SalesIQ by iProfile helps technology sales teams maximize their return on CRM investments and shortens time to revenue by delivering on-demand IT sales intelligence directly in-line with your CRM environment.
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iProfile featured in AllBusiness.com for Lead Gen Best Practices
AllBusiness.com: Email Marketing, Lead Generation Best Practices
By TJ McCue
March 29, 2011
Not long ago, I asked for input from my network about email marketing campaign successes as well as marketing automation tips. I planned to use them in a workshop that Infusionsoft and Lenovo are sponsoring in April, but also to share some of the best ones here.
iProfile (www.iprofile.net), a provider of IT sales and marketing intelligence solutions, came through. They have been using email marketing as a primary source of lead generation for over six years. They found out that when trying a new marketing strategy, you need to measure and go beyond trial and error methods. At the heart of their campaign, it came down to the basics: understand your customers’ needs, focus on quality over quantity, and draw from the analytics. Karthik Rajendran, iProfile’s Vice President of Marketing, elaborated on these three ideas:
Quality Over Quantity. They increased their email blast from 80,000 to 130,000 and saw a marked increase in leads, but they were not necessarily good leads. Taking the time to refine the list and weed out contacts that were not decision makers was worth the time and effort. They saw fewer leads, but had more closings.
Less Work = More Leads. One of their pain points was the web form on the landing page. People were taking the time to click the link, but abandoning the form. A not-uncommon response. Kudos to them for paying close attention to where people were dropping off. Autofill was the answer, increasing conversion by 40%. I liked Karthik’s main point in all this: “If you already have their contact information, why ask them to take the extra step? Kill any redundancy.”
Do Not Ignore Your Data. iProfile’s carrot is three free comprehensive profiles on the IT usage and contacts at major corporations. They previously sent the three most recently updated profiles until they noticed that some were more popular than others. By including the popular profiles in their rotation more frequently, the conversion rate increased by 30%. Give the people what they want is the new mantra!
Overall, the advice here is something any business owner or busy executive can follow. It isn’t always easy to implement, but it is possible if you can stay focused on the analytics results.
Stay current with iProfile Sales Alerts
With iProfile Sales Alerts powered by FirstRain, our customers have access to relevant events, trends, and news on companies, industries and competitors. The service gathers, filters, and analyzes information from a broad range of sources such as SEC filings, press releases, blogs, industry journals, news sites, and local newspapers, filtering the noise for unparalleled data quality.
Now you can access instant updates on your target accounts in your inbox each morning. Sales triggers are delivered daily, automating your account research. Setup is easy: simply select the news and accounts you would like to receive updates on, and FirstRain organizes the information and delivers it to you.
Key Benefits
1. Sales intelligence, delivered. With iProfile sales alerts, IT sales intelligence is delivered to your inbox, making prospecting effortless. Instead of combing through dozens of Internet sources for your prospect research, iProfile provides daily verified updates on your target accounts in a service that doesn’t interrupt your workflow.
2. First to know, first to close. In combination with FirstRain business intelligence, iProfile’s updates now include unannounced management changes and up-to-the-moment briefs the changing relationships between key players in your industry. This is invaluable intelligence that you can use to target new prospects or to help deals survive unforeseen employee turnover.
3. A competitive edge. Receive up-to-the-moment information on competitors with iProfile sales triggers. Be the first to know when your competitor announces a new product, service, or signs a new deal, giving you the ability to instantly adjust your strategy.
Configure iProfile Sales Alerts
1. From the home page, select News Alerts from the left-hand navigation and scroll down.
2. At the bottom of the page, you’ll find My Companies and My Contacts – here you can choose specific accounts and people relevant to you. You can also select a check box and click Remove to delete the company or contact from each section.
3. You have the option to receive sales alerts on specific industries. Simply select the corresponding checkboxes and click Update.
4. Finally, the My Alerts section is where you can choose to receive alerts on all companies or contacts included in your subscription, news breaks relevant to the IT industry as a whole, and whether or not you would like to receive alerts via email. Once finished, click Update.
Research less, sell more with Live Support
According to the 2011 Sales Performance Optimization Survey from CSO Insights, the average sales executive spends 24% of their time researching companies and decision makers. Now, with new Live Support, iProfile has developed a way to ensure that you never have to do research again.
Live Support gives you access to a dedicated research representative 24 hours a day, 5 days a week via live chat. Use it to make instant requests for org chart appends, determine IT deployments, or to get guidance for understanding a target account’s technology initiatives. Best of all, Live Support is available immediately for use with your subscription if you’re a current customer.
Access Live Support:
1. After logging in to the iProfile UI, locate the “Live Support” link in the top right-hand corner of the page.
2. Click on the link and a dialogue box will appear.
3. Type your research request into the dialogue box. A live research representative will be there to assist you.
Selling into the Mid-Market
U.S. Mid-Market companies employ more people than large companies, and account for a third of the U.S. private sector revenue. iProfile has expanded its coverage to include 2,500 North America Mid-Market accounts.
iProfile’s MidMarket 2500 research dataset is designed for technology vendors seeking to drive aggressive revenue growth and market penetration among the world’s largest, most affluent companies and technology buyers.
The MidMarket 2500 subscription provides complete and unlimited access to the 2500 accounts and 100,000 IT decision makers covered by iProfile’s global research team.
Key Highlights:
* Comprehensive worldwide coverage
* Personal “data concierge” service for subscribers
* Reach 100,000 IT decision makers and contacts
* Contact bios, direct dials and emails
* In-depth IT org charts with reporting relationships
* Management bios, interviews and presentations
* Technology budget, landscape and footprint
iProfile Announces First Real Time Sales Intelligence App for Salesforce.com
iProfile announced today the availability of SalesIQ, the first IT focused sales intelligence application for CRM and sales force automation systems, like Salesforce.com.
SalesIQ enables sales managers and their teams to shorten time to revenue and maximize team productivity by delivering real time business information, contacts, connections and sales triggers directly inside the CRM environment.
Using context driven technology, SalesIQ monitors thousands of information sources and combines this with iProfile’s primary industry research, then presents actionable sales intelligence alongside lead, contact or account records in a user’s CRM system.
This method of compiling and delivering sales intelligence enables users to rely on a single source of business information instead of using multiple sales tools or websites.
SalesIQ delivers in-depth insight into the world’s largest global companies including their purchasing and deployment habits, IT decision makers, estimated IT budgets and key sales triggers. Beyond this, SalesIQ automatically maps out IT organizational charts at target accounts and tells sales reps how contacts interrelate so they can drive account penetration faster by influencing deals from multiple angles.
SalesIQ requires no IT involvement or learning curve, can be instantly deployed and is offered in basic or pro editions. Pricing for SalesIQ starts at $129 per month.
iProfile Launches Asia Pacific 400 for IT Sales Intelligence
iProfile has launched of its Asia Pacific 400 edition, covering 400 of the largest companies and their IT departments in Asia Pacific by order of revenue, market share and assets.
Building upon its existing Asia Pacific 200 edition, Asia Pacific 400 has been developed to help technology vendors accelerate their sales cycles and penetrate new accounts in the region by disclosing key company technology deployments, budgets, IT org charts, decision makers and contacts with their known technology responsibilities.
Over 170 technology applications and vendors deployments have been identified using iProfile’s proprietary primary research methodology for companies covered in the research which includes organizations such as Bank of China, Cathay Pacific Airways, Globe Telecom, HSBC and hundreds of other leading corporations across the Asia Pacific market place.