Check out our new eBook with Jill Konrath

jill konrath

jill konrath

After talking with Jill Konrath recently I realized we needed to boil down EXACTLY what we provide. There are a number of features and data points that make us different which is great, but what does that GIVE our clients? What are the real benefits?

Jill mentioned something “sales context” which I was drawn to and then that was morphed into “Intelligent Conversations.” We ultimately agreed that Lead411 was providing our customers the ability to really understand their prospect’s needs and wants. Understanding those needs help them talk intelligently to their prospects and helps them focus on what really matters to them. “According to Forrester Research, executives state that 86% of the salespeople who called on them weren’t prepared to have an intelligent conversation on their initial meetings.”

Because Jill is an award-winning author we asked if she would write an eBook based on this subject. We now have this book available via a download on our home page. It is beyond awesome. Please check it out when you can!!

Download eBook here

Join Us @ Sales Velocity Dreamforce!

Dreamforce15Are you going to Dreamforce? We will be there and are sponsoring an event called “Sales Velocity” on September 15th. Learn how to close faster by listening to the following Sales Legends speak…

Jill Konrath
ill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. Jill is a frequent speaker at sales conferences and kick-off meetings. Sharing her fresh sales strategies, she helps salespeople to speed up new customer acquisition and win bigger contracts.

Trish Bertuzzi
Novelist Jonathan Franzen said, “One-half of a passion is obsession, the other half is love.” With that in mind, ask anyone who’s met Trish and they’ll tell you – she is passionate about inside sales. Trish often remarks how lucky she is to work with an amazing team at The Bridge Group, helping sales and marketing leaders make the big decisions: on implementation strategy, performance improvement process, supporting technology, and metrics and measurement.

Kraig Kleeman
Kraig has shared the stage with George W. Bush, Tony Blair, Guy Kawasaki, Jeffrey Gitomer, Steve Young, Philippines President Benigno Aquino, Kevin Noe and other brilliantly accomplished professionals. Kraig founded Express Direct and grew annual revenues from $0 – $25 million in less than four years prior to engineering the sale to a west coast technology company.

Aaron Ross
Aaron Ross is the #1 best-selling author of Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of (called by many people the “Sales Bible of Silicon Valley”). His consulting company, Predictable Revenue Inc., helps companies with sales teams double or triple their growth.

Steve Richard
Steve Richard is Co-Founder of Vorsight, currently #2477 on Inc. Magazine’s list of the 5000 fastest growing companies in the US. Steve has been featured in The Harvard Business Review, The Washington Business Journal, The Washington Post, CNN/Money, and is a CNBC guest contributor. As co-founder of Vorsight, Steve’s goal is to arm talented sales professionals with real life tools, tips, tactics, techniques, and templates to successfully secure sales meetings with senior executives.

Jim Dickie
Jim Dickie is a Managing Partner with CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. He has over 29 years of sales and marketing management experience.

Andy Paul
Andy is passionate about helping sales teams and salespeople accelerate their sales. He is also the author of two bestselling books about sales acceleration…
1) Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions
2) Zero-Time Selling: 10 Essential Steps To Accelerate Every Company’s Sales

Register here….


SugarCRM + Linkedin + Lead411 + Integration

Sales and marketing is not just about leads, contacts and more revenues. It is also about speed. How fast can I get data from here to there. This year we have grown our customer base by 50+%. Some of these customers are more sophisticated than our previous customers and they are asking for more developed features.

One thing we have been regularly asked about are integrations. How can we get the Lead411 data, emails and contact information into our CRM or other sales automation tools with little amounts of work? We recently integrated with a ton of new tools and we also have created a new chrome extension that can pull data from different web pages… a company’s website, linkedin, etc. On top of that we can we verify work emails using different methods. This new plugin works as a connector to all of the different programs and data that is available on the web… Please see our video below.

Be sure to take advantage of our People/Company API!


Lead411′s Company Search API

Our People and Company API is not something we actively promote, but more and more people buying our service just for the API. It particularly helps with your inbound leads and lead scoring. Let’s say you have a new lead that comes into Salesforce or into your marketing automation SaaS. Use their email address to call our API and find out more information about the person and the company. What is this person’s phone number? Which technologies do they use? How big is the organization? All of this info is included. You can also search by domain or specific technology.

If you are Enterprise user you can start using it today with unlimited calls – Request API Access on this page –

Lead411 now integrates with Insightly

Insightly has been growing quite fast and because of that we have been getting more and more requests to integrate with their CRM solution. So we decided to listen to you and we have now made that integration possible. Please see below for a quick video on how to push data directly into their system. Let us know if you have any questions or suggestions on how we can make it better.

Lead411 partners with ToutApp with their new Tout Connect

If you haven’t checked out ToutApp please do. They are changing the game with their easy to use email sales acceleration platform. We often get customers asking for better analytics and an easier way to send out their sales emails which we always refer to ToutApp.

Recently we decided to integrate with their tool so that our customers can quickly push out prospecting emails and campaigns directly from our site. This is part of their Tout Connect API which officially launched today… see Forbes article.

The Tout Connect API has a lot of great features and we have integrated some of them already. If you notice below you will see that within Lead411′s company profiles and Lead411 searches you will see an export button to push Lead411 data directly to your Tout account.


For more information on what Tout Connect can do for you see their info page here.

Lead411 Study: Increase sales by 86.41%

Before Lead411 I co-founded an IT recruiting firm based in California called BlueChip Resources.   My primary task was to find tech companies to use our recruiting and staffing solutions.  After prospecting a few months I noticed a pattern with the companies that signed with us VS. the ones that didn’t. 80-90% of the companies who needed our services were really booming… they had raised VC financing, opened a new office, hired a new CTO, etc.  Of course, I changed my process and only pitched to these hot companies.  This made my close ratio go up about 200% to 400%. This is how Lead411 was created.  I knew that this was a method that everyone should use.  It makes sense if you think about.  If a company is flat or going downhill they normally tighten their purse strings.  The opposite is true for a fast growing company.

We recently sent a survey out to our customers to find out the ROI they get from targeting companies using our news events.  Here are the results.


To join Lead411 please go to our signup page.

Study: Save 1.5 hours a day

You want more time during your day… So do we! If you are a sales pro and any professional that is in charge of getting new customers we know that you spend A LOT of time researching prospects, finding contacts, deciphering email formats, etc. But how much time do you really spend on sales research? We decided to do a survey of our current clients to find out how much time they currently spend on sales research and how much time they previously used to spend before joining Lead411. Here are the findings…

#1. On Average our customers USED to spend 2 hours & 56 minutes a day on sales research.


#2. On Average our customers NOW spend 1 hour 19 minutes a day on sales research.


So, on average, each one of our customers saves over 1.5 hours each day on sales research. While that is definitely a strong amount of time savings our goal @ Lead411 is to make YOUR research time even shorter. The new data/features coming over the next few months should really help. In addition, please make any data and feature requests when you can.

To join Lead411 please go to our signup page.

Dreamforce Cheatsheet for Sales Pros

dreamforce_banner_1200x300 (1)


Attire: Business casual – Don’t forget to wear comfortable shoes.

Weather: San Francisco 10-Day – It’s usually awesome in October.

Getting Around: Dreamforce Travel MapUberLyft

Dreamforce App: iTunesGoogle Play

Business Card Scanner Apps: EvernoteFullContactCamCard

Best Parties for Sales People (Full List of Parties)

Dreamforce Welcome Reception
Mon 6:00 PM
Moscone North (map)

Mon 6:30 – 9:30
ThirstyBear Brewing ( map )

Dreamforce SMB Party (RSVP)
Mon 8:00 PM
Jones Bar (map)

InsideView (RSVP)
Mon 9:00 PM
Novela SF (map)

Dreamforce w/Bruno Mars
Tues 6:30 PM
Civic Center (map)

Yesware ( RSVP )
Wed 7:00 PM
The Box SF (map)

Live Coverage from the Pros

Follow this list I created of all the top Sales Influencers… includes @benioff, @jillkonrath, @iannarino, @sales4_startups, etc. – Full member list here.

List of “I Must Go” Sessions

MegaTrends: Shaping the Future of Sales: McKinsey
McKinseyMonday, 10:00 AM – 10:40 AM
San Francisco Marriott Marquis – Yerba Buena Salon – 7 ( map )
Join us to learn what significant trends are impacting sales organizations today, how companies are taking advantage of the trends to drive efficiencies, and to gain competitive advantages. Hear from McKinsey thought leaders, Hugo Sarrazin and Lareina Yee on the latest insights on sales transformation trends, best practices, and greatest growth opportunities.

Predictable Revenue: How To Crush Your Sales Goals
aaron-rossMonday, 1:30 – 2:10 PM
The Westin St. Francis San Francisco ( map )
Aaron Ross, a former Sales Director at, helps companies speed up revenue growth and get off the revenue rollercoaster. There are lots of nice ideas that can help you improve sales by 30% – but join us to learn about what “big, few, best” ideas can make a 300% difference…(although many executives will hate one of them). Aaron is the author of the #1 best-seller Predictable Revenue.

5 Strategies Sales Leaders Use for Results
Hunter-RowleyMonday, 2:00 PM – 2:40 PM
San Francisco Marriott Marquis – Yerba Buena 7 ( map )
Join Mark Hunter – The Sales Hunter & Jill Rowley, Chief #SocialSelling Evangelist, as they share how successful organizations develop key sales strategies that eliminate missed targets. Chief Sales Officers and sales leaders focus on 5 primary targets that drive them to hitting revenue goals — driving objectives, growing the pipeline, realistic forecasts, sales team effectiveness and emerging of social in building strong customer relationships.

Inside Sales and Social Selling for Extreme Results
krogueMonday, 3:30 – 4:10 PM
The Westin St. Francis San Francisco
( map ) was just ranked #1 in the world for their Social Selling Index in the Top 500 Growth Companies by Deloitte. Join Ken Krogue, author of the #1 Inside Sales blog and recently ranked #2 in Social Selling by Forbes and Huffington Post, as he discusses the convergence of inside sales and social selling. Discover the research, tips, and best practices his company is pioneering and observing in the top sales forces in the US and globally.

5 Strategies to Make You More Productive: Lori Richardson, Score More Sales
lori-ambroseTuesday, 9:00 AM – 9:40 AM
San Francisco Marriott Marquis – Nob Hill A,B,C,D ( map )
Need more time? Ever lose a sale or customer due to poor follow up? Do you find it challenging to manage and prioritize all of your tasks? Wish you had more ‘face time’ with prospects, customers, and your sales team, and less ‘desk time’ playing catch up? In this fast paced interactive session, learn the top five strategies guaranteed to reduce the stress that results from poor planning and start generating meaningful, long lasting results every day.

Social Selling: A Live Conversation with Jill Rowley and Koka Sexton
Screen Shot 2014-10-01 at 1.07.27 PMTuesday, 4:00 PM – 4:40 PM
San Francisco Marriott Marquis, Yerba Buena – Salon 4,5,6 ( map )
Your sales team is on the brink of EXTINCTION. They’re being replaced by search engines and social networks. It’s time to adapt or be replaced. B2B buyers are anywhere between 57%-70% through the buying process prior to engaging with sales. Your buyers are having a learning party without you. Meet the Modern Buyer. They are digitally-driven, socially connected, mobile, and empowered with unlimited access to information and people. Is your sales team prepared?

#1 Competitive Edge in Today’s Sales World: Jill Konrath & Panel
konrath-etcWednesday, 9:00 AM – 9:40 AM
San Francisco Marriott Marquis – Yerba Buena – Salon 7 ( map )
With today’s escalating buyer expectations and ever-changing business environment, it’s tough to stay at the top of your game. Jill Konrath, author of Agile Selling and SNAP Selling, kicks off the session with a focus on the singular skill that virtually guarantees a successful career. The conversation continues as a panel of leading female sales experts (Josiane Feigon, Joanne Black, Trish Bertuzzi, and Debra Walton) share fresh strategies you can leverage to develop individual and team mastery.

5 Mission-Critical Requirements to Establishing Value & Increasing Revenue
Ian-HunterWednesday, 11:30 AM – 12:10 PM
Palace Hotel – Ralston Ballroom ( map )
High-profile sales influencers Mark Hunter, The Sales Hunter, and Anthony Iannarino, The Sales Blog, (both Salesforce sales expert bloggers) will present on the five mission-critical requirements in today’s complex, commoditized world of selling, focusing on defining value that is differentiating, which allows your prospects to fully recognize the outcomes you’ll deliver, and capturing the maximum amount of revenue and profit in a overly price-sensitive economy.

Triple Your Revenue with a Dedicated Sales Development Team
All-4Wednesday, 2:00 PM – 2:40 PM
Palace Hotel – Grand Ballroom – Rose ( map )
Join moderator Kyle Porter, CEO of SalesLoft, and panelists Trish Bertuzzi, Craig Rosenberg (co-founder at TOPO and The Funnelholic), and John Barrows (JBarrows Sales Training) for a lively discussion about sales development. These panelists and moderators have worked with hundreds of companies as they implement specialized prospecting (sales development) teams.

Want More Dreamforce Content?

Check out InsightSquared’s Dreamforce Sales Hub.

Sales & Marketing Content that Doesn’t Suck

“According to a 2011 study, on a typical day, we(Americans) take in the equivalent of about 174 newspapers’ worth of information, five times as much as we did in 1986.” Source: New York Times

That statistic makes me tired just looking at it. The real downside of the content marketing explosion is all of the noise. It can be a real time sink. For example, look at this post – “50 Marketing Blogs You Should Read Every Day” – What?


To combat the info overload it is important for you to narrow down your reading to only the best content. The people & blogs you follow should not only be well-informed, but they should also be thoughtful posters. People that tweet too much or have too many self-serving posts can be a real time sink. Here is a list of Sales & Marketing pros that provide quality content that is not exhausting.

Rand Fishkinrand fishkin faceCEO @ Moz
If you haven’t heard of this guy you must be new to marketing. I saw him speak for the first time at SMX in 2008 I think. Articulate, well-read and understands the value of quality over quantity. I pretty much read anything the guy writes or posts.

Ken Krogueken-krogueCEO @ InsideSales
Ken is a great guy to follow. His sales-focused SaaS company is exploding. He seems to post about 2 times a day and they are usually interesting. Topics include Sales, Marketing and Entrepreneurship.

KissMetrics Blogkissmetrics logo@KissMetrics
I follow @neilpatel and @hitenshah as well as @kissmetrics, but I pay more attention to the KissMetrics tweets as everything they produce is more relevant to me. I mostly like their conversion and SEO content. Lead411 is also a customer of theirs. It has been great tool for us.

Sales4StartupsSales 4 Startups
This is a great resource to find out more about other sales startups and tools. I recommend just signing up for their newsletter to get their new posts over using their twitter feed.

Danny BrownDanny Brown Author/Blogger
I just came across Danny recently and really enjoy him… Everything is well thought out and focused. This is probably the highest quality content you will read. I wouldn’t just follow him on Twitter though – I would also signup for his RSS feed so you don’t miss any of his posts –

Jill Konrath jill konrtathSales Author
I follow Jill as she is probably the most social Sales personality out there. I haven’t read any of her books, but she is a good person to follow to know what is happening in the sales world.

Unbounce Blogunbounce logo
I don’t follow @unbounce on twitter. I just subscribe to their blog. Their posts focus on their niche which is conversion optimization and a/b testing.

Kendra Leekendra leeCEO @ KLA Group
Not as well known as Jill Konrath and Jeffrey Gitomer, but she produces some excellent sales and lead generation content. She is probably less well known because she is busy running her lead generation firm KLA Group.

MarketingProfsmarketingprofs logo@marketingprofs
I love statistics. While reading a specific story on how a company was able to grow their business is interesting to me, knowing what works for a lot of businesses is even better. I use MarketingProfs to see which tactics are working and which ones aren’t.

B2B Lead RoundtableB2B-Lead-Blog
This B2B lead blog is heavy on statistics similar to MarketingProfs. I read everything they send out. I also follow @brianjcarroll.

If you have some other people/sources you feel produce great sales/marketing content feel free to add them in the comments area.