Tag: Lead411

PersistIQ Sales Engagement Platform

The PersistIQ Activity Feed provides a real-time stream of prospect actions from within PersistIQ, Salesforce, Gmail, and Chrome.
The PersistIQ Activity Feed provides a real-time stream of prospect actions from within PersistIQ, Salesforce, Gmail, and Chrome.

Sales engagement service PersistIQ recently partnered with Lead411 to provide integrated contact prospecting. Unlike other sales engagement platforms, prospecting is built directly into PersistIQ. Content includes name, company, title, city/state, address, email, LinkedIn profile, URL, and phone. A maximum daily records feature pulls records into PersistIQ without overloading sales reps with too many prospects.

“Our powerful technology gives sales teams the perfect balance between sales automation and the human touch.  Providing our customers access to high-quality data inside their workflow is a natural next step as we further align tools with strategies that have been winning sales for decades.”

  • Pouyan Salehi, founder of PersistIQ

PersistIQ provides salespeople with communication campaigns that include emails, calls, and tasks (i.e. Cadences or Sequences). PersistIQ also executes a set of safety checks to eliminate mistakes commonly made by salespeople. Soft checks, such as whether a contact is already in another campaign, may be overridden while hard checks block email transmission. Hard checks include do not contact domains, bounced emails, and opted out emails. When sending emails, the system also provides smart variable checks to ensure emails aren’t sent with missing fields (e.g. {{first_name}} ) or misformatted HTML.

PersistIQ supports Gmail, Office 365, and Exchange email accounts. A throttle feature sends emails over a period of time instead of via large batches. Throttling helps maintain their customers’ email sender reputation scores.

Both outgoing and incoming emails are logged. The system also supports out of office management, recipient activity detection (e.g. read, click through, bounce), and time zone detection.

Sales reps can use the built-in dialer or their own phones while recording call notes.

An Activity Feed provides real-time access to prospect actions such as email opens and link clicks. The feed is available from within PersistIQ, Salesforce, Gmail, and Chrome. Activities that happen in quick succession are grouped together. A badge number in the system banner indicates new activity and number of events. Users can click from a feed item directly to the underlying campaign or prospect profile and activity.

PersistIQ provides bi-synchronous connectivity with Salesforce.com leads, contacts, accounts, and campaigns. PersistIQ content passed to Salesforce includes emails, call activity with notes, dispositions, and tasks.

Marketers and sales ops can upload Excel or CSV files with up to 2,000 contacts. A copy/paste feature may be used in lieu of file imports. PersistIQ employs fuzzy matching logic to prevent duplicates from being created.

A Chrome connector provide email detection, user notes, add to Salesforce or PersistIQ, and searching across PersistIQ and Salesforce.

The Chrome Connector provides lead intelligence and quick transfer to PersistIQ and SFDC.
The Chrome Connector provides lead intelligence and quick transfer to PersistIQ and SFDC.

Analytics include daily actions, best time to send, response time, team reports, and campaign reports.

Pricing begins at $40 per month for the Lite service (billed annually). Features include multi-touch campaigns with email, phone, and task steps; reply to previous email threads; response detection; call scripts and outlines; master and step email templates; rolling campaigns; the live activity feed; email open alerts; and individual campaign reporting. A Starter Edition is priced at $60 per month (billed annually) and adds sending windows; A/B testing; email CRM logging; prospect activity history; campaign summery reporting; custom fields; shared email templates; and API access.

The Pro edition is priced at $450 per month for five seats. Features include Salesforce synchronization; send emails on behalf of others; VOIP or Bridge sales dialer; team reporting; best time to send analytics; time zone detection; custom statuses and call dispositions; shared campaigns; roles and dispositions; and custom onboarding.

Lead411 contacts are available in four plans ranging between 50 and 80 cents per record:

  • 250 monthly contacts for $200 per month
  • 750 monthly contacts for $500 per month
  • 1,250 monthly contacts for $800 per month
  • 3,000 monthly contacts for $1,500 per month

Annual subscriptions allow users to roll over unused credits.

“Combining prospecting data and sales communication into one system that is easy to use is a big win for sales reps and teams,” said Salehi. This is the first step in what we view as the next evolution in sales technology; where data and workflow become more closely connected.”

Lead411 TrackStar

Lead411 Event Intelligence
Lead411 Catalysts (Sales Triggers)

Lead intelligence vendor Lead411 includes the TrackStar contact tracking service as part of their offering.  TrackStar helps identify executive changes and promotions, allowing sales reps to keep in touch with their champions and reach out to new hires.

“Our business was built on the belief that our customers need a more comprehensive view of their prospect and his business in order to increase conversion rates, improve targeting, and enhance their existing sales technology platforms,” said Lead411 CEO Tom Blue. “TrackStar is a vital piece of the equation, shortening sales cycles for marketing and sales teams by enabling them to target champions with whom they’ve previously worked and providing them with the right information about their accounts, at the right time, to build the right relationships.”

TrackStar is available as a premium offering to its Small Biz 300 (SB300) package.  After adding the $25 premium, SB300 is priced at $150 per user per month.  SB300 features include 300 exported contacts, viewable emails, IT Intelligence, sales trigger alerts, CRM and MAP export, a Chrome extension, and Gmail integration.  There is a six-month minimum commitment with monthly invoicing.  An annual seat costs $1,500.

An enterprise edition supports unlimited downloading or CRM/MAP uploading for their 17 million contacts.  Data list enrichments are also supported for company and executive lists.  Pricing is not available for this edition.

Prospecting supports over fifteen variables.  Most are standard company and exec selects such as SIC, NAICS, location, and size ranges; but users will also find ZIP radius, last email verification date, technology, and open job keyword searches (job and tech searches are limited to the SB300 and Enterprise editions).  Job Title searches are supported, but the firm does not appear to have developed a job function and level taxonomy to assist with list building.  Users may save lists or setup lists with a weekly new contact list email.

Prospecting also supports news searching against sales triggers.

Email trigger alerts are available which provide details mined from the news article.  For example, funding triggers show the industry, state, amount, and planned spend.  The new hires trigger shows the company, exec name and title, and hiring location.

Technology data spans over 2,000 technologies and is mined from websites and job boards.

The Chrome extension displays company profiles from within the browser.  Users may upload profiles to SFDC.  The extension even identifies whether a contact is in SFDC as part of the standard display.  A Chrome extension icon automatically toggles the user to a new browser tab and opens the contact record within SFDC, a feature which I have yet to see in other sales intelligence vendors.

Within the Chrome extension and Gmail, users can view sizing data, social media links, technology intelligence, jobs, and recent news.

Lead411 discusses their product as

Catalysts + Context = Intelligent Conversations that drive sales.

Catalysts are sales triggers spanning eight categories including technology, ownership change, financials, personnel changes, and regulatory.

“It’s when these events happen that executives are most motivated to buy products and services that prove out the value of the decision,” said Blue.

Blue continued that context is “about knowing as much as you can about your prospect so you can talk to them intelligently and also know what their pain points are.  So it demonstrates a real knowledge about the company and it also sets up a strong connection and relationship.”

Lead411 claims to have over 2,000 enterprise customers including ADP, Wells Fargo, Sprint, EY, and Staples.