1. Steve Durham Product Manager InsideSales.com Andrew Parry
Head of Product MarketingStrategy InsideSales.com THE SCIENCE OF
LEAD SCORING, PRIORITIZATIONSALES SUCCESS
2. InsideSales.com Share this eBook: Page 2 Heres a sobering
statistic: 79% of mar- keting leads never convert to sales. That
means inbound reps waste a lot of time chasing the wrong leads.
Outbound sales teams often dont know the best prospects to target,
either, further stalling your sales engine. So its no surprise that
sales leaders are frantically searching for ways to improve lead
scoring and prioritization to enable their teams to target the
buyers most likely to convert and close. This has created a tsunami
of interest in predictive analytics. New sales and mar- keting
technologies keep popping up, all of them claiming to offer the
most ana- lytics value. It is easy to get lost in all the noise
that predictive analytics vendors are making. Worse, its easy to
buy into applications that are not tailored to your specific sales
problems. Most solutions on the market make pre- dictions, but dont
prescribe the actions needed to put that insight to practical use.
And stitching together several different applications can cost you
as much as 20% in lost productivity as your team struggles to
navigate multiple apps. InsideSales.com has developed a dynamic
lead scoring and sorting technology that sits comfortably within
the CRM you are already using. This technology has been shown to
increase revenue by as much as 24%. This advanced technology,
called Neu- ralView, goes well beyond simple lead scoring by
prioritizing sales activities and prescribing the best way to
communicate with your prospects (phone, email, text messages), what
day and time to reach out and even what messaging to share. In this
ebook, you will learn how Neu- ralView enables you to analyze your
sales process and identify opportunities to accelerate sales. You
also will see how this breakthrough technology prescribes the best
course of action to take advantage of data-driven insights in real
time. Introduction
3. InsideSales.com Share this eBook: Page 3 Table of Contents
Published by InsideSales.com 34 East 1700 South Provo, Utah 84606
877-798-9633 Copyright 2015 InsideSales.com / 06v1 All Rights
Reserved Introduction2 About the Authors 5 Sales Problems Solved 6
1. Who to Contact?7 2. When to Call?8 3. How to Accelerate Sales?9
The Power of Neuralytics 10 Sort Signals From Noise10 How Does
NeuralView Help Sales Managers 13 I dont know which leads are ready
for sales conversations13 I dont know what an ideal lead looks
like13 I dont have much marketing feedback regarding lead quality14
I dont know if my reps are working leads effectively14 I dont how
to coach certain reps15 NeuralView In Action 16 1. Likelihood to
Close16 2. Likelihood to Contact16 Close Deals Faster: A Case Study
17 Lift Connect and Close Rates17 NerualView Vs. Competitors 19
Prescriptive Lead Sorting That Is Not Biased19 Provides Two Data
Point Scores Relevant To Your Business Model20 Frequently Asked
Questions 21 SummaryCredits 24
4. InsideSales.com Share this eBook: Page 4 About the Authors
As a product manager for InsideSales.com, Steve develops innovative
solutions for the inside sales space and frequently works with
enterprise clients and sales managers in pro- viding the latest
best practices associated with the products he oversees. Holding an
MIS degree from Carnegie Mellon University, Steve has delivered
technical elegance and the highest levels of customer satisfaction
to the clients of General Motors and Spillman Tech- nologies, where
he contributed to key strategic projects before joining the
InsideSales.com team in 2014. Steve Durham Product Manager
InsideSales.com Andrew Parry Head of Product MarketingStrategy
InsideSales.com An expert in product strategy, Andrew delivers
reliable business growth and value through his ability to manage
projects and teams. A champion of long-lead planning, Andrew works
closely with executive leadership in developing product vision,
growth strategy, feature definition and prioritization. With an MBA
from Harvard Business School, Andrew contributed his product
strategy skills to organizations including Xbox LIVE and Elec-
tronic Arts before joining the InsideSales.com team in 2014.
5. InsideSales.com Share this eBook: Page 5 When to call? Most
salespeople simply dont have access to enough information to know
the best day of the week or the best time of day to contact a
particular prospect. A hot lead is only good if you can reach them.
Although most predictive lead scoring solutions assign leads a
score, they dont provide any guidance on optimal contact times.
This leaves reps to blindly call leads in the dark, like bats
without sonar. Who to contact? Imagine how you could grow your
business as you identify engaged prospects with actionable
analytics. Sales reps often apply the same effort across all of the
leads marketing sup- plies them. Are you spending time on the leads
most likely to convert and close? Are you focusing too much on
unquali- fied prospects while good leads decay in your queue? How
to accelerate sales? What if your reps activities could be pre-
scribed throughout their day in the most advantageous way? Do you
find it easy to manage, analyze, understand and make business
decisions based on your data? Companies dont automatically develop
data competen- cies simply because they have invested in the tools.
If your tools are too complex to adopt and use, they might prove to
be a waste of time and investment. Sales Problems Solved + + Who is
Interested? When to Contact? What Content?
6. InsideSales.com Share this eBook: Page 6 1. Who to Contact?
In some companies, sales reps spend as much as 40% of their time
just looking for someone to call. Even if your reps do spend more
time on the phone, data shows that an average rep allocates their
efforts equally across their lead lists, working just as hard on
their worst prospects as they do on their best prospects. And you
cant blame them. Without the right insights, reps are left in the
dark. NeuralView targets sales reps efforts to the opportunities
most likely to engage and most likely to close by scoring each lead
with a predictive and prescriptive self- learning engine that
processes massive and complex data sets in real time. Sales
Problems Solved Close Rate CloseRate Best Prospects Worst Prospects
Rep Eort HOW DO REPS SPEND THEIR EFFORT?
7. InsideSales.com Share this eBook: Page 7 2. When to Call? To
truly target a sales reps efforts, how- ever, more is needed than
just big data predictions. NeuralView takes the analyti- cal
predictions about a leads likelihood to close and seamlessly
injects those pre- dictions into a reps workflow, delivering not
just analytics, but action and results. This prescriptive part of
the platform pre- scribes the order in which a rep should target
leads based on two variables: Likelihood to Close + Likelihood to
Contact The ability to rank leads on likelihood to contact in
addition to likelihood to close is what makes NeuralView so
powerful for sales teams. Consider the value you miss out on
without access to this kind of data- driven technology. Often a
lead rated as likely to close is wasted simply because the prospect
isnt in the office when your rep tries to call, and the average
sales rep will only make between 1.7 and 2.1 call attempts to reach
a prospect before giving up. Making matters worse, you might be
shocked to learn that industry research suggests only 27% of
inbound leads ever get contacted at all. Think about it. That means
71% of internet leads, some of your warmest leads, are being
squandered. Sales Problems Solved Close Rate CloseRate Best
Prospects Worst Prospects Rep Eort WE ALIGN EFFORT PREDICTIVE
MAPPING
8. InsideSales.com Share this eBook: Page 8 3. How to
Accelerate Sales? Because NeuralView has the ability to prioritize
your sales reps call lists in real time, a prescriptive workflow
coupled with increased rep effort can yield dra- matic results. In
highly optimized sales environments, where all other automation and
manual prioritization efficiencies have already been achieved, the
simple addition of Neu- ralView has been shown to deliver 20% to
25% more sales. Combined with other CRM-enhancing technologies,
some cus- tomers have seen 30% to 100% aggregate increases in
revenue. While there are many apps and SaaS solu- tions that can
help optimize different parts of the sales process, reps can lose
between 10% and 20% of their productiv- ity switching between apps.
NeuralView integrates directly into leading CRMs, like Salesforce
and Microsoft Dynamics CRM, so your reps can access it right where
they already work. NeuralView displays information in a simple,
straightforward way, enabling reps to know at a single glance who
to call, when to reach them, and what mes- saging will resonate,
based on real-time buying signals. Sales Problems Solved Rep Eort
CloseRate Best Prospects Worst Prospects Increased Rep Eort WE
INCREASE EFFORT PREDICTIVE WORKFLOW Close Rate
9. InsideSales.com Share this eBook: Page 9 The Power of
Neuralytics The Power of Neuralytics NeuralView is powered by
Neuralytics, a predictive and prescriptive self-learning engine
that drives revenue growth by delivering an optimized experience
for both salesperson and buyer. Developed as a system of
statistical models and algorithms, Neuralytics under- pins
innovations like NeuralView with the ability to sequence the sales
process by continually analyzing massive data sets. At the time of
publication, it includes 150 million customer profilesthat is
nearly half of the adult population of North America and more than
80 billion sales interactions. Each month about 1 billion sales
interactions are added to the Neura- lytics database. Sort Signals
From Noise Neuralytics uses big data best practices to provide
sales teams with relevant, action- able insights. Globalization
Larger data sets that include data from adjacent industries and
organizations of similar size to your own are more valuable than
smaller data sets that focus on data localized only to your
specific organization. Anonymization Data is anonymized to protect
privacy. Normalization If data cannot be tied to outcomes, it has
no practical use. In order to predict the most accurate outcomes,
data sets must be consistent to minimize redundancy and dependency.
With these best practices in place, NeuralView can access the power
of the Neuralytics engine to effectively sort signals your
customers exhibit about their habits and buying behaviors from
other data noise. 31.2% DEMOGRAPHIC 19.4% HISTOGRAPHIC 24.9%
FIRMOGRAPHIC 18.3% PSYCHOGRAPHIC 3.1% GEOGRAPHIC 93 SCORE
10. InsideSales.com Share this eBook: Page 10 The Power of
Neuralytics Neuralytics is InsideSales.coms pre- dictive and
prescriptive self-learning engine. NeuralView is the prescriptive
tech- nology that utilizes the predictions Neuralytics generates to
tell reps who to contact, when to call and what to say.
InsideSales.coms sales lead scor- ingprioritization application is
called NeuralView, powered by Neuralytics. Traditionally, many
models have included a human element for some aspect of their lead
scoring. These models suffer from shortfalls associated with human
efforts, such as biases and finite energies and timetables. With
human-led predictive modeling, data can be compromised by
misinformed predispositions. Running the predictive algorithms
exhausts the human brain long before all the data-set possi-
bilities are exhausted. So your results are inevitably flawed,
skewed or at best not comprehensive. Machine learning, on the other
hand, sorts data at lightning speeds, deducing in sec- onds what an
entire team of analysts could take months to conclude. Massive data
sets sorted by scientific algorithms also eliminate bias to ensure
no opportunity is overlooked. Neuralytics uses more than 400 data
points across five categories: Demo- graphic, Firmographic,
Geographic, Histographic and Psychographic.
PsychographicFirmographic GeographicDemographic Histographic
Contextual Data Categories Founded Date Funding Events Revenue
Industry Gender Age Region Education Location Weather Lunar
Sporting Events Empathy Resilience Ambition Openness Stock Data
Macro Economic Holiday Zodiac
11. InsideSales.com Share this eBook: Page 11 Company-Specific
Modeling Neuralytics delivers best practices and rec- ommendations
tailored to your particular business and customers through the Neu-
ralView scores given to your reps. Multiple Models For large
companies with a variety of prod- ucts and customer segments,
Neuralytics allows users to create individual Neu- ralView models
for each product offering or selection of customers. Custom Inputs
Neuralytics uses the key factors that influence your business. By
referencing user-specified custom fields in your CRM, Neuralytics
leverages this information to train your company model through the
insights it delivers via NeuralView. Neuralytics also provides
additional fea- tures that inform the way NeuralView works within
your specific business model. These elements tailor NeuralView to
your organization to grow your top-line revenue and strengthen your
bottom line. Trust Reports Neuralytics provides Trust Reports that
reveal the detailed inner workings of Neu- ralytics and NeuralView
in your system. These reports can help you identify sales trends
unique to your organization. Find out how many calls your reps need
to make to reach high-scoring leads, accu- rately identify how much
revenue to expect from each lead score range, and gain additional
insights on your ideal cus- tomers. Trust Reports support
successful sales strategies and forecasts. The Power of Neuralytics
Align salesmarketing to boost revenue eBook Download Now
12. InsideSales.com Share this eBook: Page 12 NeuralView helps
sales managers solve these common problems: I dont know which leads
are ready for sales conversations By sorting and scoring your leads
in real time, NeuralView can identify the leads most likely to
close, showing you how many leads are qualified and likely to
convert. I dont know what an ideal lead looks like By identifying
which leads are most likely to close, NeuralView provides important
insight into which leads are most eagerly adopting your solutions.
This knowledge can help your organization more strategi- cally
identify and target specific buying personas, bringing greater
alignment to your sales and marketing teams. Trust Reports
generated by NeuralView can help you identify the specific
industries that most eagerly adopt your solutions. Help Sales
Managers How Does NeuralView The Lead Quality report helps sales
management understand whether the feedback loop generated using
NeuralView is helping to attract better leads over time.
13. InsideSales.com Share this eBook: Page 13 I dont have much
marketing feedback regarding lead quality Sales reps often complain
marketing is not providing enough quality leads. Marketing fires
back that sales isnt following up on the leads they have provided.
Between the bickering, business slips away. NeuralView sorts and
scores all leads as marketing provides them, identifying the most
impor- tant leads to contact right away. I dont know if my reps are
working leads effectively By using NeuralView, sales managers can
prescribe which leads and opportunities should be prioritized ahead
of others. For example, a rep working an opportunity that has seen
lots of engagement and is projected to close can use this insight
to shift gears and simultaneously focus on another opportunity that
requires a little more effort and nurturing. Help Sales Managers
How Does NeuralView The Industry View report allows sales
management to view the breakdown of lead scores within different
targeted industries.
14. InsideSales.com Share this eBook: Page 14 I dont how to
coach certain reps Because NeuralView can accurately predict where
prospects are in the buying journey and prescribe the right ways to
contact and the right messaging to use, it can also help you to
quickly identify and correct gaps in a sales reps process. By
looking at historical conversion rates broken down by stage, areas
of weakness can be identified. For example, if one of your reps
historically converts tons of opportunities between the first and
second stages and at the bottom of the funnel but doesnt see an
impressive conversion rate between the second and third stages, it
might tip you off that this rep is doing something wrong in this
stage. Maybe the rep isnt demoing well, or maybe she is being too
lenient in letting less-qualified opportunities come in at the top
of the funnel. With this informa- tion, you can prescribe better
actions and specific coaching advice to help your rep raise his or
her conversion rate. Imagine if you could channel all of your reps
experience and energy to the pros- pects most likely to qualify and
close? Using NeuralView, a sales manager can prescribe a reps daily
prospecting process. Help Sales Managers How Does NeuralView Trust
Reports are used to help managers understand more about how
NeuralView is working in their CRM, what value is being driven by
the product, and where their reps are expending effort. Trust
Reports are used to help managers understand more about how
NeuralView is working in their CRM, what value is being driven by
the product, and where their reps are expending effort.
15. InsideSales.com Share this eBook: Page 15 Displayed in
easy-to-consume visuals, NeuralView eliminates any guesswork reps
traditionally faced about knowing who to call, when to reach them
and what to say. Key Metrics NeuralView shows two key metrics used
to prioritize sales activities. 1. Likelihood to Close First, the
Neuralytics engine assigns each lead a score based on the
likelihood to close. This insight is culled from the data in your
own records combined with data points from the Neuralytics
database. 2. Likelihood to Contact Second, the contactability
function of Neu- ralView prescribes who to reach out to and when to
call. It sorts leads into a list of optimal contact times by
weighing the NeuralScore as well as a number of other variables,
including available demographic, geographic and company
information. This process is continuous, recurring every hour to
give up-to-date recommendations. In a single view, reps can see the
lead source, the contacts current title and orga- nizational
information like total funding. A similar window can be accessed
referencing the leads contactability. Reps can see if their lead
has been contacted on a previous deal, what time zone their
prospect is in and what the weather is like on location at that
particular moment. Within the same interface, reps can also quickly
look at the leads history to see all previous contacts and touches
they may have had with this lead. NeuralView In Action
16. InsideSales.com Share this eBook: Page 16 Lift Connect and
Close Rates NeuralView lifts connect and close rates, even in a
highly optimized sales process. OutboundEngine has leveraged Neu-
ralView to fine-tune its highly optimized sales process. Scott
Leese, senior vice president of sales, and Claire Morris, senior
operations manager, say NeuralView plays an important role in
driving top-line rev- enue growth for their company. OutboundEngine
is a technology company based in Austin, Texas, that provides
social and email marketing solutions. Before turning on NeuralView
to better prescribe rep workflow, OutboundEngine already operated
in a highly optimized sales environment. We were under this
impression that our engine was as optimized as it pos- sibly could
be. We lived in the data. Every day we talked about how we could
optimize our dials, our connect rate, our pitch, and everything.
When we were first considering whether or not to turn on the
NeuralView prod- uct, on one hand it was really exciting to think
about all of the potential upside, but on the other hand it was
really scary to think about relin- quishing all of the control over
those data-driven decisions that we had been doing thus far. Claire
Morris After implementing NeuralView, Out- boundEngines sales team
could see which leads in their pool were the most likely to connect
and the most likely to close. Neuralytics is scoring the leads and
surfacing the ones that we should call first, the ones that have
the high- est probability to close. Neuralytics is one of the most
important technology developments Ive seen for sales. Scott Leese
NeuralView is helping OutboundEngines sales reps have more
conversations, with a lift in contact rates of at least 30%. More
conversations lead to more wins for the company. We saw our close
rates improve because we were spending time call- ing
higher-quality leads. Not only that, we were seeing them close at a
higher rate too. Overall, today, revenues have gone up about 24%.
Claire Morris Close Deals Faster: A Case Study
17. InsideSales.com Share this eBook: Page 17 As sales leaders,
Morris and Leese noticed that their reps welcomed the prescriptive
NeuralView workflow. All of the feedback weve gotten so far has
been overwhelmingly positive. Scott Leese One of the reasons
NeuralView receives such a positive response is because it saves
reps incredible amounts of time and increases productivity. Reps no
longer have to spend time looking for someone to call. They can
instead focus on the best leads available to them, and the contact
information for those leads is seamlessly injected directly into
their workflow. At the end of the day, any rep is going to be
thrilled to have some of these more complicated decisions taken off
of their plate so that they can spend more time doing what they do
best, which is pitching and closing deals. Claire Morris NeuralView
is easy for sales reps to use and embrace. It doesnt require any
special training; the Neuralytics engine does all of the work for
your team. You simply keep focusing your sales talents and let
science direct which leads your reps execute on. With NeuralView,
you have access to the sales insights that you have always wanted.
Close Deals Faster: A Case Study Claire Morris Senior Operations
Manager +30% Contact Rate +19% Rep Productivity +24% Revenue
SUCCESS
18. InsideSales.com Share this eBook: Page 18 Built
Specifically for Sales Teams Lead scoring often has a bad
reputation on the sales floor. Why? Because con- sumer-grade
predictive scoring models have never added much value directly to
sales. Most consumer-grade predictive models are used by marketing
teams. Mar- keting scores leads to try to prove to sales that their
leads are valuable. However, not knowing the best times to contact
these leads or what information to give them hurts your conversion
rates. NeuralView was created by salespeople for salespeople.
NeuralView recognizes that three things are required for sales
manag- ers to make sure their people are working on the right
leads: 1. Leads must be CLOSABLE The people you are contacting must
be buyers. 2. Leads must be CONTACTABLE When your reps call at a
certain time, there has to be a good chance someone will pick up
the line. 3. Your reps have to actually call the PRIORITIZED lists.
Traditional predictive analytics approaches attempt to solve for
no. 1, usually through marketing-designed scoring schemas, but dont
adequately address points 2 and 3. Prescriptive Lead Sorting That
Is Not Biased NeuralView can prescriptively sort the best leads in
your pool because it is not impeded by human biases. NeuralView
does not care what marketing thinks about a lead. Nor does
NeuralView care what the lead source is, what the target industry
is or what the current scores coming out of NeuralView vs.
Competitors Optimize the sales process and eliminate time wasters
eBook Download Now
19. InsideSales.com Share this eBook: Page 19 applications like
Marketo or Eloqua are. NeuralView does not come with a bias. You
can enter any data into the engine and it will be treated just like
anything else. If the data is predictive for either likelihood to
close or likelihood to contact, it is weighted; if it isnt, it is
suppressed. Provides Two Data Point Scores Relevant To Your
Business Model NeuralView offers insight into two predic- tive
scores, while most consumer-grade analytics engines only provide
one. Armed with these two crucial data points, Neu- ralView can
queue up calls for salespeople. This engine can constrain and
reorder leads based on business rules specific to your needs and
purposes. So if you are building a calling campaign for midsize
retailers in the Northeast, you can set the business rules to
filter for Northeast, then retail, then a size range, and then you
can require it be between 9 a.m. to 5 p.m. local time. Anything
that meets those criteria is fair game and will be prioritized in
your reps call queue based on Closeability and Contactabililty.
NeuralView vs. Competitors Data
VisualizationPredictionGamicationCommunications Sales Acceleration
Technology Improve sales through science with InsideSales.com.
Contact the right prospects, in the right way, at the right time.
Work smarter by predicting which leads you are most likely to
contact, qualify, and close. Motivate your sales team by making the
sales process visual, competitive, and fun. Bring your sales data
to the forefront by making it visual, meaningful, and actionable.
Demo Now
20. InsideSales.com Share this eBook: Page 20 Q: Does this
product have to be tied to a CRM? Yes. NeuralView is designed to
support your workflow process in the CRM you are using. NeuralView
sits comfortably inside your CRM, eliminating any need to switch
between applications in order to carry out your sales process. Q:
What is the installation process for NeuralView? Installing
NeuralView and adopting its usage is simple. Our experts will
conduct a brief interview with your organization in order to
understand your company targets and goals. We will then tailor and
train a model of NeuralView that is specialized for your purposes.
Before implementing your specific model, it will be tested and
back-tested. Of course, to be most effective, Neu- ralView is
implemented with a PowerDialer feature. Without a sales calling
paradigm to work within, NeuralView will still sort and score
leads, logging those scores to your CRM where reps can then either
ignore the scores or game your system and only work the leads they
think are good enough. This wastes the opportu- nity to optimize
the value NeuralView adds to your sales process. With a dialing
system in place, NeuralView will automatically prescribe the calls
your reps should make to their dialing queues. The lists are
refreshed hourly. Now instead of reps building their call lists
with their best guesses, the NeuralView engine builds them with
sophisticated predictive and prescriptive science. Q: Does
NeuralView work with Salesforce? Yes, NeuralView can be fully
integrated with Salesforce so you can have full access to
NeuralView directly from within Salesforce. Salesforce records are
synced with NeuralView records. In fact, because of the
compatibility of InsideSales.com and Salesforce solutions,
InsideSales.com is considered a Salesforce premier partner. Q: Does
NeuralView sync with Micro- soft Dynamics CRM? NeuralView
integrates seamlessly with Microsoft Dynamics, providing users with
full access to NeuralViews patented lead scoring and lead sorting
functions directly from Microsoft Dynamics. This compatibil- ity
works so well that Microsoft recognizes InsideSales.com as a Global
Independent Solutions Vendor Partner Frequently Asked
Questions
21. InsideSales.com Share this eBook: Page 21 Q: Who in an
organization uses NeuralView? Typically, 100% of inside sales and
field sales reps will use NeuralView to gain actionable sales
insights. Sales managers can use NeuralView to prescribe a days
actions for their reps, and can utilize the related Neuralytics
Trust Reports to analyze the detailed inner workings of Neuralytics
and NeuralView of your specific business. Find out the number of
calls required to reach the high scoring leads, how much revenue to
expect from each score range and what specific makeup of customer
your company serves best. Q: How does NeuralView differ from
marketing automation applications like Marketo or Eloqua?
Throughout this ebook you have learned some of the ways that
NeuralView differs from marketing applications, but because this is
one of the most common questions sur- rounding the revolutionary
capability of NeuralView, a more specific analysis comparing the
features of Neuralviews lead scoring capabilities and those of
marketing automation scoring systems is warranted. A comparison of
each application is listed in the table on the next page.
Frequently Asked Questions Your Secret Weapon to Closing More Deals
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22. InsideSales.com Share this eBook: Page 22 Feature Marketing
Automation Lead Scoring NeuralView Scoring Rubric Subjective model
created by marketing manager Objective scoring model created by
your data, not influenced by human bias The applications scoring
objective To determine when a prospect is ready to talk to sales.
To determine which prospects are most likely to close and be
contacted. The buying stages the application can score MQL based
systems score leads by qualifying them to talk to sales, not by if
they are likely to buy Neuralview scores your records on Likelihood
to: qualify, close, contact and repurchase Access to sales
interactions that inform data analysis Can only access data that is
native to the CRM in use and to the singular organization. Accesses
data available in your CRM, the 80 billion data point analytics
engine, any data in a marketing automation application you may be
using and all of your company sales interactions carried out by
phone or email. Multivariate analysis Marketing automation
applications are generally not sophisticated enough to do this, nor
can their human influence possibly exhaust all statistical outcomes
available. Neuralview relies on machine-learning to instantly
complete multivariate analysis, which leads to more accurate
predictions. Ability to rework the scoring model Marketing
automation applications require manual input to establish their
scoring rules. This requires human analysis of data of a regular
basis to update the model in order to keep it informed about any
industry and business trends that naturally occur on a regular
basis. Without these manual efforts to rework the scoring system as
needed, you will be scoring leads off of an outdated model within
the first year of application. NeuralView is a self-learning
application. Any scoring model particular to your organization is
updated automatically as the engine learns from the sales
transactions completed not only by your organization, but by the
all the other transactions captured in the larger database. The
system refreshes and updates hourly. You are never behind.
Frequently Asked Questions
23. InsideSales.com Share this eBook: Page 23 Now that you know
how you can use an analytics engine to identify the sales leads and
prospects most likely to contact and close, its time to start
implementing what youve learned. NeuralView offers unparalleled
insight into your buyers availability and buying behavior, helping
your reps create actionable strategies to close more deals more
quickly. NeuralView shows your reps who to call and when and helps
them identify what is relevant to your cus- tomers so they know
what to focus on in their sales conversations. NeuralView by
InsideSales.com accelerates the sales cycle and drives revenue
growth in ways no other lead scoring application can. To see how
NeuralView informs the daily sales prospecting activities of a top
preforming rep click the banner below: SummaryCredits CONTENT
Andrew Parry| InsideSales.com Steve Durham| InsideSales.com WRITER
Chelsi Linderman | EDITOR Leo Dirr | DESIGNER Scott Humphries
|