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Personal insights | InsideView | Selling to People NOT Contacts

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Relationships and the ability to form them – not simply reams of contact information – matter more than ever for those charged with closing deals. Research has shown that more than 90 percent of …

Relationships and the ability to form them – not simply reams of contact information – matter more than ever for those charged with closing deals. Research has shown that more than 90 percent of executives never even respond to cold-call sales or unsolicited emails. At the same time, more than 80 percent do engage when referred by a connection – whether through a friend, colleague, customer or industry peer. InsideView People Insights uncovers and delivers such effective connections to sales professionals, empowering remarkably more intelligent sales work that drives sales productivity and revenue.

"The biggest business impact comes from knowing how best to connect to prospects, what is top of mind for them and their business, and when you should pick up the phone."

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  • But Sales Intelligence is Not About Contact Data, As Many Vendors might Claim.Think about it...just because someone has your email address or phone number, does that entitle them to your time?When was the last time you agreed to meet with someone who only knew your name?According to a UNC Study, 92% of prospects never take a meeting from a cold-call or sales rep email.
  • But Sales Intelligence is Not About Contact Data, As Many Vendors might Claim.Think about it...just because someone has your email address or phone number, does that entitle them to your time?When was the last time you agreed to meet with someone who only knew your name?According to a UNC Study, 92% of prospects never take a meeting from a cold-call or sales rep email.
  • But Sales Intelligence is Not About Contact Data, As Many Vendors might Claim.Think about it...just because someone has your email address or phone number, does that entitle them to your time?When was the last time you agreed to meet with someone who only knew your name?According to a UNC Study, 92% of prospects never take a meeting from a cold-call or sales rep email.
  • But Sales Intelligence is Not About Contact Data, As Many Vendors might Claim.Think about it...just because someone has your email address or phone number, does that entitle them to your time?When was the last time you agreed to meet with someone who only knew your name?According to a UNC Study, 92% of prospects never take a meeting from a cold-call or sales rep email.
  • But Sales Intelligence is Not About Contact Data, As Many Vendors might Claim.Think about it...just because someone has your email address or phone number, does that entitle them to your time?When was the last time you agreed to meet with someone who only knew your name?According to a UNC Study, 92% of prospects never take a meeting from a cold-call or sales rep email.
  • But Sales Intelligence is Not About Contact Data, As Many Vendors might Claim.Think about it...just because someone has your email address or phone number, does that entitle them to your time?When was the last time you agreed to meet with someone who only knew your name?According to a UNC Study, 92% of prospects never take a meeting from a cold-call or sales rep email.
  • But Sales Intelligence is Not About Contact Data, As Many Vendors might Claim.Think about it...just because someone has your email address or phone number, does that entitle them to your time?When was the last time you agreed to meet with someone who only knew your name?According to a UNC Study, 92% of prospects never take a meeting from a cold-call or sales rep email.
  • Sales Intelligence is a lot more than just contact data. It’s about connecting with the prospects through mutual connections (warm calls), knowing the right conversation starters (using the relevant news about the prospect’s company, their competitors, their industry), and building rapport with them.It’s about Finding/Connecting with the Right Person, Delivering the Right Message (how can you address their business challenges), and Knowing the Right Time to reach out to them (when a compelling event happens – key exec change, new initiative, etc)
  • Sales Intelligence is a lot more than just contact data. It’s about connecting with the prospects through mutual connections (warm calls), knowing the right conversation starters (using the relevant news about the prospect’s company, their competitors, their industry), and building rapport with them.It’s about Finding/Connecting with the Right Person, Delivering the Right Message (how can you address their business challenges), and Knowing the Right Time to reach out to them (when a compelling event happens – key exec change, new initiative, etc)
  • But Sales Intelligence is Not About Contact Data, As Many Vendors might Claim.Think about it...just because someone has your email address or phone number, does that entitle them to your time?When was the last time you agreed to meet with someone who only knew your name?According to a UNC Study, 92% of prospects never take a meeting from a cold-call or sales rep email.
  • Transcript

    • 1. People Insights
    • 2. Because prospects are peopleNot contacts
    • 3. And people buyfrom peoplethey trust
    • 4. So how doyou buildtrust?
    • 5. Through connections Connecting with the right people. And knowing people they know. 92% of prospects never or almost never take a meeting from a cold call or sales rep email. But 84% usually do when recommended by someone inside the company.
    • 6. By building rapport Understanding what matters to them. So you can deliver the right message.
    • 7. And being there when they need you Know when it’s the right time
    • 8. InsideView People Insights Helps you build that trust Connections Social People Profiles Alerts
    • 9. ConnectionsDiscover connections to the right person Find connections Connect through yourto the right people customers, partners, colleagues, executives, and former employersIncrease response rateswith warm introductions | SLIDE :9
    • 10. Social ProfilesReach out with the right message Understand personal and professional interests Review work history, Discover what topics arememberships & affiliations top of mind and who is in their social circles | SLIDE :10
    • 11. People AlertsKnow when it’s the right time Follow key people across Manage your people watchlist your prospects, customers, and email notifications partners, and competitors Always know the right time to call with alerts about job changes, news mentions and more | SLIDE :11
    • 12. InsideView People Insights Because You Sell To People, Not Contacts Connections Social People Profiles Alerts Discover Reach out with Know when it’s connections to the right the right time the right person message
    • 13. People Insights