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Mike DamphousseMike
Damphousse

Green Leads' Founder, CEO and CMO, Mike Damphousse, writes frequently about b2b marketing, demand generation, appointment setting, lead gen, and marketing in general.


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SalesQuest Product Review: CRUSH Reports for Snipers and Machine Gunners

  
  
  

Salesquest Account Profiling
I've always had a theory that cold calling experts operate in one of two modes, Snipers and Machine Gunners.  I was discussing this with Nigel Edelshain at Sales 2.0 and it prompted him to write an article about it, Cold Calling: Sniper or Machine Gunner

What tools could be useful for each style of dialer?  Machine Gunners need lists, tons of names.  They strafe the prospects.  Snipers, on the other hand, work smart.  "One shot, one kill," they say. This isn't to say they dial once, but it means they dial smart.  Just like a sniper in the military, they need intelligence to be successful.

A while back we moved into a new building in Andover, the Demand Gen Capital of the World.  On one of the mailboxes downstairs I see the name SalesQuest. I've heard of them...they are the guys that do those dossiers on huge companies called CRUSH Reports.  Small world, we sell to the same people, we are both in the demand gen space, and now we're one floor apart.

Mimi Evans at SalesQuest introduce herself, Linda and I chat them up, and a week later I'm down there getting a demo on all things CRUSH.

If you're an enterprise sales exec and are selling into the biggest companies out there, and your a sniper, CRUSH Reports are your equivalent of an intelligence file on the target company:

  • Accurate contacts and org charts
  • IT systems landscapes, strategies, major initiatives
  • Summaries of active projects and relevant news

Additional to the reports, there is also an online Advanced Search feature.  I have a client trying to identify existing Tivoli users, so we typed in "Tivoli".  Instantly, pages of companies show up.  Behind each company identified is the deep dive CRUSH ReportCRUSH Report Product Review

Don't want to miss out on timely updates or news?  The ultimate Trigger Event,  CRUSH Alerts, acts like specialized agent that is always looking out for you.  By monitoring thousands of sources, when CRUSH Alerts  finds information of relevance, it emails you with a notification.  Unlike Google Alerts or other sales trigger tools, it filters out the noise and provides only information a sales exec would want to receive.

The product is priced for companies of all sizes and can be purchased as one-off reports on their estore, or as a corporate license. Compared to sales execs spending hours and days researching their prospects, it's priceless.

It is heavily focused on IT and Technology intelligence, so if you are selling something outside that area, you should review a sample CRUSH Report.  The ancillary info they provide other than the technology data is still extremely valuable.  If you are selling technology with executive decision makers..it's a must have.

Don't forget, once you identify the perfect target company, you can further your time optimization and ROI by having an appointment setting company knock the doors down for you. ;)

Good Selling! 

Comments

Wow, this looks great for enterprise accounts. Is it software as a service? How do they keep it up to date?
Posted @ Tuesday, October 25, 2011 7:23 AM by Dan Tyre
Dan, I'll let SalesQuest get you a more detailed answer on how they keep it updated, but the short answer to how it operates is that they have PDFs of each report or online Web access. Users can get reports individually or gain access to the portal. So it is somewhat of a SaaS solution, but SaaS for data/info.  
Posted @ Tuesday, October 25, 2011 9:57 AM by Michael Damphousse
Dan, I work at SalesQuest. As Michael mentioned, we do have different offerings depending on your needs. We have our PDF reports (individual or subscription) and we also have our CRUSH Pro Platform where you can access the PDF data through our web portal. You also have the ability to download contact information. As for staying up to date, the PDF reports are updated on a quarterly basis from top to bottom. And our web portal is updated more on a real time basis.
Posted @ Tuesday, October 25, 2011 10:35 AM by Trish Ellis
what is the source of the IT applications data, how often is it updated, how accurate is the data
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