Serving up leads and sales is easy with the right sales intelligence. Knowing what you want in a platform, however, can prove to be a bit more challenging (think trying to take down Serena Williams or Andy Murray: Not an easy task!). We thought we’d break it down a bit, giving you the top four tips for finding your must-have sales resource.
Human-verified data
While a machine can serve you tennis balls to help up your game, one thing technology can’t do accurately is verify data for prospecting. The people checking the data in your business intelligence solution should understand how you’re going to use the information to ensure the data they gather is up to date and useful. Some providers data-scrape websites or social media communities for contact information. But if there’s no verification by actual humans, then the contact information you get could be out of date, inaccurate, or just wrong. Like strawberries and sour cream, or cucumber sandwiches in principle.
Relationship mapping
The ideal business database contact platform needs to break down the who’s who for you in a way that’s accurate, valuable, and easy to understand. You shouldn’t have to guess which agency and marketing contact is working with which brand. Bigger corporations often have multiple marketing divisions, each dealing with individual brands. Sometimes getting the contact information for the CMO of Nissan UK will be less helpful than getting the contact information for the SVP of marketing for the Nissan Micra team. Unless you’re looking for a conversation that ends with “you cannot be serious,” let your sales intelligence platform serve up something you can smash.
Custom filters
Blindly swinging your racquet trying to hit the ball will almost always result in failure. Whether you’re looking for organizations to prospect or waiting to return service, focus and concentration will always get better results. Your sales intelligence platform should allow you to focus on the information you need and cancel out the noise. You don’t want to work with every High Street clothing retailer, so a function that helps you filter media spend or agency specialities allows you to identify your top prospects with one smooth hit. If you can’t narrow down your prospects in the platform, you’re going to end up spending time filtering them manually, and if you’re going to do that you might as well go ahead and make your Pimm’s with 7-Up.
Integrations
While your sales intelligence platform may be the main event, it’s no secret that your sales team uses a variety of resources to perform at their peak. The business database platform you choose should integrate with other information sources, such as LinkedIn to uncover potential connections, and provide CRM integration to help you import and develop leads and prospects. If you work with advertisers, or creative agencies that develop content, look for integrations that give you a firsthand view of potential agencies’ creative work through platforms like AdForum. When resources like Nielsen are connected as well, you can expect to have easy-to-find information on media spending by channel, giving you the advantage over your competition.
Request a trial and hit the ground running.
Your new resource is sure to be an ace!
Reporting for Agencies: Business Opportunities, Sales, Leads and How to Measure Them
in Agency New Business, Salesby Jared SmithMany agencies fail to market themselves effectively. Why is it important for agencies to have a consistent pipeline of new business?
Read more
Advantage You: How to Baseline Business Intelligence Tools
in Ad Sales, Business Development, Marketing Tech, UKby Tevah SturmServing up leads and sales is easy with the right sales intelligence. Knowing what you want in a platform, however, can prove to be a bit more challenging (think trying to take down Serena Williams or Andy Murray: Not an easy task!). We thought we’d break it down a bit, giving you the top four tips for finding your must-have sales resource.
Human-verified data
While a machine can serve you tennis balls to help up your game, one thing technology can’t do accurately is verify data for prospecting. The people checking the data in your business intelligence solution should understand how you’re going to use the information to ensure the data they gather is up to date and useful. Some providers data-scrape websites or social media communities for contact information. But if there’s no verification by actual humans, then the contact information you get could be out of date, inaccurate, or just wrong. Like strawberries and sour cream, or cucumber sandwiches in principle.
Relationship mapping
The ideal business database contact platform needs to break down the who’s who for you in a way that’s accurate, valuable, and easy to understand. You shouldn’t have to guess which agency and marketing contact is working with which brand. Bigger corporations often have multiple marketing divisions, each dealing with individual brands. Sometimes getting the contact information for the CMO of Nissan UK will be less helpful than getting the contact information for the SVP of marketing for the Nissan Micra team. Unless you’re looking for a conversation that ends with “you cannot be serious,” let your sales intelligence platform serve up something you can smash.
Custom filters
Blindly swinging your racquet trying to hit the ball will almost always result in failure. Whether you’re looking for organizations to prospect or waiting to return service, focus and concentration will always get better results. Your sales intelligence platform should allow you to focus on the information you need and cancel out the noise. You don’t want to work with every High Street clothing retailer, so a function that helps you filter media spend or agency specialities allows you to identify your top prospects with one smooth hit. If you can’t narrow down your prospects in the platform, you’re going to end up spending time filtering them manually, and if you’re going to do that you might as well go ahead and make your Pimm’s with 7-Up.
Integrations
While your sales intelligence platform may be the main event, it’s no secret that your sales team uses a variety of resources to perform at their peak. The business database platform you choose should integrate with other information sources, such as LinkedIn to uncover potential connections, and provide CRM integration to help you import and develop leads and prospects. If you work with advertisers, or creative agencies that develop content, look for integrations that give you a firsthand view of potential agencies’ creative work through platforms like AdForum. When resources like Nielsen are connected as well, you can expect to have easy-to-find information on media spending by channel, giving you the advantage over your competition.
Request a trial and hit the ground running.
Your new resource is sure to be an ace!
For Media Sellers Without CRM Software, Marketing Is A Waste of Time
in Ad Sales, Marketing Tech, Salesby Rick MurrayThere is no tool in the your armory more important and impactful to your revenue goals than your customer relationship management database. It allows you to to keep everything organized by tracking prospects, current clients, and most import your past clients while logging their journey through the sales funnel.
Read more
Comparing List Building Tools: Data.com
in Business Developmentby Jeff HaleyMarketing and B2B Sales professionals depend on information (data). They use it to approach and engage the decision makers and other individuals who influence purchase decisions inside corporations they believe their company could potentially do business with. Read more
Quick! Can You Describe Your Value Proposition?
in Business Developmentby Tim WilliamsDo you stumble when asked to describe your firm’s “elevator pitch?” Most agency executives do. The unfortunate truth is that most of us don’t have a very thorough understanding of how our companies create value. Read more
Why Your Conference Budget Should Include New Tools
in Business Development, Sponsorshipby Brian McCueEveryone loves conferences. The nice hotels, the self-conscious “I’m just here for the schwag” vibe, the thrill of meeting people you only know from Twitter and LinkedIn, the shining nuggets of actionable information that made that one really boring presentation worth going to…what’s not to love?
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Developing Sales Leads and Where to Find Them
in Ad Sales, Business Development, Salesby Jake MiloDespite spending thousands of dollars and labor hours every year to help their clients get new business, sales, leads…the things that put money in the bank for their clients, the quality that’s most consistent among agencies is how inconsistent they are with their own marketing.
Read more
Is Your Agency Your Most Important Client?
in Agency New Businessby Duncan ConnorLast month our CEO Dave Currie sat down with Agency Management Institute’s Drew McLellan to discuss the agency landscape and how it’s changing. Read more
Business Intelligence Tools: Are Remarketing and Retargeting In Your Martech Toolkit?
in Business Development, Marketing Techby Duncan ConnorThe retargeting cookie is one of the most powerful weapons in your new business arsenal. Not only does it help you build a detailed profile of the users who visit your website, it helps you serve ads to those same users as they visit other sites. Read more
The Complete List of Dentsu Agencies
in Ad Salesby Marilyn Mead BrutocoThe Complete List of Dentsu Agencies
Looking for a comprehensive list of Dentsu agencies? You’ve come to the right place!
Offering exclusive agency holding company data from Winmo, the interactive table below gives you instant access to every agency under the Dentsu umbrella, allowing you to quickly and easily find the information you need.
We hope this list of Dentsu agencies is a valuable resource for your prospecting strategy.
Interested in reaching contacts at Dentsu? Request a free trial of Winmo to view account relationships and key decision-makers for Dentsu’s portfolio, as well as other agency holding companies like WPP, Interpublic Group and more.