Enabling your CRM with
CRM Intelligence
Brian Kelly, CMO
InsideView
©2013 InsideView. All rights reserved.
©2013 InsideVie...
MARKETING & SELLING
B2B HAS CHANGED
‣

57% of decision process is made before the first sales call.

‣

74% of marketers a...
INSIDEVIEW IS
CRM INTELLIGENCE
GET MORE LEADS
WIN MORE DEALS
RETAIN AND GROW
ACCOUNTS

©2013 InsideView. All rights reserv...
CRM INTELLIGENCE PLATFORM

DATA

WE DELIVER THE
ESSENTIAL
COMPONENTS OF
CRM INTELLIGENCE

INSIGHTS

CONNECTIONS

©2013 Ins...
CRM INTELLIGENCE ACCURATE DATA
THE MOST COMPLETE, ACCURATE DATA
CRM INTELLIGENCE PLATFORM

DATA

‣ Deep data science: Prop...
CRM INTELLIGENCE ACCURATE DATA
CRM INTELLIGENCE PLATFORM

TIMELY, ACCURATE INSIGHTS

‣ Engage prospects and customers with...
CRM INTELLIGENCE ACCURATE DATA
CRM INTELLIGENCE PLATFORM

COMPREHENSIVE CONNECTIONS NETWORK

‣ Maximize the potential of a...
CRM INTELLIGENCE ACCURATE DATA
CRM INTELLIGENCE PLATFORM

NATIVE CRM INTEGRATION

‣ Integrated with Salesforce.com
‣ Easy,...
CRM INTELLIGENCE SOLUTIONS
CRM INTELLIGENCE PLATFORM

INSIDEVIEW
SOLUTIONS

DATA
MARKETING

‣ FIND MORE
LEADS

INSIGHTS

S...
THE CUSTOMER LIFECYCLE
INSIDEVIEW
SOLUTIONS

Capture leads from any source (web
forms, events, manual input, etc)

Clean a...
CRM INTELLIGENCE
DELIVERS RESULTS
MARKETING
Find more leads

SALES
Win more deals

ACCOUNT
MANAGEMENT
Retain more
customer...
Salesforce.com
InsideView User
Survey Says…
 Love our data
 Rely on InsideView to close

InsideView Users on
Salesforce....
CRM Intelligence is here
Thank You
Brian Kelly, CMO
brian.kelly@insideview.com
©2013 InsideView. All rights reserved.
©201...
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Enabling your CRM with CRM Intelligence

995

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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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  • 75.5% say InsideView improves conversions80.3% find InsideView data to be “accurate”, 18% of those find InsideView data to be “very accurate”Many rely on InsideView for Sales features to close more deals. 47% use Watchlists and Alerts 40% rely on Social Insights to target buyers 27% say InsideView Connections help them close deals
  • Enabling your CRM with CRM Intelligence

    1. 1. Enabling your CRM with CRM Intelligence Brian Kelly, CMO InsideView ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
    2. 2. 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.
    3. 3. INSIDEVIEW IS CRM INTELLIGENCE GET MORE LEADS WIN MORE DEALS RETAIN AND GROW ACCOUNTS ©2013 InsideView. All rights reserved. 3 ©2013 InsideView. All rights reserved. 3
    4. 4. CRM INTELLIGENCE PLATFORM DATA WE DELIVER THE ESSENTIAL COMPONENTS OF CRM INTELLIGENCE INSIGHTS CONNECTIONS ©2013 InsideView. All rights reserved.
    5. 5. CRM INTELLIGENCE ACCURATE DATA THE MOST COMPLETE, ACCURATE DATA CRM INTELLIGENCE PLATFORM 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 FINANCIAL SOCIAL NEWS ©2013 InsideView. All rights reserved.
    6. 6. CRM INTELLIGENCE ACCURATE DATA CRM INTELLIGENCE PLATFORM TIMELY, ACCURATE INSIGHTS ‣ Engage prospects and customers with relevant insights. INSIGHTS ‣ Alerts about contacts and company dynamics ‣ Build custom segmented watch lists and alerts ©2013 InsideView. All rights reserved.
    7. 7. CRM INTELLIGENCE ACCURATE DATA CRM INTELLIGENCE PLATFORM COMPREHENSIVE CONNECTIONS NETWORK ‣ Maximize the potential of all your connections CONNECTIONS ‣ Aggregates connection networks (Linkedin, Facebook, Outlook, etc.) within a comprehensive, private cloud ©2013 InsideView. All rights reserved.
    8. 8. CRM INTELLIGENCE ACCURATE DATA CRM INTELLIGENCE PLATFORM NATIVE CRM INTEGRATION ‣ Integrated with Salesforce.com ‣ Easy, fast implementation in minutes ©2013 InsideView. All rights reserved.
    9. 9. CRM INTELLIGENCE SOLUTIONS CRM INTELLIGENCE PLATFORM INSIDEVIEW SOLUTIONS DATA MARKETING ‣ FIND MORE LEADS INSIGHTS SALES CONNECTIONS ACCOUNT MANAGEMENT ‣ WIN MORE DEALS ‣ RETAIN AND GROW ©2013 InsideView. All rights reserved.
    10. 10. THE CUSTOMER LIFECYCLE INSIDEVIEW SOLUTIONS Capture leads from any source (web forms, events, manual input, etc) Clean and Enrich sparse leads MARKETING MARKETING ‣ FIND MORE LEADS Score & route leads faster Target buyers with timely, relevant campaigns Accurate leads delivered quickly, actionable SALES ‣ WIN MORE DEALS Engage prospects with Insights and Connections Alerts about people and company changes ACCOUNT ACCOUNT MANAGEMENT MANAGEMENT ‣ RETAIN AND GROW Manage more accounts Cross-sell and upsell your accounts ©2013 InsideView. All rights reserved.
    11. 11. CRM INTELLIGENCE DELIVERS RESULTS MARKETING Find more leads SALES Win more deals ACCOUNT MANAGEMENT Retain more customers An 66% improvement in form conversions. 22% Lead Conversion 12% Increase in Win Rate 33% Increase in Average Deal Size Reduce attrition and Identified upsell opportunities across 1000’s of accounts. ©2013 InsideView. All rights reserved.
    12. 12. Salesforce.com InsideView User Survey Says…  Love our data  Rely on InsideView to close InsideView Users on Salesforce.com 100% 90% 80% 70% 60%  Build better lists 50% 40%  Essential to Sales process 30% 20% 10% 0% Data Accuracy Key to Deal Closes List Building Essential to Sales ©2013 InsideView. All rights reserved.
    13. 13. CRM Intelligence is here Thank You Brian Kelly, CMO brian.kelly@insideview.com ©2013 InsideView. All rights reserved. ©2013 InsideView. All rights reserved.
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