Prospect Development Management Resources
Before the Call is committed to helping sales teams to identify, qualify, and connect with
decision makers. We realize that sales productivity goes beyond the realm of data
enhancement and market intelligence, and are dedicated to providing our customers and prospects
with best practices, market research and business solutions guides to help accelerate
productivity and improve sales and marketing conversion rates.
This resource portal is a library for educational materials in the areas of sales and marketing
excellence. We hope that you can leverage these materials to increase adoption as well
as extend your return on your CRM investments, and align your sales and marketing strategies.
 Best Practices Guides
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 Interactive Tutorials
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Sales Knowledge Management Best Practices – A Study from CSO Insights
This whitepaper includes the findings from a study of over 100 companies with annual revenues in excess of $100M. It assesses the data recently collected as part of the 2006 Sales Performance Optimization study, and covers three factors: the cost of poor SKM today, where SKM gaps exist, and what "better" SKM will look like. Find out how, when done right, Sales Knowledge Management can increase your quota attainment by 34% and reduce turnover by 42%.
Inside Sales Best Practices – A Whitepaper from PhoneWorks
This guide, developed by PhoneWorks, in conjunction with CSO Insight, covers the critical success factors in building and managing a highly optimized inside sales organization. It addresses strategic planning, recruitment and compensation imperatives, as well as sales productivity tools employed to optimize a telesales organizations for maximum results.
End the Lead Qualification Argument – An Article from Kickstart Alliance
In this article by veteran sales executive and consultant Janet Gregory, you’ll learn how enriched leads end the ‘insufficient information’ argument and relevancy scoring can end the ‘not my job’ argument.
 Customer Success Stories
Intervoice Success Story
Find out how this technology leader realized an increase in qualified leads to sales by 30% leveraging Before the Call’s subscription service, directly integrated with salesforce.com.
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Take a Tour on Salesforce.com
 List Builder
Build targeted lists for marketing and lead prospecting from salesforce.com.
Company Contacts
Quickly identify all key decision makers involved in all aspects of a deal using our Company Contacts product.
Enrich
Append data to your existing leads, contacts and accounts
Score
Rank your leads against criteria that are known to result in real deals.
Profile
Uncover personal and employment history of the executives you are targeting including resumes, education, and organizational hierarchy.
Search
Perform Google searches from within salesforce.com and save the results to the lead, contact or account record.
Take a Tour on Oracle CRM On Demand
List Builder
Build targeted lists for marketing and lead prospecting from within Oracle CRM On Demand.
Enrichment
Correct inaccurate records and populate incomplete records.
Score
Rank your leads against criteria that are known to result in real deals
Profile
Uncover biographical information on the decision makers you are targeting including employment history, education, and organizational charts.
myMarketspace Demo Salesforce
myMarketspace - Analyze your market space and uncover your untapped sales potential.
myMarketspace Demo Oracle
myMarketspace - Analyze your market space and uncover your untapped sales potential.
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