Finding better quality leads and boosting sales with InsideView and Dynamics CRM

 In Microsoft Dynamics CRM Blog

Putting a new lead-generation strategy in place led O’Neal Steel to land a multi-million dollar account within the first week.

The firm is one of Zero2Ten’s valued manufacturing customers and it asked for help putting a new lead-generation strategy within Dynamics CRM.
Rather than building growth through its existing customers, O’Neal sought to proactively find new business. Zero2Ten introduced O’Neal to InsideView and the company was overwhelmed by its power in sourcing new leads and enriching its contact database. O’Neal Steel made InsideView the foundation of its new lead-generation strategy. From there, its team was able to build lead lists based on both demographic data and timely news triggers. New leads were instantly synced with the existing Dynamics CRM system thanks to InsideView’s easy integration. As leads were added into CRM they were enriched using data and insights from more than 30,000 sources via InsideView.

Using InsideView saves time for both sales and marketing. Lead enrichment eliminates manual research, targets only the best prospects and disqualifies bad leads early in the funnel, saving time for marketing. Focusing solely on leads that are both pre- and highly qualified, prevents the sales team from wasting time trying to connect and engage with bad leads. O’Neal is now able to quantify that 66% of its time has been saved from chasing unqualified leads and can now be used to sell more efficiently.

The results were immediate. In the first week that O’Neal used InsideView a meeting was secured with an InsideView-sourced lead that eventually turned into an $850 million account – the largest in the company’s history!

If your business is looking to review or create a new lead-generation strategy and you would like to learn more, please contact us today to read the O’Neal case study.

Natasha Spurr
Natasha is an experienced CRM professional with a unique ability to work across both marketing and sales functions. As CRM Marketing Manager at Edgewater Fullscope, Natasha has helped the organization to achieve multiple global partner awards and leadership status across the UK and beyond.
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