Download the SalesIQ Data Sheet.

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.

Image courtesy of GOOD.is

IBM partnered with GOOD magazine to take a look at how midsize businesses are the cornerstone of economic growth in today’s shaky economy. Data on midsized businesses show that they drive economic growth and job expansion as they grow, and as they challenge larger competitors, they rely on innovation and technology to gain an advantage.

>> Click here to view free iProfile Midmarket IT Sales Intelligence <<

>> Click here to register.

According to the 2011 Sales Performance Optimization Survey from CSO Insights, the average sales professional spends 25% of the workday researching potential prospects. Yet after hours of scouring the web, you still don’t know who the right buyer is and what technologies they use.

This webinar will introduce you to iProfile, show you how to navigate the user interface, and help you understand how to get the most value out of this IT Sales Intelligence solution. Whether you’re a new user of iProfile or just need a refresher, this is a good opportunity to learn about this powerful tool.

Our training webinar will introduce you to iProfile, show you how to navigate the user interface, and help you understand how to get the most value out of this IT Sales Intelligence solution. Whether you’re a new user of iProfile or just need a refresher on how to use it, this is a good opportunity to learn about this powerful tool. Click here to register.

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 triggers, 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.

Click here to register.

According to the 2011 Sales Performance Optimization Survey from CSO Insights, the average sales professional spends 25% of the workday researching potential prospects. Yet after hours of scouring the web, you still don’t know who the right buyer is and what technologies they use.

iProfile will introduce you to our IT Sales Intelligence solution and show you the best ways to:
 
• Find the right IT decision maker by searching for technology responsibility instead of title.
 
• Leverage IT deployment information to target your competitor’s customer base.

• Use real-time sales intelligence to be the first to act on new opportunites.

Our training webinar will introduce you to iProfile, show you how to navigate the user interface, and help you understand how to get the most value out of this IT Sales Intelligence solution. Whether you’re a new user of iProfile or just need a refresher on how to use it, this is a good opportunity to learn about this powerful tool. Click here to register.