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Did you know? ‣ 57% of decision process is made before the first sales call. ‣ 74% of marketers are challenged to generate high-quality leads ‣ 65% of rep’s time is spent not selling, and only 63% make quota ‣ Cold calling and unsolicited email campaigns barely have a pulse ‣ 74% of sales teams have poor CRM adoption In this presentation by InsideView CMO, Brian Kelly, you'll learn new smart social selling strategies. He'll show you how to infuse CRM intelligence into your social selling activities so you can: • Engage prospects with relevant offers, at the right time • Identify and prioritize leads with the highest probability to close • Find and leverage your professional connection network for warm introductions and referrals • Leverage accurate data, relevant insights, and professional connections from within your CRM system
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©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
Enabling your CRM with CRM Intelligence
Brian Kelly, CMOInsideView
©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
MARKETING & SELLING B2B HAS CHANGED
‣ 57% of decision process is made before the first sales call.
‣ 74% of marketers are challenged to generate high-quality leads
‣ 65% of rep’s time is spent not selling, and only 63% make quota
‣ Cold calling and unsolicited email campaigns barely have a pulse
‣ 74% of sales teams have poor CRM adoption
©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
INSIDEVIEW IS CRM INTELLIGENCE
33
GET MORE LEADS
WIN MORE DEALS
RETAIN AND GROW ACCOUNTS
©2013 InsideView. All rights reserved.
CRM INTELLIGENCE PLATFORM WE DELIVER THE ESSENTIAL COMPONENTS OF CRM INTELLIGENCE
DATA
INSIGHTS
CONNECTIONS
©2013 InsideView. All rights reserved.
CRM INTELLIGENCE ACCURATE DATA
THE MOST COMPLETE, ACCURATE DATA
‣ Deep data science: Proprietary triangulation and validation across 30,000+ sources
‣ Real-time updates of company and contacts
‣ Exclusively B2B company data with emphasis on decision-makers
NEWSFINANCIAL SOCIAL
CRM INTELLIGENCE PLATFORM
DATA
©2013 InsideView. All rights reserved.
CRM INTELLIGENCE ACCURATE DATA
CRM INTELLIGENCE PLATFORM
INSIGHTS
TIMELY, ACCURATE INSIGHTS
‣ Engage prospects and customers with relevant insights.
‣ Alerts about contacts and company dynamics
‣ Build custom segmented watch lists and alerts
©2013 InsideView. All rights reserved.
CRM INTELLIGENCE ACCURATE DATA
CRM INTELLIGENCE PLATFORM
CONNECTIONS
COMPREHENSIVE CONNECTIONS NETWORK
‣ Maximize the potential of all your connections
‣ Aggregates connection networks (Linkedin, Facebook, Outlook, etc.) within a comprehensive, private cloud
©2013 InsideView. All rights reserved.
CRM INTELLIGENCE ACCURATE DATA
NATIVE CRM INTEGRATION
CRM INTELLIGENCE PLATFORM
‣ Integrated with Salesforce.com
‣ Easy, fast implementation in minutes
©2013 InsideView. All rights reserved.
CRM INTELLIGENCE SOLUTIONS
‣ FIND MORE LEADS
‣ WIN MORE DEALS
‣ RETAIN AND GROW
CRM INTELLIGENCE PLATFORM
INSIDEVIEW SOLUTIONS
SALES
ACCOUNT MANAGEMENT
MARKETINGDATA
INSIGHTS
CONNECTIONS
©2013 InsideView. All rights reserved.
INSIDEVIEW SOLUTIONS
‣ FIND MORE LEADS
‣ WIN MORE DEALS
Capture leads from any source (web forms, events, manual input, etc)
Clean and Enrich sparse leads
‣ RETAIN AND GROW
Accurate leads delivered quickly, actionable
Alerts about people and company changes
MARKETING
SALES
ACCOUNTMANAGEMENT
Score & route leads faster
Target buyers with timely, relevant campaigns
Engage prospects with Insights and Connections
Cross-sell and upsell your accounts
Manage more accounts
SALES
ACCOUNT MANAGEMENT
MARKETING
©2013 InsideView. All rights reserved.
CRM INTELLIGENCEDELIVERS RESULTS
An 66% improvement in
form conversions.
Reduce attrition and Identified upsell opportunities across 1000’s of accounts.
22% Lead Conversion12% Increase in Win Rate33% Increase in Average Deal Size
SALESWin more deals
ACCOUNT MANAGEMENT
Retain more customers
MARKETINGFind more leads
©2013 InsideView. All rights reserved.
Salesforce.comInsideView UserSurvey Says… Love our data
Rely on InsideView to close
Build better lists
Essential to Sales process
Data Accuracy Key to Deal Closes
List Building Essential to Sales
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100%
InsideView Users on Sales-force.com
©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
Thank You
Brian Kelly, [email protected]
CRM Intelligence is here
