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With healthcare reforms under way in the US, saying that the healthcare industry is undergoing a sea of change is an understatement! Bottom line – many companies across the healthcare value chain are impacted – be it insurers, technology providers, or benefits firms. For healthcare providers, like others, focusing on finding new growth opportunities and improving profitability through higher productivity are both critical.
Recently, we’ve been seeing tremendous interest in InsideView from companies across the healthcare sector, as they look to boost sales productivity and pursue new market opportunities created by healthcare reform – these include firms in the Fortune 100 as well as emerging technology leaders.
We’d like to thank these healthcare firms for choosing InsideView, and are excited about doing our part for the healthcare industry.
Of course, you need to be an employee so that you get a paycheck to be a consumer 
But the point we’re making is that within today’s enterprises, employee behavior is mimicking Consumer 2.0 – especially when employees learn about and choose solutions for their enterprise. In other words, Consumer 2.0 has led to Employee 2.0 and Enterprise 2.0.
What does this mean to sales and marketing organizations? To sell effectively to enterprises today, you need to understand Consumer 2.0 (aka Customer 2.0) and Employee 2.0 and their buying behavior.
Well, that’s exactly what WageWorks is doing, and winning. WageWorks is a fast-growing market-leader that provides consumer-directed spending solutions to 40% of the Fortune 100. Think Flexible Spending Accounts (FSA), Health Savings Accounts (HSA), Commuter benefits etc.
And WageWorks has been a customer of InsideView, as part of their Sales 2.0 strategy. Thank you WageWorks!
Insideview is excited that Saba Software has chosen SalesView to take their sales productivity to the next level, globally.
Saba software is the market-leading provider of people systems that enable today’s people-driven enterprises. Saba’s customers include global companies in every major industry vertical and over half of the Fortune 100 firms.
We look forward to helping them get there quickly.
InsideView is a hotshot company with a dazzling future. As the leader in sales intelligence and social CRM, InsideView is revolutionizing the way business people communicate. Period. It’s what to say, when to say it, and to whom to say it…compliments of SalesView, InsideView’s killer app.
Having spent many years in Marketing, Sales, and Business Development – I know first hand the advantage of having inside knowledge of your prospects and clients. Sure, there’s lots of info out on the web, but who has time to sift through millions of search results. Time is my most important asset and having the “inside” scoop is my deadliest weapon. SalesView is the best of both. SalesView is the best of both. Critical insight and triggers, right inside my workflow, at the moment I need it. I’d always rather be on offense!
InsideView is growing crazy fast and I can’t wait to propel that momentum with innovative and productive partnerships and alliances. It’s great to be an “Insider”. Join the club – come partner with us! heidi.tucker@insideview.com
The Altimeter Group’s R “Ray” Wang and Jeremiah Owyang recently hosted a Webinar called “Social CRM: The New Rules of Relationship Management.” The discussion revolved around an emerging trend in Social CRM platforms, including the business implications of choosing to acknowledge and interact with your customers rather than allow conversations to carry out without your organization’s knowledge or participation.
At the heart of the Webinar lived the fact that customers are using social technologies to share their voices, and companies are having a very difficult time to keep up. As a result, organizations are turning to Social CRM technologies to engage their customer base in both praise and complaint.
Altimeter defines Social CRM as a means to “understand where, what and which conversations are happening, and how to engage in conversation.” Social networks have become the customer’s virtual soapbox to share all information and commentary about their favorite, or least favorite, companies – a scenario that must be acknowledged and dealt with appropriately by company representatives.
If you are pioneering your company’s Social CRM initiative, or have been tasked with finding a solution for customer engagement, the Social CRM Pioneer Group is a great resource for more information and feedback from experts.
Wang and Owyang point to the importance of “listening before talking,” noting that by doing so an organization can identify top influencers, rank top conversations, prioritize top channels and gauge the tone of conversation. InsideView CEO Umberto Milletti discussed the relevance of listening before talking in a Sandhill article earlier this year, stating “In a prospect-driven buying process, sales reps need to actively listen and develop a conversation with prospects.”
Social media has led to a demand for immediate response – with Social CRM, companies can be among the first to respond to a public complaint, rather than getting lost in the eventual mass of commentary. Look no further than last year’s United Breaks Guitar scenario. Within hours of posting a video complaint about the airline mishandling his musical equipment, millions of viewers had shared the homemade PR nightmare. With an active Social CRM platform, United could have potentially calmed the waters with a fraction of the public interest.
Several additional notes from the Webinar:
- For companies, real time is not fast enough: Companies need to be able to anticipate what customers are going to say and do, in order to keep up. Example: Although Motrin responded to angry moms within 24 hours – it was too slow.
- Companies are unable to scale to meet the needs of social: No matter how many community managers companies hire to support, they’ll never be able to match the number of active customers. They need tools, and they need them now.
- Customers don’t care what department you’re in they just want their problem fixed: Support problems can quickly became a PR nightmare (United Airlines guitar incident) – had the support group known she was an influencer (and what it means), they could service the disgruntled customer better.
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.”
Perhaps the most impressive statistic from the Aberdeen study was this: despite the 2008 and 2009 recession, InsideView customers posted year-over-year gains in quota attainment, revenue, win rates, and lead conversion rates.
While we’ve been able to share individual success stories of InsideView customers, it’s exciting to have analyst research affirm the positive impact that Sales 2.0 technologies like SalesView have on sales organizations in aggregate. 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.
