SOURCE: InsideView

InsideView

January 26, 2010 09:00 ET

InsideView Users Outperform Non-Users by Average of 27 Percent

Sales Teams Achieve Far Better Revenue, Quota and Conversion Rates With InsideView Sales Intelligence Application

SAN FRANCISCO, CA--(Marketwire - January 26, 2010) - InsideView today announced its support of an independent study conducted by the Aberdeen Group. The report details new findings that sales teams using InsideView's sales intelligence application, SalesView, achieve significantly greater overall sales performance (measured in revenue), quota achievement, win/loss and lead-conversion rates as compared to those not utilizing SalesView. The study included 476 corporate inside sales teams across multiple industries, and for the first time demonstrates the clear advantage sales teams deploying SalesView have over their competition.

The Aberdeen Group researched corporate inside sales professionals working in business development, marketing and operations, and polled employees at all levels, from CEOs to consultants. The results provided extensive insight into both their current and year-over-year performance, as well as how they respond to business pressures by deploying certain capabilities and enablers. Specifically, deployment of prospect and customer intelligence solutions to sales teams, and having this sales intelligence fed directly into their daily selling tools, as represented by CRM/SFA solutions, were determined to be two of the key enablers for best-in-class companies' significantly higher overall sales performance.

SalesView brings sales intelligence gained from social media and traditional editorial sources to increase sales productivity and velocity. SalesView delivers this intelligence natively within CRMs and mobile devices for optimum usability. In addition to 27 percent better overall performance, the study found that when using SalesView:

--  32 percent more sales reps achieve their quotas
--  31 percent more sales reps see a better win/loss rate
--  18 percent more sales reps convert leads to the closing stage
    

Furthermore, SalesView has led to improvements across all maturity classes of sales professionals -- from best-in-class to laggards. The results confirm that sales teams using SalesView, no matter what level of experience or skill, find measurable improvement across key areas of performance.

According to Peter Ostrow, research director for sales effectiveness at the Aberdeen Group, "Access to sales intelligence, especially when directly fed into CRM/SFA systems, is clearly one of the major enablers for the best-in-class companies in the study. Sales teams who are deploying InsideView's sales intelligence application are indeed achieving 32 percent better performance than non-customers, in terms of current lead conversion rates and hitting quota, and year-to-year growth in revenue and win/loss ratios."

"We are extremely proud of these results, which clearly demonstrate that SalesView has a tremendously positive impact on sales performance," said InsideView CEO Umberto Milletti. "Obviously we believe in our products and hear success stories from customers all the time, but Aberdeen's research is terrific validation from across the business landscape. Whether it's with seasoned sales pros or those just beginning to adopt CRM platforms in their organization, we are committed to continue bringing the best sales intelligence tool to businesses, and help them achieve greater productivity and revenue."

The results and benefits of SalesView will be the focus of a free Webinar tomorrow, Wednesday, January 27, 2010 at 10 a.m. PT/1 p.m. ET. Join Peter Ostrow, sales effectiveness research director at the Aberdeen Group, for "How to Blow Out Your Quota in 2010." Register at http://tinyurl.com/yzm8c7t.

During this complimentary program, learn how your organization can:

--  Achieve an average of 87 percent overall sales team quota
--  Increase average revenue by 17 percent
--  Experience an average of 7 percent improvement of lead conversion rates
--  Raise average selling price/contract size by 45 percent
    

The Aberdeen Group study is available at http://www.insideview.com/resources/022010-Aberdeen-AnalystInsight.pdf.

About InsideView

InsideView is a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity. InsideView's award-winning sales intelligence solution, SalesView, continuously aggregates and analyzes relevant executive and corporate data from thousands of content sources to uncover new sales opportunities. SalesView delivers this intelligence natively within CRMs and mobile devices for optimum usability. The San Francisco-headquartered company was founded in 2005 and is venture-backed by Emergence Capital Partners, Rembrandt Venture Partners and Greenhouse Capital Partners. InsideView's products are used by more than 26,000 sales professionals and over 2,000 companies worldwide, including Adobe, BMC, CapGemini, IBM, Polycom and VMware. InsideView's CRM partners include Salesforce.com, SugarCRM, NetSuite, Microsoft and Oracle. For more information, visit http://www.insideview.com.

Contact Information