Yesterday, Demandbase announced the new release of Demandbase Professional solution. Essentially, the release has two major upgrades including advanced web analytics and advanced lead scoring. These are explained in detail below:
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From the sales guy perspective, the sales cycle can often be an exhausting and excruciating road to success. It requires vigilant customer contact, balance between being assertive yet flexible and an exercise of patience. Read more… »
I’m always on the lookout to improve my lead generation process and add to the arsenal of tools for my sales team. So today, I was very keen to get a call from Chris Scarfo from Zoominfo (ironically he has a Linkedin profile but not a Zoominfo profile *grin*.) Chris is pretty much a straight shooter. He got me to try Zoominfo Powersell on a trial basis, with the following goals:
Zoominfo is a business contacts database. The database is generated programmatically through web crawling of press releases, company websites and interviews. The Zoominfo Engine intelligently parses this content and creates profiles about individuals and companies. To see how good it is, I tried a search string of Steve Jobs. This is what I found:
Zoominfo has been able to create over 45 million profiles, its a good source of leads. That’s what Zoominfo Powersell offers. I started on a demo account with it today. I’m amazed to find how easy it’s to extract leads from the web interface based on simple metrics, including:
For example, I searched for contacts in small law-firms in the UK. I filtered it further to only show IT related contacts who have updated profiles. The screenshot below shows the filtered leads. These leads can be downloaded in a CSV format or exported into SalesForce.
Unfortunately, my demo account doesn’t grant me access to the SalesForce widget. But earlier today, I saw a live demo of how it works. It seems very slick. It offered most of the common capabilities through the SalesForce interface. The advantage was that Zoominfo data could be ported without data entry. A feature most sales guys would love.
Since I started using the service today, I’m unsure about Zoominfo’s lead’s quality or resourcefulness as a sales tool. Over the next few weeks, I’ll keep a closer eye on lead performance and conversions. I’ll let my pipeline funnel speak for itself – I’m interested to see how my little experiment with pans out.
(C) 2009 Target Info Labs: The standard for digital marketing, SEO, SEM, demand generation and social media relations.
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10 7th, 2009| 