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Introduction In today’s world of immediate solutions and instant connections, the buyer’s expectations have changed. They want marketing, sales and service to know more about their priorities before talking to them.

Sales reps need a tool that delivers immediate access to targeted companies and contacts so they can sell faster as well as real-time information about the buyer’s business so they can sell smarter.

INTRODUCTING PROSPECTING INSIGHTS FROM DATA.COM

Prospecting Insights is a new feature available with Data.com Prospector that provides sales reps with a range of informative business data and industry intelligence that they can use to engage with potential buyers.

With Prospecting Insights, sales reps can quickly prepare for calls or meetings by using highly relevant information that can be used to guide a conversation.

Table of Contents

03 Sell Faster

05 Sell Smarter

07 Locate Key Decision Makers

09 Know More About the Buyer

11 Getting the Most Out of __ Prospecting Insights

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Chapter 1

Sell Faster According to the 2014 CSO Insights Sales Performance Optimization Study, 21% of a sales rep’s time is spent generating their own leads and researching accounts.

Imagine if that time was given back to your sales teams. How much more business do you think they could sell?

With Data.com Prospector, reps can access over 45 million business contacts and 240 million global companies right within Salesforce - so rather than wasting time searching online or importing lists, they can focus more on selling.

And because it’s the best-in-class business data, reps don’t have to worry about spending their day dealing with outdated or bad leads.

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21% of a rep’s time (1 day/week) is

spent generating leads and

researching accounts

Chapter 1 Sell Faster

Add Targeted Companies to Salesforce in Just a Few Clicks

Reps should start building their pipeline with new, targeted accounts and contacts in the Data.com tab, then use filters (ie. title, department, revenue, employee count) to find the exact results that fit their ideal buyer profile.

ONE-CLICK IMPORT

Data.com Prospector lets users add new accounts, contacts and leads into Salesforce without ever leaving their console - thus, increasing productivity and efficiency. In just one click, selected accounts and contacts can be imported right into a rep’s queue.

Data.com customers typically see a 37% increase in sales productivity because of this seamless workflow.

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Chapter 2

Sell Smarter As soon as accounts have been brought into Salesforce, it’s time to evaluate whether the company is ready or not for a potential purchase.

By selecting the Prospecting Insights button within an account in Salesforce, reps will be exposed to wealth of company information including: financial details, growth percentages, industry details, market landscape and more.

Reps can use this information to determine whether the account is a good financial fit for your products before reaching out.

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See Prospecting Insights in

Action!

Click to Play Video

Chapter 2 Sell Smarter

In-Depth Business and Financial Intelligence

With Business and Financial Details, reps can understand immediately if a potential prospect’s company is the right fit or not.

BUSINESS DETAILS

Business Details provide reps with a basic overview of the company. They can see items such as:

• Company Description

• Tradestyle

• Location Size

• Location Ownership Indicator

• Year of Founding

FINANCIAL DETAILS

Firmographic Details is a rep’s one-stop shop to evaluate the monetary health of the company they are researching. They can understand the company’s Delinquency Risk - a three-tiered grading model (Low, Medium, High) that covers the likelihood that a company will be 90+ days late with payment over the next 12 months. This will determine if the buyer’s company is able to pay their bills or not.

Prospecting Insights also provides growth percentages of the company’s annual revenue and employee count indicating if the company is over or under-performing. This particular component can help a sales rep understand if a company’s growth is heading in the right direction for a potential purchase.

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Chapter 3

Locate Key Decision Makers With Data.com Prospector, sales reps can become the hunters and seek out key decision makers at targeted accounts. And now with Prospecting Insights, they can gain an even better understanding of how the account is structured.

Data.com Prospector, with the new Prospecting Insights information, makes it easy and convenient to discover and import key decision makers right into Salesforce.

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Chapter 3

Business Contacts from Data.com

Data.com Prospector allows reps to skip the gatekeeper and build targeted lists of decision makers by department, title, industry and location.

There are two ways reps can find decision makers or business contacts with Data.com:

1. Add Contacts to Accounts Within an account in Salesforce, reps can enter Prospecting Insights and find the Contacts from Data.com section which gives them a visual breakdown of how many contacts Data.com can provide from that specific account.

The best part is, finding contacts within an account can be accessed from any device with the help of the Salesforce1 mobile app!

Additionally, reps can click a button called ‘Get Contacts’ which gives them access to all of the contacts Data.com has to offer within that specific account. From there, they can narrow their search down by department, title and level to find the right decision makers.

2. Build a Prospecting List in the Data.com Tab

Using Data.com Prospector, sales reps can build a list of contacts based upon multiple criteria including: size of business, location, industry, department, title and level. Once they have identified which contacts fit their target, they can easily select them and add them as contacts to an existing account or as new leads.

Locate Key Decision Makers

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Chapter 4

Know More About The Buyer

According to a study from the Corporate Executive Board, 57% of the buyer’s journey is complete by the time he or she reaches out to sales.

By the time a buyer does contact sales, reps need to be armed with the right intelligence about their business needs.

Prospecting Insights provides best-in-class research from Dun and Bradstreet’s FirstResearch. Their primary mission is to build industry, market and competitive intelligence of over 1,000 industries.

With immediate access to company knowledge, a rep will know more about the buyer before their first interaction.

57% of the buyer’s

journey is completed by the

time he or she reaches out to

sales

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Chapter 4 Know More About the Buyer

Industry Details

Find critical information on more than 1,000 industry segments, including key companies, trends, challenges, and opportunities. Additionally, industry profiles contain critical analysis, statistics and forecasts to help reps engage key prospects, coach key clients, and deepen customer relationships.

CALL PREP QUESTIONS

Quit wasting time on the Internet looking for what questions to ask a client! Prospecting Insights serve reps informative, relevant call prep questions so that they’re speaking the buyer’s language.

COMPETITIVE LANDSCAPE

The Competitive Landscape gives teams top-notch research into recent occurrences and shifts in the market.

TOP COMPETITORS

Prospecting Insights provides reps with hand-selected top competitors to the account they are selling to. This is a great way for reps to keep in mind where their next opportunity may lie in the market.

INDUSTRY TRENDS AND OPPORTUNITIES

Knowing about a industry trends and opportunities is crucial when a rep is inserting their business’s product or service into a sales pitch. Prospecting Insights provides best-in-class research on the latest movements in the market so that reps can build a solid rapport with the potential buyer.

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Conclusion

Getting the Most Out of Prospecting Insights Prospecting Insights has the potential to be a game changer for sales teams. They have immediate access to industry-leading business information and intelligence, all right inside Salesforce.

Used to it's full potential, Prospecting Insights can be a key component in helping your sales team sell faster and smarter.

The following are five easy steps to getting the most out of Data.com and Prospecting Insights:

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Conclusion Getting the Most Out of Prospecting Insights

1. Bring in Targeted Accounts

Use Data.com Prospector to build a segmented list of accounts that are within your target. Filter by location, size, ownership and industry then, select the accounts that fit, and import them into Salesforce with just a few clicks.

2. Evaluate the Business

Within the accounts you just brought in, navigate to the Prospecting Insights button and select it. Take a look at the Business and Financial Details to get a broad look at the company’s business and their financial status to determine if they are potentially ready for a purchase.

3. Get Contacts

If the company seem like the right fit, it’s time to find the right decision makers. From the account, Data.com lets you access key contacts which can easily be imported into the account without ever leaving Salesforce.

4. Learn About the State of the Industry and the Current Market

Build a strong rapport with the buyer by knowing about his or her business more than they do before even engaging with them. Learn about the industry trends and opportunities within the prospective customer’s market and go over some of the call prep questions.

5. Identify Similar Opportunities with Top Competitors

With the help of Prospecting Insights, you can understand some of the key players in the market under the Top Competitors section. It’s fair to assume that these competitors may be your next opportunity as they have similar needs and business structures as the prospective buyer you are selling to.

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THE COMPLETE DATA SOLUTION FOR SALESFORCE CUSTOMERS

Data.com is accessed and updated directly inside Salesforce and is fully integrated within your existing business processes and workflows. So you not only start with quality data, but can

easily maintain it on an ongoing basis, ensuring cleaner data and greater Salesforce adoption.

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Data.com Prospector Build targeted lists of business

contacts and companies from all over the globe - right inside of

Salesforce

Data.com Clean Schedule automated jobs to

cleanse, standardize and enrich leads, contacts and

accounts

SEE PRICING AND EDITIONS

CUSTOMER DATA THAT YOU CAN TRUST If you are a Salesforce customer and want to improve the data quality of your CRM, enhance reporting capabilities and increase sales productivity, then you need Data.com. Data.com delivers premium contact and company profile information, sourced from Data.com Connect and Dun & Bradstreet (D&B), right inside of Salesforce.

The information provided in this e-book is strictly for the convenience of our customers and is for general informational purposes only. Publication by salesforce. com does not constitute an endorsement. Salesforce.com does not warrant the accuracy or completeness of any information, text, graphics, links or other items contained within this e-book. Salesforce.com does not guarantee you will achieve any specific results if you follow any advice in the e-book. It may be advisable for you to consult with a professional such as a lawyer, accountant, architect, business advisor or professional engineer to get specific advice that applies to your specific situation.

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ProductivityImproved Data Completeness

More Sales Opportunities

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