Lead411 Named Top Performer in Sales Intelligence

Lead411 was named a “Top Performer” by G2Crowd in its recently published Sales Intelligence report. The report compares aspects of Sales Intelligence products to help users select the best product, get the best deals, and set realistic budgets. We were ranked above our direct competitors, which include companies like InsideView, ZoomInfo, Hoovers and Data.com. Our satisfaction score was rated by users at 74, which was the 4th highest overall, and considerably higher than those of our competitors (whose scores were below 45).

In the past year we have made a ton of improvements. We have been working really hard with you to figure out what you need and how we can step up our game. Because of this we have seen a HUGE increase in customer satisfaction and that is reflected in our ratings inside G2Crowd. Last Friday we were notified that we were in the Top 3 of all Sales Intelligence platforms in terms of customer satisfaction in their Best of 2015 User Choice Lists.

In addition, G2Crowd also asks specific questions to any user that is being surveyed across all of the 13,000+ products they track. One of those questions is “How easy is the solution to setup?” – For that particular question we were ranked in the Top 10 of all the 13,000+ products. We are very proud of this as one of our goals is to make it really really easy for people to consume our intel and data. We know that all the intel can be information overload so we want to make it simple to use so they get a quick ROI.

Finally we would like to say thank you to all of our loyal customers AND we want them to know that we are making a commitment to be on top of more of these User Choice lists next year. Our goal is to make you succeed so we are working our *ss off to try and get better leads and better deliverability for you. Here is to a prosperous 2016!

Lead intelligence platform captures job changes, tracks sales champions and mitigates risk associated with losing champions to new jobs

April 18, 2016 — BOULDER, CO. — Losing valuable sales champions to new roles or different companies can lead to customer churn and missed opportunities. Today, Lead411 announced the availability of TrackStar, an enhancement to its lead intelligence platform, which reduces that risk by notifying sales and marketing leaders of position and/or company changes associated with a contact.

“Our business was built on the belief that our customers need a more comprehensive view of their prospect and his business in order increase conversion rates, improve targeting and enhance their existing sales technology platforms,” said Tom Blue, Lead411, CEO. “TrackStar is a vital piece of the equation, shortening sales cycles for marketing and sales teams by enabling them to target champions with whom they’ve previously worked and providing them with the right information about their accounts, at the right time, to build the right relationships.”

About Lead411 TrackStar

  • Integrates with your existing CRM
  • Load your contacts and track the champions and influencers of your business.
  • Maintain and grow existing relationships with your sales champions.
  • Know when your champion is being promoted within the organization or when he leaves to join a new company.
  • Establish new relationships within existing accounts when someone new is hired.
  • Turn losses into wins by being the first to reach out and congratulate a prospect on a new job.

About the Lead411 Lead Intelligence Platform

Context, rather than simple data presentment is what Lead411 provides. Lead411’s lead intelligence platform that combines corporate news, contact data, technology understanding and other information to provide marketing and sales teams with a well-rounded view of the business and prospect. Lead411 is a SaaS-based solution that is available through GMail and Google’s Chrome extension. The information can also be integrated “at the click of a button” with more than 25 CRM/SaaS platforms and other sales tools. Knowledge is power. With Lead411, our customers put that power to work to impact their bottom line.

About Lead411

Lead411 is a B2B Lead Intelligence software platform that provides corporate and contact context to sales and marketing teams in order to increase their lead identification and conversion rates. Lead411’s verified list development technology turbo-charges marketing programs with high quality target lists that are more accurate and reliable than those acquired by traditional methods. With Lead411, customers get accurate contact information and a well- rounded view of their prospect’s business so they can identify the best opportunity to pitch and close deals. For more information or to schedule a demo, please email rtierney@I4mail.com or visit our website at www.lead411.com

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Though many modern marketers and business executives have heard of and understand terms like data analysis, big data, data mining, predictive analytics, and the like; there are still many professionals that have heard the terms, yet don’t understand them.

However, predictive analytics is something that all professionals should strive to understand.

Predictive analytics can offer businesses a simple way to increase revenue while decreasing risks and costs.

Predictive analytics is the use of data gathered through:

  • Machine learning,
  • Statistics,
  • Data mining, and
  • Modeling

… to clarify what has happened in the past. In theory, studying these patterns can predict future behaviors in many cases. However, some experts believe that predictive analytics still aren’t an exact science. Harvard professor Gary King believes that,

“statistical prediction is only valid in sterile laboratory conditions, because the number of environmental variables and human responses to those variables is inherently unpredictable.”

However, criticism aside, results speak for themselves.

Businesses in dozens of industries are seeing results from the study of predictive analytics. It seems studying data can support some degree of future buying behavior and decision-making, though maybe not all.

In addition, as technology becomes more proficient, predictive analytics programs gain increased speed and ability to carry out projects.

A Modern Tool that Greatly Improves the Traditional Sales Process

Most sales professionals are familiar with the traditional sales process. It typically consists of steps like:

  • Gaining product knowledge,
  • Prospecting,
  • Approaching,
  • Assessing needs,
  • The presentation,
  • The close, and
  • The follow-up

Predictive analytics improves just about every step of the traditional sales process except the first step of gaining product knowledge. That, the sales professional will have to complete on his or her own. However, predictive analytics:

  • Gives sales professionals incredible insights on who their best prospects are likely to be,
  • Gives them tips about the most effective ways to approach prospects,
  • Helps them assess a potential client’s needs even before the approach,
  • Tells them what presentation methods will work best with each potential client,
  • Helps them understand when and how to close a sale, and
  • Does a great deal to automate, yet personalize the follow-up process.

In addition, predictive analytics helps marketing and sales teams work hand-in-hand when it comes to making contact with prospects and nurturing leads.

The term “sales approach” has evolved with the changing needs of society. As a result, the way that a salesperson goes about the entire process needs to be revisited. The following 3 tactics will impart some fresh insight on the practiced art of selling, and allow you to create and tailor a more effective, results-oriented sales approach.

Research, and Enlighten Yourself!

In any field, subject, or profession, the more knowledgeable and educated you are, the better equipped you are for success. Sales is no exception to this rule. In the past, the process of selling involved the sales person contacting the prospect via telephone — the tired, well-worn cold call. Business-to-Business (B2B) sales are simply not that cookie-cutter any longer. As a matter of fact, in most scenarios the act of picking up the phone and cold-calling has been supplanted by research and education. Consider the needs of the potential customer before you reach out to them, and educate yourself about their company and their needs. You’ll be doing yourself a favor and greatly increasing the chances of a sale.

Listen More, Talk Less

Contrary to traditional “sales” dogma, it’s far more pragmatic to ask questions of the potential buyer and listen to the answer — in the process increasing your knowledge base about the buyer, while at the same time developing rapport. Asking your B2B lead prospects open-ended questions is a powerful method to achieve the dual goals of avoiding the yes or no answer, while encouraging the prospect to divulge valuable information to you about their needs.

A solid rule of thumb is to talk 30% of the time or less. Strategically guide the conversation where you want/need it to go. This takes some retraining given the firmly ensconced sales habits that involve a great deal of idle chatter, but the results will speak volumes.

Lighten Up with the “Always Be Closing” Mindset

Speaking of entrenched sales “strategies” and ingrained habits, the “always be closing” mindset is counter-productive and outdated. Put yourself in your prospect’s shoes momentarily: no one likes being on the receiving end of a high-pressured, overbearing sales pitch. Instead, how about going with “always be qualifying?” Making an educated call on the prospect’s chances of buying is as simple as qualifying them — which is accomplished through asking productive questions and listening to the answer (refer back to point #2 above).

B2B selling requires you, as the salesperson, to become educated about what you are selling, but also your customer and their needs. Remember that a skilled sales pitch involves more intelligent questions and listening than talking and pitching. Focus on qualifying, as opposed to closing, and your results will reflect the difference.

Big data is this generation’s telephone. It changes everything about our lives, from the regulations we live with, to the charities we support, and even the products we buy. Particularly, big data has revolutionized the way companies think of potential customers. Instead of trying to pull them to the product, companies can put the product where consumers are. Information is the most powerful force in advertising.

If you’re looking for ways to build your customer pool and convert leads into sales, you need to look at what Big Data practices can do for you. Think about how these three strategies could fundamentally revolutionize the way you market and sell.

1) Meet your customers where they are

Your customers no longer need to rely on your company’s advertising to learn about your product. A quick search can put them in touch with all the reviews, comparisons, and information they could want to know. They don’t have to worry about whether or not advertisement is telling the truth. They’re confident in the results of their own research.

Powerful predictive tools can show what customers who are considering your product will look for. Using search algorithms, you can know where your customers are getting information from, and then be there to meet them in those spaces. You can bolster your credibility with potential customers while ensuring they get accurate, honest information about your products and services.

2) See changes in customer behavior as they happen

It’s a nightmare scenario for business owners to suddenly start losing clients. Tracking down the source of the problem is like finding a leaky pipe underwater. Is it marketing? Is it service? Is it pricing? It could be anything, and there’s not time to tinker and figure out. It’s a guessing game where a wrong answer could mean the end of your business!

Big data aims to fix that problem. Seeing in real-time the changes that are occurring in sales patterns can help isolate causes. If a big jump in sales corresponds with a new e-mail campaign, you can see how much of it is coming from the e-mail campaign and how much is changing somewhere else. You can diagnose problems before they get bigger, and ramp up successful efforts before they lose momentum.

3) Build and train your team

It may be hard to isolate what parts of the customer experience are most or least successful at converting leads. Maybe your team has a weakness in retention, but excels in initial conversion. Big data can help diagnose where the weaknesses are with granular precision. If you have a few agents who aren’t “morning people,” but start rocking at 3 pm, big data can show you that.

The data revolution is coming to your industry, and the only question is if you’ll be leading the charge or playing catch-up. Ready to take the big data plunge? Contact us to start filling your sales pipeline, today!