SalesIntel’s VP of Growth, Jason Hubbard, and ExecVision’s CEO, Steve Richard, presented yesterday on how the proper step-by-step methodology for pre-call research can help you set up to 70% more appointments. It’s one of the key secrets to ExecVision’s success.

Below you can see the slide deck from the webinar and a recording.

We covered:

  • How prospecting is broken
  • The bad research habits sales reps have learned
  • Course correcting with the 3×3 PCR methodology
  • Step-by-step sales instructions for increasing appointments
  • Forging longterm success with PCR
  • Tech options to help your reps save time and book more appointment

About Steve Richard and ExecVision

Steve’s mission and life’s work is to help as many sales professionals as possible become wildly successful. He has been featured in numerous publications including The Harvard Business Review, The Washington Business Journal, and The Washington Post. Outside of work, Steve enjoys scuba diving, skiing, running, and watching lots of football. He lives in Arlington, VA with his wife Ellen and their four kids.

Designed by seasoned sales and customer success professionals, ExecVision is the only conversation intelligence software that was built to empower organizations to coach people efficiently at scale, improving performance and driving revenue.

ExecVision analyzes conversations, providing the ability to identify what was said, the context of what was said, positive or negative reaction, and the phase of the conversation where it occurred. ExecVision then interprets and compares outcomes, giving you insights into what is and isn’t working, differentiating top performers from everyone else.

About Jason Hubbard and SalesIntel

Jason has literally grown up in startups, including helping to grow three top 100 Inc. Fastest Growing Private Companies. Most recently, Cirrus Insight was number 41. He now serves as Chief Revenue Office for SalesIntel.io. SalesIntel is the most comprehensive contact and company data and helps you target your ideal prospects and accelerate revenue growth.

SalesIntel is the top provider of accurate and affordable sales and marketing contact data. With over 2.5 Million contacts and 2.1 Million + direct dial contacts, SalesIntel is your resource for contact data. SalesIntel’s new method is to have every direct dial number and email tested and re-verified every 90 days. Our combination of automation and researchers allows us to reach 95% data accuracy for all our published contact data while continuing to scale up our number of contacts.

Introduction

Welcome to the first issue of the SalesIntel Monthly Newsletter! Every month we’ll share updates from our Founder, Data, Product, and Customer Success teams. We’ll also highlight top salespeople (Sales Heroes) and our favorite blog posts for the month.

We look forward to sharing with you and being a part of the amazing B2B community!


2 Cents from Our Founder, Manoj Ramnani

I have been fortunate to spend the last 20 years in the entrepreneurial space. Especially the last 10 years in the B2B sales and marketing community. Over that time, I realized sales team were at a disadvantage due to poor quality contact data and the enormous expense of sales intelligence platforms.

We launched SalessIntel with the mission to make sales professionals more productive. Our first step towards that mission is to provide high quality and affordable B2B contact data for sales professionals. You normally pay high prices for data that’s only 70-80% accurate and work with difficult and opaque companies, many of which don’t provide any solutions if you are just starting out (yes, not start-up friendly).

The trend for data providers in the past was to use web scraping and automation to build as large of a database as possible. The problem with those strategies was that you got a lot of poor data, as the quality at scale was never more than 70% accurate.

Other providers tried to use researchers to find accurate data, but it’s impossible to scale to the number of contacts needed with researchers alone.

We started SalesIntel with the commitment to provide the highest quality (95%+) B2B contact data on the market at scale. We knew that machines (read AI and automation) or human based processes alone weren’t going to get us to our goal. So we found the recipe to deliver this level of accuracy by combining the power of our proprietary technology with our world-class research team.

The past few months have been a rush of getting teams, data, marketing, and product together to meet our goal of having the highest quality data available. It’s exciting to finally launch the SalesIntel beta!

As we know, data also ages quickly (around 30% annually), so our new method is to have every direct dial number and email tested and re-verified every 90 days. Our combination of automation and researchers allows us to reach 95% data accuracy for all our published contact data while continuing to scale up our number of contacts.

To that end, we’ve built an amazing research team that’s been working better than we could have ever imagined. We’ve already hit 1 Million data contacts and we’re aiming to hit 2 Million by the beginning of October. Our teams are also working around the clock to cross the 5 Million verified contacts threshold early next year.

Our commitment is to offer the best data and productivity solutions, at the best price with the best team. And, we hope you join us for the ride!


Data Gathering Update

Currently, we have 1 Million human verified contacts with a plan to reach over 2 Million by the beginning of October. Over 90% of those contacts have direct dial numbers. We’re the first and only company to provide this level of quality and coverage. And we are just getting started.

Our initial data profile includes 75,000 organizations that comprise 90% of the overall technology investment in the United States, outside of the Federal Government. That number will continue to grow as our analysts add to the database and we work with our clients to address their target markets.

These profiles will include firmographic data around revenue, employee counts, and key buying center locations, as well as industry information including NAICS codes, allowing our clients to more accurately and effectively build out sales territories and manage their named accounts.


Product Update

Last month we officially launched the beta of the SalesIntel web application with a robust search engine and the ability to export to CSV.

We know it’s essential for you to be able to find the exact contact data you need. So you can search by job title, location, industry, company revenue, and more.

Our team has been rapidly iterating on the product and based on early feedback from our Beta community we are prioritizing a Salesforce integration for the app. Soon, you will be able to export records as Leads straight into Salesforce, define de-duping criteria, and select record owners.

While most of us have beach plans for the summer, our data and product engineering teams will be working hard to make sure we bring features that will make the life of sales professionals easier.

Looking at the roadmap for the rest of the summer, we’ll be creating a new Chrome plugin to reveal contact info while on a company’s website and LinkedIn, user alerts for new or updated contacts, and team management options for SalesIntel.


Sales Hero Spotlight

The whole mission of SalesIntel is to make sales professional’s lives easier and to improve the process of selling in the B2B space. To that end, we will start recognizing B2B sales heroes beginning next month, one profile per month. If you know someone who should be recognized, please send us a referral: mailto:info@salesintel.io. If they are selected we will give both of you a free year’s subscription to our Basic Plan ($500/year value).

We’re thrilled to announce today that Company Buying Intel is coming to SalesIntel along with a host of other improvements.

New Feature: Company Buying Intel

We’ve partnered with Owler so you can see a company’s Buying Intel on the Company Page. This includes the most recent information about the company including News, Press, Funding, and Acquisition.

For example, you can see the news that a target company received Series A funding and now would be an ideal time to reach about their new initiatives and goals. Our Buying Intel can help you prioritize and personalize your outreach all while you’re gathering your contacts.

New Feature: Auto Reveal Enabled for Enterprise Customers

We’ve made using SalesIntel even easier. Enterprise users will no longer be required to select ‘Click to Reveal’ to view contact information in the portal. Instead, contacts will be automatically revealed. Note: Exported contacts will still be tracked.

Other Updates and Improvements

  • Internal users with access to all tiers can now export all tiers again
  • Ability to Export Country as Abbreviation in SalesForce
  • Added CSV settings which contain State Abbreviation, Employee Count, Revenue Count export options
  • Added Select All to Industry section
  • Added Contact Count to Contact Intel matrix in the Company page
  • Updated Firmographic section to from sliders to entry fields as seen below

SalesIntel.io and Metadata recently presented on the practical steps to execute a successful ABM pretargeting campaign.

Below you can view the webinar recording and slide deck used.

In this recap webinar, you will learn about:

  • Generating and prioritizing your target accounts
  • Identifying your buying committee and getting their PII (personal information)
  • Verifying your prospects and aligning with sales
  • Uploading precise audience targeting for advertising
  • Planning and executing account-based advertising campaigns
  • Setting up reporting in your CRM to measure and optimize your efforts

Sign Up for Free Contacts

We’re excited to announce that Metadata.io and SalesIntel are working together to help enable your sales reps and master account-based marketing. With the combined power of both apps, you can go from no ABM strategy to getting your perfect prospect on the phone.

Metadata.io analyzes your CRM data with their specialty algorithm to find your best customers, engaged prospects, and fast-moving deals. With all your data, Metadata.io creates your Ideal Customer Profile (ICP) and targets them with ads for you. Instead of having to try and figure out your ideal targets on your own and implement ads across multiple systems, Metadata.io will handle it all for you.

Once you begin seeing new leads come in from your ideal customers, SaleIntel can help you find contacts you need to start conversations with decision makers at each account. Before you even get them on the phone, they’ll already be familiar with your brand from the ads Metadata.io has shown them.

The partnership is a simple way to get the most from your ad spend. Your ads are shown to the best possible prospective clients and then you can use contact data from SalesIntel to help you close the deal once they engage.

We’re hosting a webinar this month to show you how the two work together as well as how you can begin pretargeting your accounts to supercharge your ABM strategy.

Download (PDF, 462KB)

Introducing X-Mode

X-Mode’s goal is to change the way the average consumer views big data by implementing some of the most transparent and user-centric collection methods in the space. X-Mode’s location data platform maps over 15% of the US population monthly by partnering with app publishers to provide monetization and growth solutions. They power attribution and customer segment based solutions for over 25+ companies in ad-tech, fin-tech, market research, and real estate.

We sat down to talk with their Director of Sales, TJ Wilson. Wilson is in charge of finding app publishers who are a good fit to work with X-Mode’s data solutions platform.

Struggling to Scrape Together Contact Info

Before using SalesIntel, X-Mode didn’t have a budget for data collection and couldn’t afford the typical high priced solutions.

“Literally, two or three people or salespeople would have to search and find contacts online,” Wilson said.

The process was slow and tedious. The X-Mode team would have to use LinkedIn requests and scraping the internet to try and find what few contacts they could. It was done purely by grunt work, brute force and long hours. X-Mode was finding a small fraction of the leads SalesIntel could provide.

Why SalesIntel Was Easily Worth the Investment

Wilson was introduced to SalesIntel’s CEO, Manoj Ramnani, by X-Mode’s CEO and began their free trial of SalesIntel.

“I talked to the CEO directly and was sold by him and their head of data science,” Wilson said. “The strongest thing that stuck out to me was the phone numbers. Other services we were considering just didn’t have direct dial phone numbers.”

Other services also didn’t have the contacts X-Mode was actually looking for.

“Everybody has pretty common information [in the data space]. App publishers are a pretty niche market, so it’s hard to find specific data.”

But, SalesIntel was able to work directly with X-Mode to find the data they needed. Instead of having to do follow-up research as they would with competitor data sources, X-Mode could get right to having sales conversations.

X-Mode’s Immediate Results with SalesIntel

After being able to talk with SalesIntel CEO Manoj Ramnani and the data science team, Wilson was impressed by SalesIntel’s customer service.

“It’s a ridiculously good customer experience working with a company and being known on a first name basis and being able to talk to the CEO. That’s the benefit of working with a smaller company. We would share a data task that would historically take us two-three weeks and it would be done by the end of the week.”

All of the contact data X-Mode received fit their specific niche and had contact data on the ideal company positions for outreach.

Thanks to no longer having to do independent research, sales reps now have 25-40% more time to focus on selling, and Wilson expects to see big revenue results in Q1 of 2019.

“The platform is really easy to use. I wish we had SalesIntel earlier,” Wilson said. Because of the high-quality data, amazing customer service, and improved sales productivity, X-Mode expects to see a high return from SalesIntel this year.

SalesIntel.io and Kwanzoo recently presented on how to turn your account engagement into Account Based Marketing sales.

Below you can view the webinar recording and slide deck used.

In this recap webinar you will learn:

  • How prospecting and up-selling into large enterprises has changed with the rise of digital, and account-based (ABM) advertising & retargeting
  • How the B2B buying process has changed in the past year
  • Why you need to source data and engage all the people in your buying groups
  • Why it’s time to think beyond leads and form fills and focus on engagement insights
  • Which accounts and buyers that sales needs to prioritize for outreach every day
  • How to arm your SDRs and Sales teams with key insights and data,
  • How to streamline the whole process with the right ABM data and tools to drive more deals

Sign Up for Free Contacts

SalesIntel is proud to always offer you the best, human verified contact data. However, we have a massive database of machine processed contacts that we’re working through with our research on demand service.

You can now search our machine processed contacts and select contacts for research prioritization.

When looking at or searching for contacts, you will have the option of only viewing human verified or contacts that are still pending human verification. Pending contacts have all been reviewed by our intelligent, machine processing.

When using the SalesIntel web portal, you can see the names of contacts pending verification and request to prioritize your preferred contacts. If you are using our Research on Demand service, you can also select from our machine processed data for our team to verify for you.

If you are using the Chrome extension, you can switch to viewing pending verification contacts to choose contacts to request verification or reveal.

Here you are only viewing human verified contacts:

If you click the button next to Pending Verification, you’ll switch to contacts that have only been machine processed:

You can install our free Chrome extension from the Chrome store.

We’re thrilled to announce we’ve updated the SalesIntel Chrome Extension to provide unlimited, free lookups of contacts!

Everyone can now easily access the full SalesIntel database to find their desired contacts for free while on a company site or while on LinkedIn.

Use cases:

  1. Access verified email addresses and direct dial numbers from your prospect accounts as you travel across the web including sites such as LinkedIn, Facebook, and Twitter
  2. Visit a company’s website and search all the contacts SalesIntel as available by role, department or more.

Example:

You want to talk to the head of IT at Netflix. You visit Netflix, click on SalesIntel.io’s chrome icon, and we’ll show you want SalesIntel.io has for Netflix. You then narrow the contact search from the Chrome extension to IT and Director and the email and direct dial come up for the head of IT. You can then reach out without having to login into SalesIntel.io.

Company Website Search

When you go to a company’s website, we’ll show you how many contacts we have at that domain. For an example company, SalesIntel could have over 100 human verified contacts for you.

Just click the SalesIntel icon to open the window and you’ll see the results! You can even refine your search. Search for someone directly, or by job level and department. Once you’ve entered in your filters hit “apply” and then SalesIntel will show you the data.

Once you’ve found the people you’re looking for, you can reveal their contact information!

Linkedin Profile

The second way you can use the SalesIntel Chrome extension is by searching for prospects on Linkedin. Go to the person’s profile, open the chrome extension and, if they’re in our database, we will show you the contact and give you the ability to reveal their information here as well.

Now you don’t have to rely on Premium memberships or Linkedin In-mails to reach that person for you. You’ll have the contact’s email and phone number to reach out to them directly.

SalesIntel.io and B2B Marketing recently presented why Account Based Marketing (ABM) depends on the right type of B2B data and how you can get it.

Below you can view the webinar recording and slide deck used.

In this recap webinar you will learn:

  • The two kinds of B2B data you need for ABM
  • Why you need both kinds of this data
  • Where to find company information
  • How the buying process identifies the right individuals needed for engagement
  • What contact data you need on these individuals for engagement
  • Where to find the best contact data for ABM

Sign up here to get free contacts for your target contacts.