. Over a third (38 per cent) of respondents
said they now suffer from information overload at work, and the trends
suggest that this is set to get worse.”


For our clients: it’s becoming increasingly hard to get through to your prospects’ inbox. Not only are they dealing with an uptick in commercial emails, but as this study points out, internal communication as well. Keep your message highly relevant, concise, and to the point!

I’m glad the article also described the rising use of social media for business collaboration. It’s clear that as email becomes swamped with activity, social media is a different but highly effective platform to reach new business.

“However, the younger generation of office workers are not just using
social media for social engagement but as a useful business
collaboration tool. Around three quarters (74 per cent) of respondents
under 35 said they get some business benefit from the information they
get from social media, while only about half (52 per cent) of those 35
and older feel the same way.”

We’re doing some REALLY exciting work here at NetProspex to analyze the use of social media by business executives around the country. More on that next week!

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