Find Quality Sales Leads – NOW! Bill Stanton Rod Butters National Director of Sales VP Marketing Liberty Mutual Insurance Salesgenie.com Agenda Introduction to Salesgenie.com – Rod Butters, VP Marketing, Salesgenie.com Leveraging quality sales leads at Liberty Mutual – Bill Stanton, National Director of Sales, Liberty Mutual Insurance Demonstration: Salesgenie on Force.com – Brook Hoy, Director of Products, Salesgenie.com Online solution for sales effectiveness management to enterprise account executives, independent sales agents, and small business owners An infoGROUP company (NASDAQ: IUSA) – Headquarters: San Carlos, CA – Subscribers: 27,000 – Major Verticals: Insurance, Telecom, Staffing, Technology, Financial Services – Management team: salesforce.com, Oracle, SAP, and ADP The Sales Effectiveness Pipeline Quality Prospect Sales Sales Leads Matching Productivity Quality Sales Leads Quality Sales Leads 70% of data is updated annually – Greater than 95% of calls connect and mailers get delivered In-depth data on businesses and consumers – Reach decision makers in branch offices – Identify multiple targets in a neighborhood Modeling of buyer profiles and behavior – Business operational spending and credit score – Consumer household income and lifestyles Results: – Reduce calling by 40 - 60% – Improve delivery rate by greater than 50% – Execute a range of sales strategies – Less time prospecting, more time selling Prospect Matching Challenge: Leads don’t match what Sales needs to target Prospect Matching Type of Business Prospect Matching Type of Business Number of Employees Prospect Matching Type of Business Number of Employees Business Operations Profile Prospect Matching Match Criteria Examples Features Identify businesses by SIC Codes industry, # of employees, and Number of Employees amount spent on your product Business Operational Profiles Match on key information Identify consumers by # of Demographics residents, have pets, and earn Lifestyle Data less than $250,000 Financial Profiles Identify customers just like Match best existing customers those you recently closed Customer Analyzer Find businesses matching a Identify new opportunities profile that just opened offices New lead alerts in your area Find additional information on Validate inbound sales leads a new internet lead Quick look-up and find Work on your most valuable prospects first. … and only your most valuable prospects! Sales Productivity Easy Download Mobile Web Sales Leads Access Prospect Mapping Business and Consumer Profiles Salesgenie Results Greater than 95% of calls connect – Less time wasted getting through Quality – Faster path to the right decision makers! Sales Leads Less time prospecting, more time closing – Prospecting time cut by up to 65%* Prospect Matching – Sales cycle reduced by 20%** Low to no training Sales – Focus on best practices and greatest Productivity leverage of Salesgenie * Results from an internal study by a wireless service provider. ** Average of results from a survey of independent sales representatives. Sales Efficiency Survey Results* 30% of respondents had a recent success story 80% believed Salesgenie would help them reach or exceed quota 90% said they were able to manage their territory and daily activities more efficiently 100% of respondents were able to identify new prospects with Salesgenie.com * Results from a recent survey of 150+ Account Managers in 43 Sales Offices of a Leading Staffing (PEO) Company Private provider of personal automobile and homeowner’s, workers compensation, general liability, commercial auto, business property, group disability, and life and insurance products and services. – Headquartered in Boston, Liberty Mutual Group employs approximately 41,000 people in more than 900 offices throughout the world – $94.6 billion in consolidated assets and $25.9 billion in annual consolidated revenue. – Fortune 100 ranking. – Awarded J.D. Power and Associates Call Center Certification. – Products available in all 50 states. Liberty Mutual Experience 5th Largest Property & Casualty Insurer in the U.S. – Based on 2007 direct written premium 9th Largest writer of personal lines insurance in the U.S. 80% of new personal insurance from over 10,000 affinity programs – Employee Voluntary Benefit Programs – Alumni & Professional Association Programs Most sponsored Auto & Home Voluntary Benefit program – Over 5,000 participating companies Affinity Programs: over 3 million policies and $3.5 billion in premium Liberty Mutual Personal Markets Unit Liberty Mutual’s Personal Markets provides: – Auto – Home – Life – Personal Liability Operates 400 offices throughout the U.S. – 1300 Licensed Sales representatives – 1900 Licensed Service Representitives both local and call centers – 1000 active P&C Prudential agents – P&C licensed Mutual of Omaha Agents Includes Internet Channel sales The Business Challenges Managing territory conflict Turnover of new account representatives Supporting market penetration strategies Tracking sales success Minimize administrative and training costs & Salesgenie at Liberty Mutual Evaluation process – November 2007: • Pilot of Salesgenie for 30 users • Prospecting both B-to-C and B-to-B Business – January 2008: • Activity for prospecting on a monthly basis was 100% • Prospecting activity up 10% for B-to-B • Prospecting activity up 5% for B-to-C Targeted Business Challenges Manage territory conflict – Salesgenie provides verified metrics on prospects • Number of employees of 0 to 500 • Verified location of offices – Eliminates 100% of divisional conflict Turnover of new account representatives – Salesgenie has decreased ramp time of new representatives – Results to date: 15% reduction in new account rep turnover Support for Market Strategies Lifestyle modeling targets key opportunities directly – Liberty Mutual strategies target specific demographics – Salesgenie provides key information to match prospects with programs Local strategies demonstrate success – Target neighborhood of recent win Tracking Sales Success Salesgenie on Force.com – Delivers sales leads directly into Salesforce CRM – Provides a once and done transaction of both prospecting and tracking – Allows the user to easily target their customer profile – Avoids trampling in other segments and sales staff. Additional Benefits Support for the end-to-end sales process – Salesgenie provides detailed information on businesses and consumers through profiles – Eliminates much of the back and forth collection of information for underwriting process Indentifying prospective alliance partners – Teaming with auto dealers, mortgage brokers, and realtors in affinity marketing programs – Program has already identified new partners and delivered incremental results Liberty Mutual Salesgenie training and assistance – 72 webinars to date for local sales and service offices – 8 area management meetings presenting best practices and re- enforcing the “drill down mining” options for prospecting – Dedicated staff for Liberty Mutual trouble shooting and system issues Lessons learned – Face-to-face training increased success with the tool – Increase the level of usage both immediately and longer term Salesgenie on Force.com: Direct Access to Quality Sales Leads Demonstration Future Releases: Salesgenie Capabilities for the Enterprise Capabilities for the Enterprise Territory and Lead Management Tools – Control sales lead access through Prospect Matching Profiles – Exclude existing customers or currently owned opportunities – Manage lockout of leads to owner by time Data Cleansing and Consolidation Services – Deduplication and cleansing for accurate information – Content enrichment with additional demographics and modeled data Management Dashboards and Reporting – Dashboards and reporting for sales lead usage and flow – Identify sales efficiency, track new representative ramp-up time Special Dreamforce ’08 Offer Get 250 FREE sales leads – NOW! – 30 day no-risk trial for qualified enterprises – For every sales person in your organization! 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