Overview of InsideView as a sales intelligence application that adds more value than using pure data and marketing lists to drive revenue. also some information that we train on with leveraging social media for sales teams.
3. How does InsideView do this? | SLIDE : BROWSER MOBILE CRM InsideView Creates Intelligence from Data Trigger Event Analysis Connection Analysis Entity Triangulation Natural Language Processing SOCIAL MEDIA & NETWORKS: LinkedIn, Facebook, Twitter, Blogs, etc. TRADITIONAL MEDIA & SOURCES: Company & Contact Data, News, etc.
4. How does InsideView do it? | SLIDE : Find & Qualify Leads Engage & Convert Opportunities Renew & Upsell Customers News Social Media Connections Company Info
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6. Data vs. Intelligence – CSO Insights Assuming $1M Quota, Intelligence vs. Data => $110k/Rep Improvement
9. Impacting the Entire Customer Relationship for great ROI 50% decrease in research time 22->70 New Opportunities/Rep/Month Improved selling to C-level Increase Avg. Contract Value by 460% Find & Qualify Leads Engage & Convert Opportunities Renew & Upsell Customers
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11. time level of buyer activity “ I’m just downloading stuff” “ We have a project” “ We’ve made a decision ” “ I’m just browsing” “ We’ve shortlisted vendors” awareness consideration purchase online “ 70% of the B2B buying process happens online” SiriusDecisions Inc.
InsideView has the opportunity to become a company as large and successful as Bloomberg. By aggregating financial data and news, and analyzing to make traders more productive, Bloomberg terminals command a premium value in the market. Their value is the ability to draw intelligence out of big data. As the early market leader, they have built a $7B business with 30%+ Net Income. We have the opportunity to develop similar value in the Business Information market,which is just as large, or potentially larger, and exhibits many of the same characteristics. … One trend that is driving the adoption in enterprises is the advent of social crm
These gains are summarized in a recent study by CSO Insights (2,000 companies, annual survey)
Let’s take a look at what data looks like, vs. intelligence
We help customers improve their revenue process. Our approach to driving productivity is fundamentally different than data providers, where $4-9B are spent each year. Just a few examples of customer ROI
It shouldn ’t be news to you that customers have disconnected from the traditional sales and marketing communications. The revolution against interruption based marketing is almost complete and in order to survive businesses need to adapt to the new customer 2.0.
This may seem like marketing data but its really a call to action for sales teams. People are using social media as a primary tool for getting information on products and services. If from a search in Twitter or a deeper conversation in a LinkedIn group or forum, people are not asking companies for information, they are asking their peers, other customers and trusted advisors.
It ’s time to realize that your prospects and customers are connecting and talking to each other more than you know. Learn to be a part of these conversations .
The first online profile you should focus on is LinkedIn. Stop thinking of it as a profile only updated when you are looking for a job. Your LI profile is being looked at by 60% or more of the people you come in contact with. Make sure your profile is updated, professional and an excellent example of YOU . I could talk for an hour on ways to enhance your LinkedIn profile but the most important points you should focus on are headline – Photo - websites - work history and summary .