OpIntel_White_Paper
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The document discusses a new sales intelligence technology called Opportunity Intelligence from InsideView that helps sales reps identify key selling opportunities in real time. It detects opportunities, identifies decision makers, and provides strategic information to close deals. This transforms sales into a highly targeted and efficient process. Traditional sales tools are missing these capabilities and Opportunity Intelligence addresses this challenge by helping reps recognize opportunities and capitalize on insights ahead of competition.
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OpIntel_White_Paper
- 1. Executive Summary Sales productivity solutions such as CRM/SFA and data providers don’t ensure sales performance. Managing pipelines and accessing account data is necessary but not sufficient to sales success. In fact, the extra data entry steps imposed by CRM/SFA can take time away from customer engagements. First-generation sales intelligence and lead qualification tools deliver too much irrelevant information, leaving reps with a big research burden. To achieve real performance breakthroughs, sales must become more quality-driven and less quantity-driven. Reps need a way to rapidly target key selling opportunities and provide the fact- based justifications to close the deal. A new class of sales intelligence technology from InsideView, called Opportunity Intelligence, delivers the critical capabilities missing from earlier-generation tools. Opportunity Intelligence: • Detects and alerts sales reps of opportunities, in real time • Identifies decision makers and your connections to them • Provides the precise strategic information needed to engage and close the sale InsideView transforms sales into a highly targeted, efficient and effective process, and gives sales organizations a decisive advantage in an increasingly competitive marketplace. Conventional Sales Tools: What’s Missing In today’s accelerated selling environment, traditional methods such as cold calling are less and less effective. Sales success has become highly opportunity-based. Maximizing revenue means focusing on the right opportunity, the right offering, and the right call to the right person at just the right time. Traditional sales tools don’t address the challenge. They don’t help sales reps recognize opportunities, identify key prospects and capitalize on strategic insights and connections ahead of the competition. Opportunity Intelligence: Sell Smarter, Exceed Quota. No More Hit or Miss Until now, finding opportunities has been hit or miss. Sales organizations compiled account lists, made large volumes of cold calls and occasionally got lucky. Today, there is a different and far more efficient way to build your sales pipeline. A new-generation sales technology from InsideView called Opportunity Intelligence can rapidly identify opportunities for you-- and deliver the critical information you need to turn those opportunities into deals. In today’s complex and fast-changing sales environment, working harder isn’t enough. To consistently meet or exceed quota, sales organizations have to work smarter–by quickly identifying the best selling opportunities and taking advantage of them before the competition does.
- 2. Introducing Opportunity Intelligence Opportunity Intelligence provides this key missing piece. It applies recent advances in information aggregation, search and analysis to automate the most difficult and time-consuming aspects of the sales process, informing sales reps when and where new opportunities arise, who to call and why. Using InsideView Opportunity Intelligence, salespeople can go straight to engagements and do what they do best: sell. InsideView Builds a Better Pipeline Opportunity Intelligence was technically impractical until now. Recent technology advances and market dynamics have made it possible. These changes include: • Information Aggregation Intelligent aggregation reduces data fragmentation and information overload due to the exponential growth of content on the Internet. • Interchange Standards Data interchange standards like RSS and XML make it possible to aggregate information from many sources in real time. • Relevancy Relevancy filters use proven analytic techniques that recognize patterns and determine meaning in data to identify vital information. • Web 2.0 Social networking and user-contributed content is revolutionizing the way information is shared. InsideView leverages these advances in its proprietary Opportunity Discovery technology. InsideView creates rich profiles on all major North American companies, including their market and personnel data, business news and events, financial filings and competitive information from hundreds of verified sources such as Hoover’s, Reuters and ZoomInfo. Company profiles are continuously updated in real time and enriched with details that give salespeople significant leverage when engaging prospects and customers. Additionally, InsideView monitors the target companies and uses techniques such as language processing and semantic analysis to extract the information relevant to each sales rep in the organization. It identifies top selling opportunities such as leadership changes, new product offerings, acquisitions, expanding operations, and positive or negative financial results. Users choose which events to look for by selecting from a range of predefined Selling Triggers. Users can also quickly create their own custom Selling Triggers. Custom Selling triggers are company- or product-line specific and are based on the individual needs of each sales rep.
- 3. When it detects relevant opportunities and company activity, InsideView notifies users proactively by sending automatic Opportunity Alerts. Sales guidance is delivered through InsideView’s easy-to-use web-based account dashboard. The dashboard is designed specifically for busy salespeople, providing the information they need at a glance. Using the dashboard, sales reps can view Opportunity Alerts, ranked by Selling Trigger activity to highlight the most promising opportunities. The InsideView dashboard also displays details on the target company, key decision makers and business connections that reps can leverage to engage and make the sale.
- 4. For example, InsideView finds decision makers who are linked to your company through your reference customers, boards of directors and current executives. Sales reps can also drill down to research executive biographies, SEC fillings, company news and competitors. InsideView’s prospecting capabilities let users combine traditional search terms describing the company, its market and geography with Selling Triggers. For example, InsideView could find all the medium-sized software companies in a territory that are expanding operations or have made recent acquisitions. This ability to find companies based on opportunities enables far more targeted and effective prospecting than conventional tools.
- 5. InsideView also supports seamless integration with a leading CRM/SFA provider, Salesforce.com, via Appexchange. Overall, InsideView gives sales teams all the information they need to quickly and easily target, contact, engage and sell. Transforming Sales InsideView’s Opportunity Intelligence changes the rules of engagement. It takes time-consuming research and cold calling out of the equation, and delivers big gains in productivity. It enables sales to go immediately to engagements and greatly improves the success rates of those potential deals. It transforms selling from a tactical, reactive process into a proactive, strategic discipline that is more effective and more efficient. InsideView builds a better sales pipeline by locating the best prospects and customer opportunities. It helps sales organizations make better forecasts and increases the number and size of closed deals. It levels the playing field for all sales reps, and closes the gap between the middle 60 percent of reps who are below quota and the top 20 percent who are above quota. These benefits are more than a promise. Companies are already using InsideView with impressive results. One InsideView customer, a top vendor of computer security solutions, estimates that InsideView will save nearly 21,000 hours of research time over the next year, increasing sales by $16 million over that time. This estimate is based on usage by 105 sales reps. In an increasingly complex and fast-changing business environment, sales can no longer get by on cold calls and luck. Successful organizations will be those who are first to see and seize critical opportunities as soon as they appear. By enabling strategic selling, InsideView’s Opportunity Intelligence is positioned to reshape the competitive landscape and become a must- have tool for high-impact sales teams.