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InsideView Announces General Availability of People Insights(TM); Leverages Enterprise-Wide Connections to Build Trusted Sales RelationshipsInsideView Customer, Network Hardware Resale (NHR), Drives Revenue Using People Insights to Assign Leads Based on Enterprise Connections and Insights (February 01, 2012)
SAN FRANCISCO, CA -- (Marketwire) -- 02/01/12 -- InsideView, the only social selling provider to reveal the person behind the contact, today announced general availability of People Insights, a unique sales intelligence solution that combines an enterprise-wide social graph of connections to prospects that leverage a organization's network of customers, employees and executives, a complete social profile of individuals, and sales alerts based on meaningful professional events that can signal sales opportunities. InsideView People Insights arms sales professionals with actionable intelligence from social sources, media outlets, CRM records and relevant personal connections that help to build profitable, trusted relationships with prospects and customers.
Using the enterprise-wide social graph capabilities in InsideView People Insights, Network Hardware Resale (NHR), a California-based provider of networking solutions has changed the way it assigns leads. Sales leadership uses the solution to identify connections between staff members and prospects. Sales professionals are then assigned leads based on professional connections. Unlike territory-based lead assignments, connection-based lead assignments empower sales executives with warm connections or introductions from trusted colleagues. These connections are augmented with sales intelligence from InsideView. The result is stronger sales relationships, shorter sales cycles, and more sales success.
Michael Lodato, senior vice president of sales and marketing for NHR commented: "The days of cold calling or blast emails are over for us. Social connections are driving a fundamental change in the way we approach prospects. Successful sales engagements are based on trusted relationships. With InsideView, my sales team has access to the insight they need about each person in the CRM system. They know how and when to make contact and they are often able to leverage a warm introduction from a colleague on the first touch. We are already seeing results in our bottom line."
Industry research shows that 90 percent of executives never respond to cold calls or unsolicited emails, yet 84 percent will engage with a sales person when they are connected through a friend, colleague, customer, or industry peer.* To turn cold calls into warm introductions, InsideView People Insights includes the following capabilities:
- Enterprise-wide Connection Sharing -- extends connections beyond social networking sites to automatically leverage the network of coworkers, executives and board members, previous employers, and customers. This allows all sales team members, even new hires, to instantly leverage their company's extended network of professional relationships.
- New social content -- content from social sources including Facebook, Twitter, RSS feeds, blogs and other sources creates deeper insights for building profitable sales relationships.
- InsideView People Alerts -- tracks key people across companies and industries so that the sales team is the first to be notified about job changes, news mentions, social media chatter, and other key developments. These alerts are integrated with email and CRM applications so that sales professionals always know the right time to make contact.
"Social media is changing the way successful companies do business by shifting sales professionals' focus to meaningful insights and enterprise connections that build relationships," said Umberto Milletti, CEO of InsideView. "Only InsideView People Insights looks across all relevant touch points and puts actionable insights at the fingertips of sales people. People Insights is one example of how we continue to reshape old-school sales practices and enable sales professionals to quickly build trusted relationships and win more deals."
InsideView People Insights is now available from InsideView and our certified Trusted Advisor Partners. Like all InsideView products, it is integrated into all leading CRM solutions. To learn more about InsideView People Insights, please visit our website.
InsideView, the leading provider of sales intelligence, increases productivity and revenue by delivering relevant business and social insights to the point of need. Our award-winning technology gathers and analyzes information from the most relevant social media, user-contributed and traditional/proprietary editorial sources to provide compelling insights about companies and contacts directly within your CRM, browser, or mobile device. More than 100,000 sales professionals, and over 1,000 market-leading companies including Adobe, AIG, BMC, CapGemini, Experian, and SuccessFactors use InsideView. For more information, visit InsideView.
*Kenan-Flagler Business School, Selling to the C-Suite, published August 2009
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