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The Aberdeen Group’s recent study deconstructed the best-in-class inside sales deployments, surveying 476 organizations and found that sales practitioners using SalesView outperformed other companies in both performance and the adoption of best-in-class practices (as defined in this Analyst Insight). Aberdeen notes the significant increase in overall sales performance, quota achievement, win/loss and lead-conversion rates when compared to companies not utilizing the application.
Aberdeen cites SalesView’s technology, aggregating sales intelligence from social media and traditional sources, in turn increasing sales productivity and velocity. The study credits SalesView’s CRM integration with providing the following benefits:
- 27% increase in overall productivity
- 32% more sales reps achieve their quotas
- 31% more sales reps see a better win/loss rate
- 18% more sales reps convert leads to the closing stage
According to Peter Ostrow, research director for sales effectiveness at The Aberdeen Group, “Access to sales intelligence, especially when directly fed into CRM/SFA systems, is clearly one of the major enablers for the best-in-class companies in the study. Sales teams who are deploying InsideView’s sales intelligence application are indeed achieving 32% better performance than non-customers, in terms of current lead conversion rates and hitting quota, and year-to-year growth in revenue and win/loss ratios.”
Check out the entire report here.
Interested in learning how your organization can increase sales productivity and efficiency? Of course you are. Tune in tomorrow (Wednesday, 1/27) at 10 a.m. PT/1 p.m. ET for valuable insight from Peter Ostrow, the Aberdeen Group’s sales effectiveness research director. Peter will highlight the results and benefits of SalesView, along with other great perspectives.
The Webinar, “How to Blow Out Your Quota in 2010,” is complimentary and will teach you and your organization how to:
- Achieve an average of 87% overall sales team quota
- Increase average revenue by 17%
- Experience an average of 7% improvement of lead conversion rate
- Raise average selling price/contract size by 45%
Register in advance at http://tinyurl.com/yzm8c7t.
Are you headed to DreamForce next week? The InsideView team will be there, demoing, speaking, and most importantly helping attendees learn more about using social data to drive ROI in their businesses. The show this year is packed with interesting companies, sessions and even fun contests. If you’re interested in the confluence of social media and the enterprise and how it all mashes together at Dreamforce, we’ve gone ahead and picked some of the more interesting ways to fill your Dreamforce dance card.
- Sales 2.0 Night – Get cocktails and network with Sales 2.0 leaders Thursday, November 19th, 6pm – 8pm at the Sculpturesite Gallery – RSVP here: http://tinyurl.com/y8nfbec
- Attend InsideView’s panel “How to Tap into Social Media to Drive Sales Results” Wednesday, Nov 18th @ 3:30 PM, at West Mezzanine 254
- Follow the #DF09 hashtag on Twitter
- Check out some of these cool vendors’ booths: Genius, Xactly, BlueWolf
- Party in the Cloud Tuesday 8-10pm at Two Bar. RSVP here: http://bit.ly/2pCMjV
- Get on the Napa Valley Wine Train: Dreamforce attendees get a special deal
- Enter our contest to win an Aston Martin for the weekend: Register here
- Join the mosh pit at the Black Crowes concert
- Share InsideView’s James Bond-themed Dreamforce video:
You know that guy who selflessly toils away at the grill while everyone else at the picnic enjoys the good food and conversation? That would be our development team. Yes, during the dog days of summer when many of us in sales are enjoying vacations or laying by the pool, the InsideView engineers have been busy manning the grill and serving up some hot new features. When we fired up the grill earlier this month our focus was on making SalesView even smarter and easier to use. The ingredients? First we started with some great user feedback from our growing SalesView community (thank you!) and then we added a little secret sauce from the InsideView team.
Here’s a quick run down on some of the things we’ve been cooking up!
1. Connections Get Kicked Up a Notch
We moved a step closer to perfecting our recipe for connection analysis using what we call entity triangulation. By comparing and merging executive profiles from different data sources, we maximize your ability to leverage relationships. You also get the very best information that sources like Reuters, Hoovers, D&B, and ZoomInfo have to offer — all in one executive profile.
2. Fire Up SalesView Search From Your CRM
Our latest Salesforce mash-up allows you to search SalesView without leaving your CRM. Not finding any search results in your Salesforce? No problem. Use the new SalesView search box in the left-hand navigation to find the company or executive you’re looking for (and export them back into your CRM with a single click!)
3. Capture All the Flavor of Agents in Your CRM
Wish you could easily save the key events and insights found by SalesView’s Smart Agents? Well now you can. Our Salesforce mash-up now allows you to save Agent events as a Task or Note so that you can easily follow up on them. You can also email Agent events to other members of your sales and marketing team without having to leave your CRM.
These are just some of the updates you will notice in SalesView. We’ve also done some great work to make company and executive searches even faster. Check it all out for yourself by logging into SalesView today.
While summer is winding down in most places, our summer is just hitting it’s stride here in the Bay Area. And that means you can look for more great features hot off the grill. In the coming months you will see some great new capabilities related to CRM integration, new content sources, and additional breakthroughs in the use of social media in the enterprise.
For the support staff, each day brings an infinite myriad of support scenarios ranging from “how do I…” to “why won’t that…”
And with such need, it’s perhaps the perfect time to introduce a new feature in the InsideView application. We call it “help.” No it doesn’t stand for anything like “Human Enacted Learning Procedure” (although that did make runner-up in the acronym naming contest) – but rather a usage scenario and use case write-up a la Salesforce.com.
For example, you have already accomplished the basics of adding companies to your watch list and now feel the need to assign your list or yourself to a territory. In the top right corner lies the “help” link. Click it.
A new window pops up (assuming you are kind enough to allow the pop-up window to appear). In this new window is a categorical arrangement of various help-ful topics. You can either choose one of the categories to search OR go search-engine style and do a search.
Searching for “creating territories” we get a list of results. And right there as the first result is “How can I set up my territory?” And if you didn’t notice, helps us explain why we chose to use a free-floating pop-up window… so you can leave it up as you follow the instructions : )
So with pop-up window open, I can follow the instructions to get what I wanted done.
Now granted this little feature isn’t going to solve the worlds hunger problems, but it should go a long way in giving you some level of empowerment for the major and minor tasks that you need done. And of course, if you can’t find what you want with help, we are more than happy to answer your call or email.
InsideView was founded to help business professionals take advantage of the convergence of social media and enterprise applications — or what we refer to as “socialprise“. For several years now our application has been helping you track key business events and relationships across thousands of traditional and new media sources. Today we’re happy to be adding one more voice to the mix with our company blog, The Inside View. The cobbler’s children have shoes after all.
This blog is intended to help you leverage InsideView applications more effectively, gather your product feedback, and stay informed about key industry trends. In the future we will regularly be posting about product updates, new features, tips & tricks, customer success stories, and the evolving business search and intelligence landscape. There’s plenty to discuss about the changing face of sales and marketing, information overload, new search technologies, and the emergence of socialprise applications. And we would love to hear your thoughts!
We have a great team here at InsideView with diverse backgrounds, expertise, and perspectives. You can expect to see many of our team members contributing to this blog. To get things started, I’m Marc Perramond, Product Manager here at InsideView. Lately I’ve been spending most of my time working on SalesView, our flagship business search and intelligence application. We first launched SalesView and the socialprise concept on March 18th.
If you’re not familiar with SalesView, it is a business search and intelligence application designed to provide sales and marketing professionals with real-time, relevant business insights that are aggregated from 20,000+ sources including subscription-based data providers, unstructured Web content, national and regional news outlets, trade journals, blogs, job boards, and social networks. For a better idea of what’s going on “under the hood” you can read about our platform here.
SalesView FREE is currently available as a mash-up for Salesforce.com and SugarCRM. We have also established partnerships to make SalesView FREE available for Microsoft Dynamics, Oracle On Demand, and Landslide Technologies. SalesView PRO and TEAM are available both as an integrated CRM mash-up and as a stand-alone Web application that compliments any CRM. If you’d like to learn more about SalesView, contact us to attend one of our weekly Webinars.
We consider your input an integral part of this conversation, so please don’t be shy with your feedback and suggestions about how we can make this blog most useful to you.
