Mastering OUTBOUND Prospecting. Technology Guide

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2 Finding Contacting Monitoring Preparing

3 Find List Building Web Clipping

4 Find List Building Web Clipping Contact Templates Campaigns

5 Find List Building Web Clipping Contact Templates Campaigns Monitor Trigger Alerts Tracking

6 Find List Building Web Clipping Contact Templates Campaigns Monitor Trigger Alerts Tracking Prepare Dossiers News Summaries

7 List Building Triggers Installed Tech Lead Clipping Campaigns/Cadence Outreach system Dossiers Avention Other CallOnTheGo Mobile Prospecting Capture by RingLead ClearSlide Build-in web conferencing, content effectiveness & engagement tracking Companybook True Addressable Market & Mkt Segmentation Datanyze Groove Labs InsideView KiteDesk Social Connections, LiveHive templates and tracking LeadSpace Lead/account enrichment, & predictive scoring LeadGenius Social Connections, & Custom Data Points LeadCrunch Artificial Intelligence ProspectR By Corporate360 QuotaFactory Preview Automated Dialing SalesLoft Salestools.io Social connections ToutApp YesData Social Connections ZoomInfo

8 Here s a scenario. The salesperson has a two hour window to call 50 prospects. 1) Start the CallOnTheGo app on my phone. Manually dialing sales calls is slow, painful, and a mess. Doing this on-the-go is even harder. Taking notes on-the-go only to enter the data in a CRM later is a nightmare. Sales people need a way to call lists of numbers FAST and on the go. Other mass calling software requires being glued to a desk. However, being on the go means their office might be the airport, car, coffee shop etc. Most importantly, results need to be tracked online i.e. who was called, time, date, and whether they were reachable or not. Taking notes needs to be easy! CallOnTheGo auto speed dials lists of people directly from your cell phone while syncing results online to your CRM. So you can connect with more people, faster than ever, while on the go! 2) Select which list to start calling. 3) My cell phone auto speed dials each number & tracks details online in my account.

9 It s easy to find the right companies and contacts by searching the web or social media. Where salespeople get hung-up is figuring out how to contact them. They have to hunt for an on the website, or send an inmail on LinkedIn. What they really need is a direct and phone. That s what RingLead s Capture does. Salespeople can capture one or more contacts and Capture will find and append the phone and along with key company information. The contact details can be easily imported directly into CRM or into a CSV file. Capture entire pages of contacts, or one at a time.

10 Learnmore It s difficult for salespeople to get busy prospects to engage in meaningful conversations. With ClearSlide, salespeople can quickly jump from a phone call to presenting and easily find the perfect materials to present. Live Pitch & Screen Share Share your screen with just one click. No technology issues, no snafus. Pitch Understand when and how your customers interact with ed content. Mobile Stay connected to your customers, your content, and your pipeline from anywhere. Content Management Increase the consistency and the impact of your sales messaging through a single library of approved content. Analytics Gain access to sales activity reporting - see activity reported by company, team, salesperson, or customer.

11 Learnmore Are you spending too much time and money on sales information that does not help you identify net new customers? Are you spending too much time and money on sales information that does not address the bigger problem? THE BIGGER PROBLEM is identifying NET NEW customers. As measured by these symptoms: Struggling to grow Need for net new customers in the pipeline Need to identify niche or unique customers to sell to Desire to identify new markets Companybook is the world's first AI Growth Engine that increases the number of net new opportunities for sales to pursue. We identify your 'true' addressable market by providing company focused searches with instant access to company data sourced from the web. Our Smart Search and Smart Match patent pending algorithms identify previously unknown opportunities in niche and emerging markets.

12 Learnmore Datanyze helps technology provider sales reps answer two critical prospecting questions: "Who should I contact now?" and "What should I say to grab their attention?" By combining data collection and predictive analytics with prospecting tools, Datanyze helps customers build targeted account lists complete with contacts and contact information. Our software also alerts sales reps when a target account has just added or dropped a particular web or mobile technology, so they can respond accordingly with their offer. Datanyze also provides a free Chrome extension that uncovers the technology stack and firmographics of any website.

13 To be successful in Outbound Prospecting, you have to find the right targets and deliver the right messaging at the right time. Each day it is getting far easier to find the right targets. On the other hand, it is still incredibly hard to deliver the right messages at the right time. Often new reps are not sure what part of their message is resonating, and what the common patterns are of both success and failure. When you are always sprinting to get toward your quota, it is hard to pull out these insights and use them to drive a consistent process. This is what Groove will do for you. We capture all the prospecting activities that are happening, help you understand which activities are driving results, then allow you to use this information to create a more repeatable process. With Groove, your reps not only save a ton of time but also ensure they are providing the most possible value to your customers.

14 The #1 challenge salespeople face is a lack of qualified leads. KiteDesk helps to overcome this problem with our smarter sales prospecting software that incorporates clever digital tools, including a Web App, Chrome Extension, and Data Marketplace for providing the right information on prospects at the right time. We believe that information must be used as a sales differentiator. Our breadth of data is wide and meets the needs of thousands of customers across many industries, highlighted by the ability to build hyper-targeted lead lists around your Ideal Customer Profiles. More important than data itself is how it is accessed, then used. Our customers buy us because we help their team FIND leads quickly and efficiently then work those leads in an organized FLOW with a seamless process. Building Lead Lists with KiteDesk is painless. It's also visual and free of laborious steps. In sum, KiteDesk offers a complete prospecting platform, suited for daily sales use. More qualified leads, with less work.

15 Lead conversion is the most inefficient and expensive part of the sales funnel, yet has the highest impact on sales numbers. Increasing lead conversions by just a few percentage points can significantly influence the bottom of the sales funnel. Even with a well-outlined Ideal Customer Profile, B2B companies still struggle with poor quality leads that deliver low conversion rates (industry averages range between 2.5% and 5.5%!). This lends to unnecessarily high costs of acquisition, frustrated sales teams, and missed sales targets. LeadCrunch helps companies dramatically improve sales and marketing conversion rates by providing highprecision B2B leads using Artificial Intelligence. Our platform identifies hidden predictive attributes of your best customers to consistently deliver the best leads for your inbound and outbound sales & marketing efforts. Our self-service platform improves lead conversions by 200%-300% and reduces sales cycles by 15%-25% to accelerate growth.

16 Outbound prospecting shares similar problems to other areas of marketing: My database is a piece of garbage SDRs and sales reps don't know how to qualify and prioritize leads and accounts; they have too many or too few leads or They may be struggling to get started with accountbased marketing Leadspace addresses these challenges head on. Built on a Virtual Data Management Platform, Leadspace helps drive more outbound pipeline through net-new discovery, on-demand enrichment and predictive scoring for both individuals and accounts. Leadspace is trusted by sales and marketing organizations across more than 120 leading B2B brands including Oracle, Microsoft, Marketo, RingCentral and BloomReach.

17 Marketing, Sales and Business Development Reps typically spend 20-30% of their time researching and ing leads. LeadGenius automates those steps in the outbound process so teams can spend more time on revenue-generating activities such as demoing and selling. LeadGenius uses machine learning and a global network of human researchers to identify a client's ideal B2B customers then sort through replies at scale. By combining, lead generation, outreach, and analysis of replies in one platform, LeadGenius makes outbound faster and more cost effective. LeadGenius' SaaS platform can: Build detailed target account lists. Identify accurate contact information for every decision maker in a target market. Add high-value demographic, firmographic and custom data to marketing automation software or CRMs. Easily send hyper-personalized messaging to decision makers throughout the buyer journey. And more

18 It s difficult for salespeople to personally reach out to large lists of prospects and to keep up with the subsequent follow-up attempts. LiveHive speeds the outbound prospecting process. With LiveHive SmartPath automated and call scheduling, sales teams can send out hundreds of s in a single click. Using pre-built templates, sales leaders can be confident that reps are using the right messaging and still give them the ability to personalize templates as needed. LiveHive's Top Prospect Ranking automatically prioritizes prospects based on their engagement. This lets reps zoom in on the best opportunities faster. Research shows that up to 50% of sales go to the first responder. LiveHive lets you respond faster to your trade show leads by automating processes. Sales leaders also can monitor team activities and sales processes in real-time to ensure that follow-up is on track.

19 Corporate360 offers SaaS based marketing data cloud software for B2B marketers to help discover sales leads, ideal buyer contacts, technology installations & competitive intelligence. Corporate360 is a BigData software company offering SaaS based marketing data cloud software to help B2B marketers discover sales leads, ideal buyer contacts, technology installations & competitive intelligence. Our data-as-a-service cloud helps B2B sales reps close deals faster, eliminate sales research, accelerate pipeline creation, beat competition & maintain CRM data accuracy. C360 products can solve many sales and marketing issues, including: 1) finding new prospects 2) finding accounts most likely to buy 3) finding customers most likely to buy more 4) discover competitive intelligence; 5) maintain CRM data accuracy and 6) finding actionable sales leads.

20 Sales reps have too few sales conversations, with no defined process, and very little accountability around their daily process. QuotaFactory Prospecting Relationship Management (PRM) software enables sales development reps and managers to perform, track, and execute all prospecting activities to generate an increased number of fully qualified leads. Our focus is on streamlining sales and marketing workflows to put SDRs in the best position to have more conversations and exceed quota. The platform combines a successful and ingrained account-based sales development prospecting workflow, data fulfillment and management, automated dialing, competitive intelligence and gamification for increased employee engagement. Our objective is to provide greater visibility into the sales process, initiate a higher level of SDR accountability, create a more accurate forecast, and ultimately more closed business.

21 Business Developers have more and more challenging KPIs. In today's sales environment, SDR do not have time to prospect correctly and in the same time are tired of wasting their time reaching out unqualified prospects. Prospecting on social media is great but it takes 40% of sales reps time. Prospecting using lists is very inefficient as it provides poor quality leads with high bounce rates. Salestools.io came up with a solution that uses a complex algorithm on social networks to generate data on targeted profile. SDR can make a search on a very precise niche on professional networks and extract fully their contact information, company details, and so on. Salestools is a cloud based solution fully integrated with CRMs Salesforce, Sugar, Pipedrive and 70 more. Our clients save 45% of their time while sales prospecting and are top performers of their respective sales team.

22 Sales teams suffer from several outbound prospecting challenges including: Inconsistency in the sales process & messaging Need pipeline quality and quantity to hit your number Low rep productivity Lack of visibility & incomplete CRM data These are the challenges that ToutApp solves. When you sales team is communicating, ToutApp helps organize all those different channels, times and methods. Easily define multi-touch sales campaigns across , phone and social media to drive consistent prospecting process that gets meetings and increases pipeline. Directly integrated into Gmail, Outlook, your phone system and your reps calendars, so that they can easily communicate and book meetings.

23 Companies struggle to find target and qualified leads and they are challenged by existing customer and prospect lists that are inaccurate. YesData Targeted Leads Research Company Profiles Identify Key Executives by Title Target New Customers by Industry New Business Contacts YesData makes it simple to search for targeted business leads, get contact names, phone numbers and addresses. Fuel your lead generation program with data on more that 5 million companies with 17 million contacts. YesData Data Append We identify which records of yours have either missing data (i.e. an address) or incorrect data (i.e. the phone number changed). Before any action is taken, you can view your CRM record and our record side by side and choose which data you would like to keep, update or delete. Additionally, you will see which records have been cleaned, which have pending changes, or have not been analyzed.

24 Studies confirm that outbound prospecting works. The problem(s)? Identifying qualified accounts & prospects, researching background information to personalize selling points & accessing the right contact information is a process that wastes a salesperson's most important resource: time. ZoomInfo alleviates these issues. With access to over 140 million professional profiles and 13 million business profiles, ZoomInfo customers consistently realize the potential of outbound prospecting and maximize productivity. How? The professional and company search tool includes over 20 types of demographic & firmographic criteria -- enabling users to identify prospects who match their ideal buyer personas. Even better, the ZoomInfo database has more direct dials and s than any competitors in the marketplace. Additional intelligence provided within profiles include employment and academic history, professional certifications, web references, colleagues (and their information), & more!