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Have Better Conversations with D&B Hoovers

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Engage With Insights to Win Have Better Conversations with D&B Hoovers.

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Have Better Conversations with D&B Hoovers

  1. 1. Have Better Conversations with D&B Hoovers June 19, 2018
  2. 2. 2 EngageWith Insights toWin Have Better Conversations with D&B Hoovers Welcome Today’s Agenda -Introductions -The Challenge of Engaging with Relevance -How Sales Intelligence Can HelpYou EstablishTrust and Credibility -Q&A EngageWith Insights toWin
  3. 3. 3 Engaging with relevance is easier said than done Sales must overcome many hurdles EngageWith Insights toWin of those surveyed don’t feel as though their sales teams have the right account intelligence – Dun & Bradstreet Customer Insights 40% Selling Inefficiencies 65% of the average sales rep’s time is spent on non-selling activities – Nancy Nardin and CSO Insights Self-Service B2B Buyers of customer relationships will be managed without human interaction by 2020 – Gartner 85% Lack of Account Intelligence
  4. 4. 4 Engaging with relevance is easier said than done And buyers are skeptical EngageWith Insights toWin only 20% of sales conversations are about the executive buyer’s challenges and initiatives; 80% are about selling products – Forrester 20% Become a Trusted Advisor 36% of B2B executives believe sales people understand their business problems and offer clear solutions for them – Forrester Where’s TheValue? Focus on the Buyer 82% of B2B decision makers think sales reps are unprepared – Biznology
  5. 5. 5 The Challenge –How do you stand out in a competitive market? –How do you get your prospect’s attention? –How do you engage with relevance? –How do you establish trust and credibility?
  6. 6. 6 Do your homework before you engage You must earn the right to a meeting Great sources of insight –Company websites –News –Corporate FamilyTrees –Annual Reports –Industry publications –Competitors EngageWith Insights toWin
  7. 7. 7 Do your homework before you engage You must earn the right to a meeting Great sources of insight –Company websites –News –Corporate FamilyTrees –Annual Reports –Industry publications –Competitors EngageWith Insights toWin Things to look for: –Leadership changes –Company news & events –Locations to target –How is their financial performance? –Industry trends –What are competitors doing?
  8. 8. 8 Introducing the New D&B Hoovers EngageWith Insights toWin Combining the world’s largest commercial database with sophisticated analytics and market-leading technology to deliver a sales intelligence solution packed with insight.
  9. 9. 9 Gain trust and credibility with sales intelligence D&B Hoovers can help you: -Understand the challenges and opportunities at an account -Identify up-sell and cross-sell opportunities -Be alerted to call-worthy events EngageWith Insights toWin of those surveyed don’t feel as though their sales teams have the right account intelligence. – Dun & Bradstreet Customer Insights 40%
  10. 10. 10OutflankYour Competition and Get In the Door Faster with D&B Hoovers More than 40 reports available on our Company Profiles
  11. 11. 11OutflankYour Competition and Get In the Door Faster with D&B Hoovers Corporate Family Competitors Financial Reports Industry Profiles
  12. 12. 12OutflankYour Competition and Get In the Door Faster with D&B Hoovers Unique content created by Dun & Bradstreet’s in-house editorial team
  13. 13. 13OutflankYour Competition and Get In the Door Faster with D&B Hoovers Unique to D&B Hoovers
  14. 14. 14OutflankYour Competition and Get In the Door Faster with D&B Hoovers Easy to consume market insights help sellers have more meaningful engagement
  15. 15. 15OutflankYour Competition and Get In the Door Faster with D&B Hoovers Identify key industry challenges, trends, and opportunities that may impact your prospect
  16. 16. 16OutflankYour Competition and Get In the Door Faster with D&B Hoovers
  17. 17. 17OutflankYour Competition and Get In the Door Faster with D&B Hoovers Unique to D&B Hoovers Better understand company trends and behaviors with Business Signals
  18. 18. 18OutflankYour Competition and Get In the Door Faster with D&B Hoovers Navigate the org to identify up-sell and cross-sell opportunities
  19. 19. 19OutflankYour Competition and Get In the Door Faster with D&B Hoovers Leverage Technologies In Use to target up-sell, cross-sell, and competitive displacement opportunities New in D&B Hoovers
  20. 20. 20OutflankYour Competition and Get In the Door Faster with D&B Hoovers Be alerted to reasons to call and breaking opportunities with 70+ real-time trigger alerts
  21. 21. 21OutflankYour Competition and Get In the Door Faster with D&B Hoovers Monitor account events with your personalized desktop, trigger alerts, and dynamic list updates
  22. 22. 22 D&B Hoovers delivers in-depth sales intelligence to help you engage with relevance and have more meaningful conversations Engage with Insights toWin Gain Trust & Credibility by leveraging business and industry insights to better understand your prospect’s needs and personalize your pitch Stay Ahead ofYour Competition by leveraging alerts to monitor opportunities and identify reasons to call Increase Win Rates by engaging buyers with the right message at the right time
  23. 23. 23 Q&A Thank you for joining us today. Questions? Please submit your questions through the Q&A box. EngageWith Insights toWin

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