Our new Mid-Market Manager  (M3) app enables inside sales reps to sell more effectively with accurate contact info and actionable sales trigger events. Marketing reps can build more effective campaigns & programs with targeted messaging which will ultimately drive more sales leads and new streams of revenue.

M3 users can search 2.5 Million sales trigger events and more than 600,000 contacts aggregated from over 2,000 data sources to quickly build targeted marketing campaigns and sales prospecting lists.  Search results can be narrowed down in the Mid-Market Manager (M3) app from 8,700 companies, 76 industries, one of the 50 United States, more than 30 sales triggers, 600,000+ contacts and date range going back 24 months. The mid-market companies are based in the US and Canada and have revenues greater than $500 Million in revenue.

We are excited to launch a solution to sales and marketing reps that are selling into the mid-market. We’ve also made it easy for them to save sales trigger event and contact searches for easy retrieval and the ability to export information into spreadsheets for data manipulation and CRM integration.

Since the launch of our CRUSH Pro Platform in early 2011, we’re continuing to add to our sales enablement tools and respond to our customers’ needs. Click here to learn more and view a short demo on our new Mid-Market Manager (M3) application.

Trish Ellis
SalesQuest
Marketing Manager
trisha.ellis@salesquest.com

©2012 Sales Intelligence Blog. All Rights Reserved.

Author, Speaker and Strategist Jill Konrath recently did a series of articles whereby she compared sales stories to safari animals.

As she rotated through the giraffes and rhinos, I was personally waiting to hear from the King of Beasts, which of course, finally appeared right on queue:

King of Beasts

And my hunch was right; it was all about being prepared to sell.

About the same time this article came out, Mike Damphousse of Green Leads called asking me how he could use CRUSH data to get a focused list of contacts for his client.  It made me think information gathering is a lot like hunting.

He was about to do some very specific campaigns, drive new leads, deliver juicy appointments and he needed some sales intelligence to get the job done.  First, he needed a list of the top companies who had recently implemented specific SAP modules within specific verticals.  While most companies dwell on the experience of their callers or the level of sales intelligence they gather, Mike was focused on saving time and heading into a fertile hunting ground.  Why not hunt where the most prey are gathered in the first place?

That was just the beginning of the sales creativity.  The next campaign was taking the challenge up a notch.  Rather than focus on technology, he wanted to know how he could get a list of the top Fortune 1000 ranked companies with current and specific initiatives around “Disaster Recovery” and “Business Continuity”.  And while you’re at it, get me only contacts which are VP and Director Level titles in the network and security technology areas.  Wow, now you are talking focus.

Green Leads is clearly a leader in creative campaigns to help their customers find the best, hottest and ready-to-strike leads and sets their clients’ reps in for the killing.

When I asked Mike what differentiates Green Leads from the pack, I was not surprised to hear his response.

• Start with the hottest and best targets
• Go in with a customized approach to each prospect/target
• Qualify and shoot to close

Sounds to me like the right company to engage if you have some sales hunting to do this quarter!

If you want to know more about the CRUSH Data and sales intelligence used in these searches, contact us at www.salesquest.com.

Mimi Evans
SalesQuest
mevans @ Salesquest dot com

©2012 Sales Intelligence Blog. All Rights Reserved.

You often hear about the benefits of IT outsourcing and how it can not only save on money and efficiency but allows the company to focus on their core activities. But in some instances, outsourcing is not always a good thing if it’s not managed properly.

For example, in October 2006, Clorox signed a seven-year, $260 million dollar information technology outsourcing contract with HP. As a result of this contract many of Clorox’s 350 IT employees based at its Pleasanton and Oakland, California locations were laid off, with a handful being moved to HP to work on the Clorox account.

In April 2010, they realized that changes needed to be made. Through this IT outsourcing contract they expected productivity and efficiency to be improved upon and their expectations were not being met.

According to current CIO, Ralph Loura, “We relied on HP for things we shouldn’t have relied on them for. You can take HP out and put in IBM or any other large scale outsource provider; it’s not the specific provider problem, it’s the model. We expected too much out of a single outsource provider. So we elected to restructure the function and bring three key roles in house.”

These roles include:

• The Business Systems Manager’s (BSM): restructured to be more about the client and less about the system. The clients needs have to met and supported.

• The Solution Designer: this group is taking over what the architects were previously doing which was bridging the gap between various applications and their usage in the company

• The Architect: with the new Solution Designer role in place, the architects have more time to research new technologies and organize a long-term vision for the IT infrastructure

With Clorox bringing more functionality in-house and the architect team focusing on new technologies and creating a vision within the IT group, now would be a great time to contact Clorox with your IT solutions. Find out who the key decision makers are with our Clorox CRUSH Report, which includes additional sales strategies, org charts and contact information. For more information visit: http://www.salesquest.com/services/CRUSH-reports/

Trisha Ellis
SalesQuest
Email: trisha.ellis @ SalesQuest dot com
978.749.9999 ext. 105

©2012 Sales Intelligence Blog. All Rights Reserved.

It is vital for sales and marketing reps to quickly and efficiently connect with their top prospects and beat their competition to the sales opportunities. Building org charts can be very time consuming, especially for the Fortune 1000 companies due to their size. But once it’s completed, it’s truly worth it to understand the organizational structure of your prospective company. The ability to navigate the chain of command and understand who are the influencers, champions, and true decision makers is critical to an efficient sales process.

Org charts are great sales tools to help stay organized. Some of the benefits include:

• Finding decision makers faster
• Understanding your target prospect’s management structure
• Knowing your gate keepers, influencers and champions

Buying access to Fortune 1000 org charts will cut months out of your sales process and can possibly make or break your sales career. We publish CRUSH Reports that contain multiple org charts for each and every company. There are at least two org charts in every CRUSH Report to help fully understand the alignment of both the CEO’s organizational diagram and also the CIO’s organizational mapping. For the larger Fortune 1000 companies we also provide org charts on a division and subsidiary level.

Gain trusted advisor status by accessing CRUSH Report org charts and navigate the decision chain like an insider. Demonstrate to your prospect that you’ve done your homework, you’re organized and motivated.

Benefits from buying Fortune 1000 org charts for sales and marketing reps include:

1) Eliminate costly research time

2) Discover sales opportunities before your competition

For a sample org chart go to: http://www.salesquest.com/org-charts/. If you would like to see an entire CRUSH Report including the org chart, please go to: http://www.salesquest.com/demo.

Trisha Ellis
SalesQuest
Email: trisha.ellis @ SalesQuest dot com
978.749.9999 ext. 105

©2012 Sales Intelligence Blog. All Rights Reserved.

We are well on our way into 2011 and marketing plans and sales goals are at the forefront of our minds. Everybody wants to build their customer base, set and achieve sales goals and increase revenues.

Understanding your target market and positioning yourself against your competitors is vital in any organization. Setting marketing goals and sales plan breakdowns can help you to achieve higher revenues.

We have created a marketing plan template that is free for you to download and use. It is targeted at high tech marketing teams to help develop strategies to market technology and solutions to the Fortune 1000 and Global 500 companies.

The marketing plan template is designed to help you prepare and to stay focused on the goals and objective that you want to achieve. By completing this marketing plan outline, it will help you to stay on target and that you achieve the planned results. It also assists in truly understanding your products and prospects and also identifies how you can best support the sales team in every endeavor.

With this marketing plan template, you will cover every aspect of marketing from new product launches and direct sales to planned budget deployment. Additionally, you will be able to drill down into the different areas of marketing including:

➢ Target Market
➢ Competition
➢ Positioning
➢ Sales and Marketing Goals
➢ Direct Sales Process
➢ Advertising
➢ Product Launches
➢ Marketing Strategies

This marketing plan template can also be used to make sure you’re on the same page with your sales team and can use this sales tool to create and prepare seamless presentations. We understand in the marketing and sales environment that having the right tools and information can really help you to escalate goals you need to achieve for the year.

Increase your revenues by downloading this FREE Marketing Plan Template!

For additional free resources, please visit our website: http://www.salesquest.com/resources.

Trisha Ellis
SalesQuest
Email: trisha.ellis @ SalesQuest dot com
978.749.9999 ext. 105

©2012 Sales Intelligence Blog. All Rights Reserved.