TrueAdvantage Delivers Qualified Leads with New Technology-Enabled Lead Generation System

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TrueAdvantage 4.0 eliminates tedious research and gives sales professionals first-mover advantage.

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This knowledge of likely needs, enables them to reduce the time needed to initiate a focused conversation with a prospect, establish value early and boost their average selling price. Prioritizing selling efforts and the opportunity to build personal relationships earlier lead to increased close rates and overall profitability for both the company and the salesperson.

TrueAdvantage® announced today the availability of TrueAdvantage 4.0, its new innovative lead generation system. The subscription-based solution leverages TrueAdvantage’s unique SmartTrigger® technology to automatically mine the Internet and over 20,000 business information sources, structure that information, and filter it to deliver qualified leads directly to the salesperson at the earliest possible point in a prospect’s buying cycle.

TrueAdvantage has become the definitive way to reach high-propensity-to-buy prospects. This latest release makes it even easier for salespeople to quickly get maximum value from TrueAdvantage via improved ease of use, expanded profiling options, and leads from an additional ten million companies. All new functionality is fully integrated with Salesforce CRM and CRM OnDemand (from Oracle, formerly Siebel). TrueAdvantage currently enables salespeople at over 350 companies to contact the right person at the right time without time-consuming research and at a low cost per lead.

“TrueAdvantage 4.0 provides salespeople with real-time notification of specific ‘sales trigger events’ that indicate a high propensity to buy their company’s products or services, and enough information about a particular prospect to initiate a conversation. The TrueAdvantage lead generation system works like a personal digital prospecting assistant,” explains Joe Petro, TrueAdvantage’s CTO and VP of Engineering. “A salesperson can ‘set it and forget it.’ After initially configuring it for pertinent sales triggers and territory requirements, the salesperson automatically gets hot leads delivered via email, a portal, or directly within a CRM system.”

Among TrueAdvantage’s customers is Yahoo Hot Jobs!, where real-time leads are delivered directly into the company’s CRM system. “Using TrueAdvantage, Yahoo Hot Jobs! has closed ten times more business than we did with alternative lead generation and research solutions,” said Erin Brockman, director of sales operations, Yahoo Hot Jobs!. “TrueAdvantage worked closely with us to develop a profile of the ideal prospect, including identification of meaningful ‘sales trigger’ events at targeted companies that indicate a high probability of buying what we sell. Actionable real-time insights from TrueAdvantage help our sales team to get in early and make the sale. It’s information that they never had before, despite extensive, time consuming research.”

Why TrueAdvantage Works

TrueAdvantage enables salespeople to spend their time in front of prospects – not researching for highly qualified leads. It helps them gain first-mover advantage by getting to high-probability prospects early in the buy cycle and ahead of competitors. As the “first mover” on an opportunity, a salesperson using TrueAdvantage can:

  •     Start building critical relationships early
  •     Influence buying criteria in his/her company’s favor
  •     Sell more, by establishing the product’s value early and increasing his/her close rate

“TrueAdvantage users sell more because they know when and why to call,” said Jim Dickie, partner, CSO Insights. “This knowledge of likely needs, enables them to reduce the time needed to initiate a focused conversation with a prospect, establish value early and boost their average selling price. Prioritizing selling efforts and the opportunity to build personal relationships earlier lead to increased close rates and overall profitability for both the company and the salesperson.”

How TrueAdvantage Works

In contrast to the tedious online research that many salespeople conduct, TrueAdvantage’s unique SmartTrigger technology automatically mines the Internet and over 20,000 business information sources, structures that information, and filters it to produce SmartTriggers.

When each salesperson first begins to use TrueAdvantage, he/she uses built-in wizards to indicate a geographic sales territory, the types of companies that are of interest, business events that are likely to indicate imminent purchases of the products sold by that salesperson, and the preferred delivery method for leads.

TrueAdvantage pinpoints business events that indicate organizations with a high propensity to buy – events such as management changes or construction of a new building. This information is organized into more than 150 business-related categories. Each categorized event is linked to a specific company record in order to produce SmartTriggers – more than 25,000 each day, indicating high propensity to buy situations. Using the criteria set by each salesperson, TrueAdvantage delivers relevant leads via the preferred delivery method.

What’s New in Release 4.0

Improved ease of use and expanded profiling options make it even easier for salespeople to quickly get maximum value from TrueAdvantage:

  •     User interface improvements make it simpler to “set it and forget it,” and start benefiting from TrueAdvantage. Easy-to-use wizards and menus help salespeople to more easily set up their profiles, lead criteria and triggers. Profile and criteria information has been consolidated into a single location for easier access and review.
  •     Profiling options more closely parallel how salespeople operate. For instance, a salesperson that covers multiples territories or types of prospects, each with unique lead criteria, can set up multiple profiles to reflect the distinctive lead criteria for each of them. TrueAdvantage aggregates and delivers the leads specific to each of these profiles.
  •     Users can specify the frequency of lead delivery, ranging from hourly to daily.
  •     The My True Leads page of lead details is better organized and easier to manage.
  •     Salespeople can now bulk load triggers or companies into their Salesforce CRM Accounts or True Leads tab.

In addition, TrueAdvantage now produces leads on an additional ten million companies. All new functionality is available from within Salesforce CRM and CRM OnDemand (from Oracle, formerly Siebel), further enhancing TrueAdvantage’s value in accelerating their use by sales teams.

About TrueAdvantage

TrueAdvantage's innovative technology-enabled lead generation delivers timely and highly qualified true leads to sales professionals. Its unique SmartTrigger™ technology enables salespeople at over 350 companies to contact the right person at the right time for the right reason. TrueAdvantage users spend more time in front of their prospects selling, instead of researching; gain first-mover advantage by reaching high-probability prospects early in their buying cycles; and dramatically increase sales results by improving their close rates and average selling price.

TrueAdvantage leverages the power of its SmartTrigger technology to continually scan more than 20,000 sources of business information and the Internet for over 150 categories of "trigger events:" business events that typically indicate a high propensity to buy. It produces over 25,000 of these new SmartTriggers every day. Triggers that match criteria set by an individual salesperson are linked with company sales intelligence and delivered to that person's desktop, either via email or directly into a CRM system, as true leads.

For more information, visit http://www.trueadvantage.com, call 888.508.8783 or send email to info @ trueadvantage.com.

Press or analyst inquiries:

Kelly A. Murray                Jacqueline Sagl

978-597-3377                    978-265-3663

kmurray @ trueadvantage.com        jsagl @ trueadvantage.com

TrueAdvantage is a registered trademark of TrueAdvantage, Inc. Other trademarks or trade names are property of their respective holders.

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