By Pat Hinds,
POIMConsulting Group sales 2.0 process includes market modeling, territory design, sales process automations and sales reporting. The concept of a sales market model is to take a customer list, build a standard data model that include industry, revenue, employees, and geography with our customer allowing POIM to build a customer finger print that identifies the ideal customer. We then take the information and search the POIM database for accounts that fit the profile of the perfect customer allowing us to build a market model that defines existing market share and future market opportunity with high value accounts.
The process of building a standard data model for existing customers and constructing a database to identify potential future customers requires a process of building a list of customers. The objective of the lists is to include as much customer intelligence as possible enabling a scoring system that will help identify the high value accounts. Once we have identified the high value accounts we can start the sales 2.0 process of using information regarding the customer to help tailor our marketing and sales message to be solution-focused.
The concept of an intelligent list is to find information that allows us to build groups of associations; simple groups include information like industry, revenue, location and total number of employees. More detailed information includes associations the company is members of, industry specific websites the company may be listed on, and the company and the overall web presence of the prospect as ranked by Google. If we are able to collect this information on a prospective customer we can now build a scoring system designed to identify accounts that represent a high value, allowing us to prioritize our selling and marketing efforts on these accounts.
Tools that can be use to help with intelligent list building are:
Hoovers – Hoover’s is your one-stop source for comprehensive, up-to-date business information. Through a global database of more than 27 million companies, 33 million decision makers, 600 industries, and 3,000 news sources, you’ll have the most reliable company information available.
InsideView– InsideView is a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity. We were founded in 2005 by pioneers of the SaaS, CRM and Content industries to take advantage of the convergence of social media and enterprise applications.
Jigsaw – Jigsaw is a business directory where you can find contact and company information. Our business directory has business contact information for private as well as public companies. No other business directory provides contacts with both phone and email information.
eGrabber– is a list building software that allows sales, marketing and recruiting professionals to instantly build contact lists from search engines. By intelligently detecting and extracting contact information in web pages, LeadGrabber Pro saves its users countless hours of doing manual extraction.
Topics: Business Intelligence