Sales Leads Made Easy with NetProspex
June 17, 2008
NetProspex's newest product helps sales professionals find and contact quality decision-making prospects
By Jonathan Tannenbaum
Finding valuable leads is one of the toughest challenges salespeople face. Often, sales reps follow the wrong contacts and hit walls in their pursuit of key decision-makers. Fortunately, NetProspex provides a remedy for this predicament with its new sales contact trading system, SalesMaster.
Earlier this month, NetProspex, a business contact exchange based in Massachusetts, released its SalesMaster solution. The tool is created to give salespeople access to more high-level decision-makers and a fuller body of information regarding each contact. Users can utilize an extensive search engine to find senior management officers or explore management levels to obtain VPs, directors and managers in any job category. Many executive profiles also contain e-mail addresses, a feature unfound in traditional products. Additionally, customers can create their own lists of contacts for marketing campaigns and duplicate them in a simple filing system.
Gary Halliwell, CEO of NetProspex, attributes SalesMaster's large number of high-level contacts to a reliance on user contribution. "Traditional methods of research entail the company collecting data," he says. "This creates a cost issue and consequently the sizes of databases have been limited to "C" teams. With user-contribution we can combine knowledge of the sales-community to give our users higher level access."
Along with user contribution, NetProspex highlights the far-reaching steps it has taken to ensure the accuracy of its information. Until now, sales contact trading systems sustained a reputation for lacking quality, particularly ones founded on user contribution. Aware of this fact, Halliwell says that his company surveys contacts as they are submitted and evaluates the accuracy of all addresses, phone numbers and e-mail addresses.
"We verify every traded contact, 100% of them, to ensure only verified records are added into our system," contends Halliwell. And, he adds, "We use a lot of proprietary technology to clean the data as it comes in."
Not only does NetProspex emphasize SalesMaster's lead quality, but it boasts that the resource saves salespeople time by making data submission less burdensome. The database features automatic self-maintenance functions, which contrasts with previous industry products that depend on manual data entry and self-run updates. Additionally, SalesMaster automatically calculates the accuracy of each contact, reassessing its status over time. Data older than two years is routinely removed to the system current. In addition, NetProspex offers credits to users who note instances of company turnover.
"Asking sales people to maintain our database would be like grocery stores asking shoppers to sort through rotten food" says Halliwell. "Our product is designed to improve a company’s ROI for sales and marketing, not only through accurate data but also through workflow efficiencies and time savings. User-maintenance is a waste of a salesperson’s time and is completely unnecessary."
Ultimately, the company's premium focus rests on quality information, given the 3 million business-to-business contacts in North America. Noting the vastness of the business community, Halliwell says that NetProspex's "mission is to build a directory of every decision-maker in corporate America so that salespeople get maximum visibility into their targets and territories right from their desk-top via electronic marketplace environment."
"Our innovations in aggregating data from users and validating that data before we publish to other users in the community are the keys to achieving this," Halliwell adds.
Sales & Marketing Management Magazine
This article is brought to you by Sales & Marketing Management, the leading authority for executives in the sales and marketing field.
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