RampedUp provides API Access for many of our solutions.
RampedUp provides API Access for many of our solutions.
The Complete List of Eloqua – Oracle B2B Marketing Cloud – Customers contains 1540 Companies. Data includes: HQ Name, URL,
Description, Address, Phone, Industry, Employee Size, and Revenue. We also have other platforms such as Pardot and Marketo. Decision Makers available upon request as well.
Account Based Selling Starts with Accounts! RampedUp provides an Account Search Engine to uncover installed technologies like Marketo along with the ability to find trigger events and decision makers at these companies.
Account Based Selling empowers reps to invest the time and energy needed to create meaningful content for their targeted accounts. Successful sellers use this newfound empowerment to tailor messaging that results in action. Unfortunately, too many sellers used canned / boilerplate content focused on the achievements of their own company that they never see any results. Try these three ideas to break the ice on your next demand generation campaign.
Using any of these tricks will improve the performance of your demand generation campaigns but using all THREE will show the best results. Here is an example of what that would look like.
As the VP of Sales at Tellio, I am looking to get 15 minutes of your time to discuss improving seller results through Account Based Selling tools. If this doesn’t fall under you directly, perhaps you could forward me to Jane Dixon in Sales Operations.
I recently saw where Tellio has a new product line helping HR professionals, complimenting your already strong presence with Finance. RampedUp has helped similar companies in the Human Resources space such as Ceridian and Workday by improving seller productivity by 27%. How? We provided company, customer, and contact details all inside of the account record in Salesforce.com. Now sellers don’t have to search for time-consuming sales data outside of their CRM.
Again, if you are free for 15 minutes next Tuesday afternoon then I can share in greater detail.
This brief video explains how retaining the details around your closed won deals can create the building blocks of an Account Based Sales Organization.
First and Foremost, What is GDPR?
The GDPR protects most European citizens from unwanted electronic solicitation. The law attempts to put the onus on the advertiser or company to gather the express consent of the consumer to receive their solicitation. A couple of highlights of the law taking effect May 25. 2018.
Sales people will need to follow the letter of the law when soliciting European citizens but there are some nuances that make selling and marketing different pursuits.
If you are unsure who inside of your database are subject to this new law, RampedUp offers an Account-Based Readiness Report revealing the contacts that need opted in consent. Please be mindful that consent cannot be sold from a data vendor to customer – so the responsibility of gaining consent is on you.
A recent study by Captivate Network found that workplace productivity takes a 20% hit during the summer months. The study also found that attendance decreases by 19% and projects take 13% more time to complete. As sellers – this usually results in decisions being put off until after Labor Day or unrequited correspondence as our deals bake in the hot sun.
If you feel the pains of the summer sales slump – then try some of these ideas to help overcome them:
At RampedUp – we feel the pains of the summer sales slump just like you and have created some of these tactics to help overcome them. We are unique in the fact that we can help expand buying committees, provide competitors, connect with people in the Southern Hemisphere and identify old contacts at new companies. That is why we created the tool however – to help get sellers RampedUp – no matter what time of the year.
Sales Tech – The advent of tools like Outreach.io have automated demand generation to the point of absurdity and our buyers are the ones pushing back. Robo Dialers and Automated Emails have put up a wall of resistance that is hard to overcome with traditional techniques. The result, silence.
GDPR – As of May 25, 2018 – the game is changed. Companies must obtain the opted-in consent to email buyers in most European countries. Canada has CASL with many of the same concepts of limiting solicitations. This is certainly a blow back to the above statement that it is just too easy to blast a batch of emails.
LinkedIn – It was bound to happen, Microsoft has its fingerprints all over LinkedIn. I receive just as many unsolicited InMails as I do Emails that are trying to be authentic, but I have a trick. I put my first initial in my name (M.) that is captured in a bulk send as M. Scott for my first name.
Artificial Intelligence – AI presents itself in sales in the form of automated web chat, emails, or voice mails. One of our clients has created an AI for sales management – so it isn’t just the front lines. If your job can be done by a robot – then you need to focus on the piece that cannot as this functionality grows.
Outsourcing – When I receive calls from what I think is San Francisco, Boston, or New York I get a excited (415 / 617 / 212 area codes) However, when I hear a delay and someone from a what sounds like an obvious call center asks if M. Scott is available I realize I have been duped. My guard is obviously up for the next call.
Too Much Information – Sales people provide demonstration, pricing, use cases, and competitive differentiation as a value-add in the sales process. Today – almost all of this can be found online. Just search YouTube for a product demo, the website for customer and pricing data, and G2 Crowd for competitive details.
On May 3rd, 2018 Salesforce.com will discontinue selling Data.com Connect – you can read more about the product retirement here. As a result, RampedUp.io is honoring all Data.com credits for existing customers. Please email email@example.com for more details or register for our webinar to hear some alternatives for salesforce.com customers.
The question on most account-based sales and marketing professionals however is why. Data.com was making money for Salesforce.com so why turn that revenue away?
In 2010, Salesforce.com purchased Jigsaw for $142,000,000 thus creating Data.com. For those of us around during that time, Jigsaw was a wonderful tool used by so many sellers to democratize contact data. The crowd sourced data model worked because there really was no other alternative aside from compiled sources built from tradeshows, tax or mailing records. I could exchange my records for another’s records and we would both be the better for it.
In conclusion, data.com was a wonderful tool that outlived its usefulness. Crowd-sourcing was surpassed by social sourcing as the best methodology, mass mailing was surpassed by account-based selling in terms of effectiveness, and lastly marketing automation surpassed CRM as the database of record for most organizations. Now with the GDPR looming – its on to the next chapter of Salesforce.com.
Let us introduce you to Account-Based Selling!