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Unconventional Approach - Sales 2.0 Compatibility

The world-wide web has radically changed the "art of selling". Your target customers are very well educated on you and your competitors long before that first sales call. Early qualification is often done by Webex with leads coming from search engine marketing and optimization techniques. This has transformed how companies sell and this has been coined "Sales 2.0".

Yet, complex B2B sales simply cannot be accomplished using Sales 2.0 / Web 2.0 technology alone. A mix of old and new techniques are needed to restore the vendor / customer balance.

Emergence of Sales 2.0 is Affecting Sales Effectiveness

How big is the gap? Several key metrics from "CSO Insights" are revealing. Having surveyed over 1,800 companies across industries, here is what they discovered:

43% of sales force is not making quota
Less than 40% of revenue comes from new customers
Only 35% of sales rep time is spent selling
45% said they need to better understand the customer buying process
50% said they need to improve introduction of new products
57% said they need to do better with existing customers
58% said they need to improve win / loss reviews
50% said they need to improve how they adapt to market changes

Sales Performance Optimization
2007 Survey Results and Analysis

Impole Alternative

Impole recognizes that sales engagement is the most meaningful performance metric. Impole clients achieve a 75% pipeline contribution rate based on "opportunity intelligence" provided by Impole. This is a phenomenal 4,400% increase over traditional lead generation effectiveness of 1.7% marketing inquiries entering the sales pipe (source: Sirius Decisions study of 200 B2B companies).

Impole clients enjoy this clear advantage based on four key factors:

Identify timely sales triggers / movement
Align with the prospect's environment / needs
Penetrate the account vertically and horizontally
Identify key contacts willing to engage

Here is the type of feedback our clients receive from their sales teams:

"I wanted to let you know that in my 17 years in sales / marketing I have not had as thorough leads as what I get from Impole. In addition, every one of them is very well qualified and the primary contacts are tee'd up for me. All I can say is keep them coming. Thanks much." - Dataupia

"The campaign was very successful! Impole has a unique approach. Impole provides excellent data summaries for each opportunity (much more useful than any format I have received in the past). Impole made the difference in the success of this campaign. Is there something we can do in Central Region in Q4?" - IBM

What Differentiates Us

Impole excels in the acquisition and management of primary account intelligence from the mid-market to the most sophisticated enterprise sales.

Impole integrates the acquired tactical information into applicable strategic intelligence - turning disconnected bits of information into coherent intelligence that you can use now.

Impole Corporation provides revenue growth services in business-to-business markets in the Americas and Europe. The backbone of these services is primary research to gather account-by-account information. Account information is then transformed into Micro-business Intelligence, and either used in aggregate or as a standalone set of tactics to identify the optimal path for revenue production.

This methodology considerably moderates the inherent risk and volatility associated with revenue development in complex markets. The ultimate goal, or measure, of Impole's services is to lower the cost of acquiring new revenue, and increase the effectiveness of each client's SG&A expenditures.

Impole services are delivered as either standalone programs or packaged solutions that cover end-to-end market development.

Our goal: We provide Impole clients with unfair competitive advantage by leveraging important information about prospects that their competitors don't have the time or expertise to obtain.