To Add Value — Know What is Valuable
Dan Hughes - CSO, Co-Founder of Broadlook Technologies
I just got back to the office from the American Association of Inside Sales Professionals (www.aa-isp.org) annual conference held in Minneapolis the week of May 10th. It was a good conference with a bright future attended by many professionals: executives, directors, managers and personnel who operate on or within an inside sale unit.
Like many conferences, there were speakers from various walks of business life. Some are authors, a few were "subject matter experts", while others actively managed, oversaw, or operated within their own inside sales team. Many topics were covered, but often mentioned within each presentation was the point that for each sales call, all sales professionals, whether inside or outside, should add value.
Well, I should hope so. But often times this is easier said than done. The critical part of adding value is ...
Case Study
Cerebral Sage Group
CSG operates in an industry which is experiencing increasing demand as well as increasing completion for job orders and candidates. In order to have a competitive edge, the President, Subbu Krishnan, was determined to find the most effective way to identify, qualify, and contact talent actively working in the healthcare field.
To find the very best candidates, Cerebral Sage Group knew it needed to leverage the Internet to identify passive candidates. Prior to working with Broadlook, the company's candidate searches were a manual process, difficult to track, and very time-consuming. It was not uncommon for the process to take days or even weeks.
See how Cerebral Sage improved productivity by 85%
Tips and Tricks
Looking to get the most out of your investment in Broadlook tools? Broadlook continues to refine the user experience to help you get the most out of your investment. Mike Tischer, Director of Client Experience, was asked some questions about two key aspects of the implementation process.
1) What is an Implementation Conference call and what can I expect?
An Implementation Conference is usually the first event in your Broadlook Client Experience. If you and I are in an "IC" it means that you're a new customer and the first thing you should expect from me is a sincere "thank you!" followed by some real discussion about how the Broadlook's technical, training, and support teams are going to help you in your Internet initiatives.
This is the time when you, your IT/Systems person, your research lead, and our group gather together to discuss the software configuration and rollout, and the support and training offered to you. We also use this time to learn about your immediate research needs so that everyone has an understanding and is in agreement as to what your goals are. This puts all people in this partnership in the best position to begin working toward an efficient return on your investment. Lastly, we establish some roles for your group who will participate in the Broadlook Community.
2) What is a Broadlook Administrator and what do they have to do? Is it very involved?
A Broadlook Administrator is a person within the client's organization that acts as the catalyst for getting software installed. They work with Broadlook's Client Experience, Technical Services, and Training teams to coordinate orientation and training meetings, and to ensure that everyone has everything they need for implementation. They also act as the point of contact in regards to client advocacy — communicating questions, requests, and concerns on behalf of their research team. Lastly, they have full licensing and user login administrative privileges, and make requests pertaining to software placement/redistribution, adding training accounts, and such.
In the beginning of the implementation, we ask that the Broadlook Administrator stays very involved in the process. Once orientation and training is underway, their responsibilities become less immediate, but their role remains critical. Usually, this person is someone who is vested in their team becoming more efficient in research - a leader within the research arm of the organization, or someone who will eminently use the information derived from their work.
Broadlook News
Broadlook Speaks at TechAmerica
Donato Diorio will be speaking at the 2010 Growth Cap Financial Conference at the Palace Hotel in San Francisco. Donato was requested to attend to address the Venture community on ways to help their portfolio companies accelerate their growth through B2B lead generation technologies and best practices. For more information on the TechAmerica, you can check out their website at http://www.techamerica.org/growth-cap-2010.
