ProductsCustomer Case Studies
WebEx
WebEx: Finding Hot Leads in Your Cold Leads
WebEx is the leading provider of Web Conferencing and on-demand applications for collaborative business on the web. Dave DeMink is the Regional Business Manager for WebEx in New York City.
Dave discovered the power of SalesGenius to help unearth Hot Leads from the cold lead pile.
"Within 3 days of sending my first SalesGenius e-mail, I closed a $6,000 deal with a New York collection agency company."
- Dave DeMink
Regional Business Manager, WebEx Communications
While Dave routinely maintained open lines of communication with his cold leads, who were not immediately ready to buy, he had no way to know which of his prospects were actually interested enough in his newsletter e-mail to click through to the web site.
Recently, Dave began using SalesGenius to send out his newsletter to "cold" prospects. The results were immediate and substantial.
"Within 3 days of sending my first SalesGenius e-mail, I closed a $6,000 deal with a New York collection agency company," noted Dave. "What happened was that, after I sent my first mail merge newsletter with SalesGenius, I looked at the results the next day and noticed that one contact had visited 8 or 9 pages on WebEx.com and was on the site for more than 10 minutes. I picked up the phone and called."
SalesGenius Benefits
- Took the guess work out of cold calls
- Indicated which prospects had strongest interest in product
- Identified prospect's hot buttons for tailored follow-up
- Win/Win: Customer solves account review problem and WebEx unearths business
Dave described his prospect's response, "After I introduced myself, the contact said: 'Dave DeMink with WebEx, yes, I get your email every month and have never called you because I cannot figure out how WebEx would work in my business."
During the call, Dave quizzed the prospect about how he manages relationships with his client companies and pointed out how WebEx could help facilitate better customer communication. As a result of talking with Dave, the prospect saw how WebEx could be used for account reviews.
"I would have never called this company, and they would have never called me," said Dave. "SalesGenius gave me the information I needed to make the call."
"I was put in touch with the business development manager, and the rest is WebEx/Genius history," said Dave.
Dave is now a big believer in using SalesGenius as the best way to develop and track customer relationships, whether hot or cold.