The Monthly Intel – Jump to Section
- Message from our Founder
- Upcoming Events!
- Client Success Stories: LSG – 80% Faster Prospecting Time with SalesIntel
- Top Whitepaper of the Month: 4 B2B Video Marketing Strategies You Should Know
- Top eBook of the Month:
- Our Favorit Blogs
A Message from our Founder
Never Miss an Opportunity With Research-on-Demand
Suppose you need to reach the VP of Marketing at Netflix or a regional Manager at FedEx for a sales opportunity. How long would it take your team to find that person’s email addresses and phone numbers?
If you’re leveraging a data provider, it shouldn’t take more than a few moments before you’re back to selling. But what if the target contact isn’t in the providers system? What if the information they have is outdated? How long would it take then and would you be able to even find it? When you’re spending one to two hours finding decision-makers for high priority accounts that’s not so bad, but this is not isolated to one contact, account or even sales rep.
How many prospects does each sales rep have and how many reps are in your organization? This is hours and potentially weeks worth of time spent prospecting that should be spent closing!
While it may seem outlandish to some, ask any sales development rep or account executive and they’ll tell you it isn’t far from reality. This is the reason why companies in addition to using a data vendor will also use some kind of data enrichment service. Other times, they just hire an in-house researcher for the task. If you zoom out you’ll then see the larger redundancy in this picture. To put it bluntly, they first pay the data vendor to get the outdated information and then pay for enrichment to get it updated.
Now, this is not entirely the fault of data vendors either. It’s simply a fact of the industry. No data provider will ever have all the data with 100% accuracy. There will always be gaps and inaccuracies but how they compensate for those haps is what matters.
In most cases, many data vendors do nothing. After you purchase a license and you don’t find the data you need (or if it’s outdated), well, you are on your own. It’s a concern often echoed by customers as well. One of our clients when asked about the reason for choosing SalesIntel, quickly remarked, “the alternative was 3X the price. What if the data wasn’t there?”
That’s the concern we have solved with our Research-on-Demand (RoD) service. Any time a customer doesn’t find the data they need (or if it’s outdated), they can place a request and our researchers will locate that contact information for them. Our clients leverage this by expediting the verification of our 77+ million machine-verified records or by asking the research team to find net-new contacts in a niche market.
For example, if you are building a target list and the contact information of 50 prospects is missing, your team does not have to spin cycles hunting for that information. Simply place an RoD request, and you’ll get the information within hours.*
While we have been offering the Research-on-Demand service since day one, we continue to refine the process, improve user experience, and grow our research team to make it easier to use, reliable, and swift. Currently, we have 1200+ on-demand researchers who ensure exceptionally low turnaround times despite any surge in request volumes.
As for the user experience, it’s similar to ordering UberEats. You can track your data through various stages just like you track your driver from the time they accept the order to when it’s delivered at your door. Accessing quality data has never been so easy and transparent.
*Authors note: Research-on-Demand turn around times vary on size of the request.
To put it all in one sentence, Research-on-Demand ensures that you don’t just get the data we have but the data you need. We know that’s what matters when it comes to leveraging opportunities and why we focus on being your partner in growth.
Upcoming Events:
Unblock Your Sales Team
Ever sit and ask yourself what the heck is going on with your sales team and processes? You’re definitely not alone. Sales managers must constantly work towards creating better, smoother systems while also being the cheerleader to motivate your people. It’s a tall order, but not impossible with the right approach. We hope you’ll join us as Mark Shalinsky, Managing Partner at Data Sales Science, and David Reed, Sales Director at SalesIntel, delve into the myriad of ways sales teams can be blocked and how to combat those issues.
5 Trigger Phrases Every Leader Should Stop Using
One in 10 people are living with a mental health diagnosis, and likely that includes someone you work with or manage every day. The global pandemic, social unrest, strain on the economy, remote work, and everything in between that we experienced in 2020 likely caused your employees to be pushed to the edge of their mental and emotional health, forcing them to tread water or worse, remain stuck in a personal crisis.
As leaders, it’s our responsibility to check in on the people we manage and tune our awareness into the mental and emotional health of our teams. A little bit of knowledge can go a long way in not triggering someone with a mental health diagnosis and putting them in a vulnerable place.
Please join us on April 13th as we bring awareness to and discuss phrases that may seem harmless yet destroy an employee’s confidence.
Selling To Your Install Base: How Customer Experience Helps
Increasing revenue is the goal for all companies, but how do you actually do that? Most organizations will double activity and personnel on the sales or marketing sides to push more leads through the pipeline. While this course of action is good, many fail to realize they’re sitting on a gold mine of untapped buying potential: your customers.
Your existing customers already chose you once. So why shouldn’t they choose you again? Join Ray McKenzie, CEO at StartingPoint, and Chelsea Madden, VP of Success at SalesIntel, to learn how you can effectively target your install base to increase customer retention, customer satisfaction and revenue!
Client Success:
Learn how a leading legal tech company found 80% faster prospecting time with SalesIntel.
LSG is one of the leading legal tech companies that offers enterprise software for insurance companies, third-party administrators, and self-insured companies. They partnered with SalesIntel to improve their prospecting speed and generate high-quality leads.
Read the full story of how LSG found the ideal solution with SalesIntel’s Research on Demand tool and reached a larger audience with less time spent in finding prospects.
Top Whitepaper of the Month:
What you need to know when planning your next ABM campaign!
The two most desirable traits of an Account-based Marketing (ABM) strategies are scale and accuracy. An ABM platform is a game-changing tool that helps you find, engage, and close best-fit accounts and drive higher revenue, enabling you to get the ABM results you want at scale. However, if you’re slightly off target when identifying your Ideal Customer Profile (ICP) or you don’t have accurate data, your campaign will not succeed.
43% of B2B marketers say unreliable data on who to target within accounts is a major challenge for any ABM strategy. Download the whitepaper to learn how to create more focused and accurate campaigns with quality data and ABM platforms.
Top eBook of the Month:
Learn How to Master Selling to the C-Level Execs
The needs of the C-suite are often quite different from other stakeholders. Sellers need to tailor their messages to them accordingly. Executives focus more on achieving the long-term vision of the company than on day-to-day tasks. When selling to the C-suite, your solution needs to address long-term goals.
In this eBook, we will cover the most common (and crucial) challenges sales reps often face while selling to C-level executives.
