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Introducing 41 Orange

Currently ranked in the top 10 HubSpot Partner Agencies in all of North America, 41 Orange specializes in B2B demand generation, marketing automation, content marketing and sales enablement services. They create campaigns focused on delivering qualified audience opportunities for sales teams. 

41 Orange helps clients build their entire marketing funnel from selecting marketing technologies, providing a content strategy, to making sure the client’s prospects are successfully moving from the very first touch to an inked deal.

We spoke with 41 Orange’s CEO, Gregg Anderson, to learn about his team’s experience using SalesIntel.

Struggling to Find Good Data from Linkedin

Hyper-focused campaigns that need a lot of time to segment and verify and that decides the success of campaigns.

41 Orange’s marketing efforts are centered on hyper-focused campaigns that need to be highly segmented using verified data. The success of their campaigns depends on the message being able to specifically resonate with the prospect. If the marketing outreach is too general, the messaging is ignored and no opportunities are generated.

Previous to using SalesIntel, 41 Orange used a tool that allowed them to utilize LinkedIn Sales Navigator lists, pulling down data from LinkedIn.

“The challenge was pulling accurate data from LinkedIn,” Anderson said. “Let’s say you’re searching on LinkedIn for CEO’s with 50+ employees—LinkedIn can’t tell the different between the actual CEO of a company with 50 or more employees, or a Marketing Director who happens to work at a company with 50 or more employees, yet has a side hustle as a startup CEO.” 

“The entire process of weeding out contacts that were not actually the CEO’s of companies with 50+ employees was time-consuming and frustrating.”

Because of the accuracy issues, after pulling a list his team would have to double-check each contact for accuracy, spending around 8+ hours scrubbing the data set for each campaign. 

When Anderson received a voicemail from SalesIntel about how 41 Orange could immediately access the targeted, human-verified data they needed, he reached back out and started a trial.

Enrichment, Segmentation and Service

What convinced Anderson to purchase SalesIntel was not only the accuracy of the data but also the enrichment credits that came with his purchase.

“You can make a purchase with any kind of data company or platform,” Anderson said. “But being able to have the data enriched and up to date is very important to us. We don’t have to double-check that the prospects are still employed at the respective company.”

41 Orange depends on hyper-focused lists, making the in-depth segmentation SalesIntel provides essential. The marketing team is able to break down the industries into segments they weren’t able to access before working with SalesIntel.

After making an ideal list, Anderson’s team will save the search criteria and then have the ability to easily make a similar list. For example, they are quickly able to create the same criteria as a saved search, and then change the location to find new data for different verticals or geographies.

41 Orange is able to work with their account manager to learn how to use the platform or request lists directly. 

“SalesIntel’s account managers have been helpful to the team. Now we can just ask for a list of data and get it quickly.”

Reduced Bounce Rates and Time Saved

Instead of having to pull a list from LinkedIn Sales Navigator and scrub it themselves, now 41 Orange can simply ask their account manager for the lists they need for their campaigns.

“Instead of waiting for a day or two for research and processing we can use SalesIntel to get campaigns launched,” Anderson said. “SalesIntel saves us 8 hours per campaign—the time adds up quickly across different campaigns to around 40-60 hours each month. It’s saving us the cost equivalent to a full-time employee.”

The human-verification of the data has improved the overall quality of the data 41 Orange is using. Anderson said that bounce rates have been lower for SalesIntel contacts than when pulling data from previous data sources.

But overall Anderson is more than satisfied with the service provided.

“It’s not just data. It’s data as a service (DaaS). That’s what other data companies are missing. Without help from the SalesIntel onboarding team, It’s like if HubSpot sold their marketing professional software and didn’t help you set it up and told you just to figure it out.”

“As a demand generation company, it’s important that we were able to get the most of this tool. When you have a customer service manager like SalesIntel has provided, getting onboarded and seeing the value their platform delivers has been a cakewalk.”

Message from Our Founder

AI or CrowdSourcing Alone Doesn’t Work: History of B2B Contact Data

Over the last 20 years, a variety of B2B contact solutions have come to market with various degrees of success. This month I wanted to share how the previous changes in the industry taught us that AI processed or crowdsourced data alone is not enough and informed how we set up SalesIntel. 

Initially, the B2B contact market was highly fragmented and focused on list compilation. Then JIgsaw disrupted the model 15 years ago with a crowdsourcing model. Everyone was excited and wanted to contribute quality data so that they could receive quality data as well. 

But over time, the system broke down as bad actors started to game the system and input bad data for their own short-term gains. Salesforce acquired Jigsaw, changed the name to Data.com, and then ended up sunsetting the product last year.

In the past 5 years, there have been several solutions that have found various degrees of success. One of the biggest though was unintentional: LinkedIn. LinkedIn wasn’t designed for B2B lead gen, but once they had a grown a massive userbase of business professionals with contact data actively updated by the network’s members.

The challenge of LinkedIn B2B contact data that everyone encountered was their “closed ecosystem” philosophy. Because of LinkedIn privacy policies, contact information had to stay within the LinkedIn ecosystem and couldn’t make it into sales and marketing software systems teams rely on.

The recent trend in B2B contact information is to use AI and machine learning to gather contact data, but so far none of these solutions have been able to hit the high expectations of sales and marketing professionals. By over-relying on machine processed data, the accuracy and the amount of necessary first-party data have held companies back from successfully going to market.

With the rise of ABM, we believe that the expectations for B2B contact are only going to keep rising. That’s why we’ve been on a mission get the most accurate data at scale to B2B professionals. We’ve learned from our predecessors that there’s no single silver bullet. Instead, we combine first-party crowdsourced data, our patented AI Engine (we were just awarded our 4th patent on the process!) and our world-class research team.

We bring the 3 worlds together in a comprehensive solution where B2B professionals have access to

  1. Highest quality B2B data at scale
  2. A large pool of our first party data processed through AI 
  3. A Research on Demand service where our own researchers curate data from our massive AI processed database

Overall, I know we play a small role in the overall B2B revenue process, but I think it’s an important one. It’s been great to watch our customers achieve new levels of success after using our contact data. I hope you enjoyed this look behind the curtain of why SalesIntel has been set up the way it has, and I look forward to sharing more exciting news about our platform soon!

Data Research Update

This month the SalesIntel research team continued its march toward providing the largest volume of human verified contact available on the market today. Not only are we adding more and more contacts, but we are adding the contacts our clients care about.  

This week we had a client ask us for a tiny list of contacts with specific titles at companies that have Salesforce installed. Since the list was relatively small and our primary objective is to provide accurate information to our clients, we did a little QA on the list of 100 contacts before sharing the file with the client. 

There were a total of two mistakes in the entire file – one was a typo (the title was “CRM Administator,” missing that first ‘r’), and the other was a contact who had left their organization at the end of May 2019. In addition to getting the right data, we also added those titles to our priority queue for contact verification to help get our client exactly what they need. 

I share this anecdote to illustrate that we have designed a process that allows us to efficiently process through millions of contacts every quarter to ensure their accuracy, and that process is working. We will continue to keep accuracy under a microscope so that our end users can remain confident that when they send emails and make phone calls based on the data in SalesIntel, their messages aren’t going into the void.

Product Update

We’re excited to release the newest updates and additions to the SalesIntel platform: upload a Suppression List, easily view contacts from Company Searches, and export “all” from search results. 

Now when you run a company search you’ll see a new filter in the side panel, suppression lists. This feature lets you upload a list of emails, domains and titles you want to exclude from future search results. This is great if you have a list of existing customers that you don’t want to pull into a new campaign list or if you know certain titles are not your target audience. 

Learn More Here

Export All Contact Results and View Total Contacts/Pending Contacts

In addition to Upload a Suppression List, users will now see the total number of human verified contacts and contacts still pending verification next to the total number of companies found. Simply click on either number and you’ll be brought to those contacts instantly. Then with our new Export All feature, you can export all of your results to your email marketing system, CRM or CSV document.

Upcoming Events

Date : July 18, 2019 Time : 01:00 pm – 01:30 pm EDT

In this 30 minute webinar you will learn:

  • How to leverage LinkedIn to drive conversions and engagement without paid advertising, social posts, or InMail messages
  • Generate conversions for inbound content, i.e., webinars, white papers, podcasts, video landing pages, etc.
  • Generate registrations for in-person events, i.e., executive dinners, mastermind groups, conferences, workshops, etc
  • How to drive engagement with your ideal client profile using account-based targeting methodologies
  • How not to piss off prospects when sending cold messaging

Your presenters are Gregg Anderson, CEO of 41 Orange, and Jason Hubbard, Chief Revenue Officer at SalesIntel.io.

Register Here for the Webinar

Location : RopeSwing Office 805 Mainstreet Hopkins, MN 55343

We’re hosting a happy hour summer camp for adults with RopeSwing to bring together local panelist Mike Paradis, Founder and CEO of Demand Chain, Susan Rylance, VP of Growth at Fahren, and Stacey McGuire, Senior Marketing Manager at Ascentis.

During this happy hour panel, we’ll discuss:

  • How data quality impacts your sales and marketing teams
  • Why and how to build a buying group at your target accounts
  • The process for gaining engagement from your leads with targeted content
  • How data, content and creativity work together for your overall sales and marketing strategy

Register Here for the Happy Hour

Our Favorite Blog Posts This Month

As a data partner of Leadspace, we are excited to share that “Leadspace has been designated a leader in a newly published report: The Forrester New Wave™: B2B Customer Data Platforms, Q2 2019.”

B2B Customer Data Platforms have recently arisen as a key resource for account-based marketing and selling. Company outreach depends on having comprehensive profiles for each account at the buying center and profile levels.

Forrester’s report highlights that “Leadspace offers comprehensive data that includes a proprietary second-party data asset with numerous sources of intent data and access to third-party data sources.”

Leadspace differentiates themselves from other providers with their strong dynamic segmentation and provision of ideal customer profiles and total addressable market modeling for ABM.

The combination of high-quality data assets and intelligent modeling and identifying of potential prospects makes Leadspace a B2B Customer Data leader. 

“High-quality data is the foundation for all customer data platforms,” said Manoj Ramnani, SalesIntel Founder and CEO. “We are proud to be partnering with Leadspace to share our human-verified contact data and benefit enterprise customers.”

B2B technology is entering a new period of innovation and targeting to create strong relationships with companies’ ideal customers. The era of “spray and pray” marketing and selling is over.

“It’s a fantastic time to be working in the B2B technology space,” said Doug Bewsher, Leadspace CEO. “Everyone has realized that data is key to successful outreach, so offering a comprehensive platform that helps solve many of our customers’ data challenges is powerful. 

“Partners like SalesIntel have played a key role in helping us become a leader in the B2B Customer Data Platform space. They contribute valuable pieces of the puzzle that help deliver a complete picture to our customers, that ultimately helps them achieve their goals.”

To learn more about Leadspace and the rise of B2B Customer Data Platforms, read the full The Forrester New Wave™: B2B Customer Data Platforms, Q2 2019 here.

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Introducing RedMonocle

RedMonocle is a purpose-built software asset management solution that enables companies to solve IT tool sprawl by automating the assessment and rationalization of tool portfolios and giving clients visibility into tool performance and ROI; while managing compliance and risk.

RedMonocle was built to help enterprises win the battle against IT tool sprawl.

We sat down to talk with Steve Davis, Director of Sales at RedMonocle.

Struggling to Find Company Data

Before SalesIntel, RedMonocle was struggling to find contact data for targeted prospects.

“I’ve had LinkedIn and Sales Navigator for years, so I’ve been leveraging those,” Davis said. “But, they don’t give you email addresses or phone numbers, so ability to make contact was limited.”

The internet was used for additional research when necessary, but it was excessively time-consuming. When RedMonocle’s CEO connected Davis with SalesIntel’s CEO, Davis was already interested in having a go-to solution to do research on target companies and industries.

“It’s essential to get names, plus emails, and phone numbers. That’s what
we value the most.”

“The competitors in this space are expensive and SalesIntel’s differentiator was the promise of human verified information and the fact that you were an innovative start-up was a good match,” Davis said. “Their agility and fresher outlook [of SalesIntel] were attractive.”

Davis quickly picked up on the advantages of always having a quick response and the SalesIntel focus on customer service. “If you have a question you want to get to someone who’s responsive. SalesIntel is doing that and doing that right. High marks on customer service and support.”

Building the Relationship and Finding the Contacts

Davis was already familiar with similar data tools and it was easy to onboard RedMonocle with SalesIntel.

As an early adopter, there were a couple of bumps with features that were still in the early stages. Davis was able to talk directly with Gary Grinev, Vice President of Product & Customer Success, and Gary Holtz, Senior Director of Data and Sales Enablement.

“They [Grinev and Holtz] were very patient. They appreciated the product feedback. We have a good relationship and I‘ve been impressed by that level of customer service,” Davis said. “For instance, I’ve pointed out challenges with the Salesforce integration, and they have been involved with investigating and understanding our unique Salesforce instance, to addressing the various issues.”

The excellent customer service combined with the quality of the human-verified data has helped RedMonocle reach new prospects they wouldn’t have reached otherwise.

“SalesIntel has helped me get beyond square one. It gives me access to the companies and titles I’m interested in, and the information I need. If I didn’t have that, my path to sales would be much slower.”

In this recap of the webinar presented yesterday by SalesIntel’s CEO, Manoj Ramnani and Mintigo’s Vice President of Marketing, Nida Chughtai, you’ll learn the following: 

  • Historical challenges of expanding into a new market
  • Techniques to identify new accounts more likely to convert 
  • Using intent data to get a better understanding of your expanded audience’s needs 
  • Identifying the right people in the buying group to immediately engage 
  • How to surface the correct buyer in marketing automation and CRM  

Whether you’re launching a new offering or expanding to a new region, going to market is a massive undertaking. If done intelligently, your business can see rapid revenue growth from accounts customers that were previously outside of your prospect universe.

Many B2B marketing and sales teams have found success in executing account-based strategies to rapidly reach a new customer base. But finding the right contacts at the right companies in a new market can be challenging when these teams don’t have access to the types of insights that would allow them to make data-driven decisions around who to target with their ABM campaigns. 

 See how AI-driven insights and comprehensive contact databases can be used to identify your ideal accounts and contacts that are part of the buying committee in a new market.

About Nida Chughtai


Nida leads the marketing efforts here at Mintigo. She brings over a decade of experience running marketing programs, managing marketing operations, and driving growth at SaaS and technology companies. Prior to her current role, she managed marketing operations at Neustar, where she was a Mintigo customer and practitioner. She is passionate about helping companies successfully implement predictive in their systems and workflows, measuring and analyzing results, and enabling marketers and sellers to drive more business with predictive insights derived from AI.

About Manoj Ramnani

Manoj is a graduate of George Washington University’s business school with a degree in Management of Information Systems. He also actively serves as a board member for Duo Education, Center for Advanced Orthopedics (CAO), GymGO and Mobile Spectrum.

Manoj is the Founder and CEO of SalesIntel, a company committed to providing the highest quality B2B contact data on the market. SalesIntel’s research team hand-verifies every contact to ensure 95% accuracy on data. As the CEO, Manoj drives the strategic vision of SalesIntel, establishes and fosters key partnerships, and is building out the executive team that will make SalesIntel the leader of the data sector.

Every company on the planet, whether they know it or not, needs robust data, network, and information security solutions. There’s no protecting their intellectual property, the personal information of their clients, their transactions, assets and their people otherwise.

The universal need for information security presents a major challenge to all infosec sellers and marketers whether you’re a consultant or a household name in security. How do you thrive and separate yourself in a saturated market?

Word of mouth, social connections, old school cold calling and spray and pray marketing – all these only go so far. Everybody is doing them and running into the same dead-end walls.

If everyone is like the cartoon Wile E. Coyote smacked up to the Roadrunner’s fake tunnel then it’s time for a change. It’s time to play smarter. With proper Sales Intelligence, you can dodge the traps that are tripping up your competition and catch your perfect customers.

What Does SalesIntel Offer InfoSec Marketers and Sales Reps?

SalesIntel provides you access to:

  • More than 100,000 information security decision makers
  • Verified direct dials and emails
  • Direct dial numbers for 85%+ of contacts
  • Guarantee data confirmation by a team of human researchers every 90 days

SalesIntel means knowing who your competitors’ clients are and who they’re not. It means knowing which of your prospects are operating on outdated security technology. It means knowing which application suites and infrastructure technologies your prospect already uses in order to make a more informed call or create a targeted, insightful marketing campaign.

It means an understanding of the entire security technology space and the people in the US that are responsible for deciding the security technology their company deploys.

SaleIntel means playing smart.

Imagine having your own intelligence firm like Gartner at your beck and call. Don’t guess if a prospect used Kaspersky Lab based on Kaspersky’s market share. SalesIntel means knowing what exactly tools comprise your prospect’s security tech stack and who within those organizations are responsible for owning anti-virus purchasing from the ground floor up through the CISO.

In the last four months, we’ve published data on more than 1 million information security technology environments and verified the data of more than 100,000 of the decision makers responsible for those environments.

Only with SalesIntel can a security seller depend on fully verified contact data, 85% of data with direct dials and the ability to triangulate decision makers with the security environments in place at their organizations.

Interested in Selling to Security Providers?

What if you’re interested in selling to security providers instead? Only SalesIntel has an industry category carved out that profiles companies that provide information security solutions.

You can identify hundreds (soon to be thousands) of companies in the information security industry with one click. With that data, you can identify the decision makers that are responsible for forging partnerships with other providers. From the CEO all the way down to the influencers that you’ll have to win over in order to get the business relationship rolling, SalesIntel has the full organization picture.

Copy Your Success Again and Again

You already have a CISO or twelve as favorite clients. You’ve identified their needs and figured out the exact technologies they need to address them.

With SalesIntel, you can easily identify thousands of additional CISOs that look like the CISOs you know already.

Using our highly accurate technographic and firmographic data, you can find needles in a stack of needles – like the South Carolina-based transportation services company that has less than 1,000 employees and Verisign installed, or the Colorado restaurant group that uses Symantec to protect itself from threats or the Midwest hospital system that is in desperate need of a more robust solution to protect their patient data.

All of those perfect customer finds are made easy with SalesIntel. You can trust that when you pick up the phone and call, you’ll get your ideal contact on the other end of the line.

We’re excited to release the newest addition to the SalesIntel platform: Upload a List. This feature lets you upload your lists of contacts or companies and compare them with our 95% accurate human verified database.

Now, you can immediately see how much information we have for the contacts or companies that you’re targeting.

When you upload your list to search for contacts we’ll show you the total number of contacts matched, those yet to be verified and how many fields we were able to append to your data. We’ll then give you the option to request verification and download your now human verified contact list with the appended fields.

Our company search is ideal for account-based marketing. We’ll show you how your company list compares with our data under ‘Domain Matched’ and how your list is distributed across levels and departments in the “Contact Info Grid.” Click through to the list of contacts from here to find results. And, you can even run custom searches on an existing list in the side panel.

Start matching your target contacts and companies today with the best B2B Data Available at SalesIntel.

Learn how to upload a contact list here.

Learn how to upload a company list here.

Tired of hearing sales ‘experts’ talk about what works in theory? We are too. The best way to learn is by listening to the actual conversations – not role playing.

Call Camp™ is the only webinar series that breaks down real sales calls like game tape. It’s a monthly free sales coaching webinar, packed with practical advice that goes way beyond the 101 stuff.

Call Camp™ is for sales reps, managers, and leaders who want to improve their call conversion rates, book more first meetings, have a fatter sales pipeline, increase win rates, get cold call sales techniques, and squash churn.

Join the Call Camp™ movement with former sales coach, Steve Richard, as he dissects REAL sales and client calls – to understand what works, what doesn’t, and discover ways you can improve your own results immediately.

Register to Learn

  • Listen to live analysis of REAL calls made by your peers
  • Learn how to use pitch, pace, and tone effectively
  • Identify subtle cues and buying signals
  • Overcome objections like a pro
  • Pique interest with tried-and-true techniques
  • Master the art of effective communication

Your Call Coach: Steve Richards

Armed with more sales knowledge in his pinky toe than most veteran teams – Steve’s passion, mission, and life’s work is to help sales professionals become wildly successful. He knows firsthand how much the quality of conversations matter, yet the profession of B2B sales largely misses the mark on teaching reps how to have great conversations. With over a decade of experience as a sales trainer, Steve will show you firsthand strategies and techniques that work.

Steve has been featured in The Harvard Business Review, The Washington Business Journal, The Washington Post, CNN/Money and is a guest contributor on CNBC. He has also been named one of the Top 25 Most Influential People in Inside Sales by the American Association of Inside Sales Professionals (AA-ISP). He currently lives in Arlington, Virginia with his wife and four children. Together, the family enjoys jogging, skiing, scuba diving, camping and checking out the museums and dining options in the DC area.

When: May 5-8, 2019

Where: Austin Convention Center

Why Attend:

SiriusDecisions Summit is the must-attend event for sales, marketing and product innovators and trendsetters that drive growth in the most well-respected, high-performing companies in the world today.

SalesIntel is excited to be a key part of their theme; TOGETHER: Achieving High Performance by Aligning the B-to-B Revenue Engine throughout our agenda by revealing actionable alignment strategies to accelerate growth.

SiriusDeicions is partnering with their colleagues at Forrester to bring you the latest and greatest insights around what it takes for your business to build a customer-obsessed revenue engine.

This year’s program highlights new, role-based Future Vision sessions, where SiriusDecisions and Forrester analysts are teaming up to provide a first look at what the next three to five years will bring to your discipline. You’ll learn about top trends and opportunities b-to-b leaders need to know so that when you leave the Summit, you’re ready to take action and make the future arrive early for your business.

When we get together – you get more. We are excited to bring you a stronger and larger b-to-b community at 2019 Summit and are looking forward to seeing you in May!

Learn more about the event and register here.

If you’re interested in learning about how our 95% accurate, human verified contacts so you can drive your company growth and revenue, please go ahead and book time with us at the event.

Book Time with SalesIntel

Join us for a wonderful evening of socializing, food and learning.

Manoj Ramnani, CEO & Founder of SalesIntel and CJ Hauptmeier, CEO of KPI Analytics, will be presenting on why concierge service has become essential to marketing teams.

Simply emailing a giant list isn’t going to get you the same level of results as targeted, intentional outreach to decision makers. Your marketing needs to be optimized and targeted to close your accounts and increase revenue. No more throwing names at a wall and seeing who sticks to your sales team.

A concierge service partner is your solution to reaching your ideal customers.

About CJ Hauptmeier & KPI Analytics

CJ has led double digit growth at publicly traded companies, funded disrupters and bootstrapped startups. He increased renewal rates at CA (Computer Associates) by 100%+, grew acquisition revenue and market value by 300%+ at a Deloitte Fast 50 Company and led a startup from less than $1M to greater than $20M in annual revenue.

As CEO at KPI, CJ focuses his team on marketing execution for some of the biggest and highest growth companies in the world including Automation Anywhere, Vonage and Johns Manville.

KPI provides marketing channels, an extensive data network and a lead development platform for B2B companies focused on driving sales in North America.

About Manoj Ramnani & SalesIntel

Manoj is a graduate of George Washington University’s business school with a degree in Management of Information Systems. He also actively serves as a board member for Duo Education, Center for Advanced Orthopedics (CAO), GymGO and Mobile Spectrum.

Manoj is the Founder and CEO of SalesIntel, a company committed to providing the highest quality B2B contact data on the market. SalesIntel’s research team hand-verifies every contact to ensure 95% accuracy on data. As the CEO, Manoj drives the strategic vision of SalesIntel, establishes and fosters key partnerships, and is building out the executive team that will make SalesIntel the leader of the data sector.