Find Quality Sales Leads NOW

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Find Quality Sales Leads NOW!

• Bill Stanton Rod ButtersNational Director of
  Sales VP MarketingLiberty Mutual
  Insurance Salesgenie.com

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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

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• 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

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The Sales Effectiveness Pipeline
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Quality Sales Leads
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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

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Prospect Matching
Challenge Leads dont match what Sales needs to
target
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Prospect Matching
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Prospect Matching
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Prospect Matching
Type ofBusiness
Number ofEmployees
BusinessOperationsProfile
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Prospect Matching
Work on your most valuable prospects first.
and
only your most valuable prospects!
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Sales Productivity
ProspectMapping
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Salesgenie Results

• Greater than 95 of calls connect
• Less time wasted getting through
• Faster path to the right decision makers!
• Less time prospecting, more time closing
• Prospecting time cut by up to 65
• Sales cycle reduced by 20
• Low to no training
• Focus on best practices and greatest leverage of
  Salesgenie

Results from an internal study by a wireless
service provider. Average of results from a
survey of independent sales representatives.
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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
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• Private provider of personal automobile and
  homeowners, 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.

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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

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Liberty Mutual Personal Markets Unit

• Liberty Mutuals 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 PC Prudential agents
• PC licensed Mutual of Omaha Agents
• Includes Internet Channel sales

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The Business Challenges

• Managing territory conflict
• Turnover of new account representatives
• Supporting market penetration strategies
• Tracking sales success
• Minimize administrative and training costs

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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

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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

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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

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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.

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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

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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

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Salesgenie on Force.comDirect Access to Quality
Sales LeadsDemonstration
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(No Transcript)
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Future ReleasesSalesgenie Capabilities for the
Enterprise
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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

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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!
• To Get Started
• Stop by booth 714
• Visit our website at www.salesgenie.com/dreamforce
  08
• Thank You for Attending

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