Engage With Insights to Win Have Better Conversations with D&B Hoovers.

1. Have Better
Conversations with
D&B Hoovers
June 19, 2018

2. 2
EngageWith Insights toWin
Have Better Conversations with D&B Hoovers
Welcome
Today’s Agenda
-Introductions
-The Challenge of Engaging with Relevance
-How Sales Intelligence Can HelpYou EstablishTrust and Credibility
-Q&A
EngageWith Insights toWin

3. 3
Engaging with relevance is easier said than done
Sales must overcome many hurdles
EngageWith Insights toWin
of those surveyed
don’t feel as though
their sales teams have
the right account
intelligence
– Dun & Bradstreet
Customer Insights
40%
Selling
Inefficiencies
65%
of the average sales
rep’s time is spent
on non-selling
activities
– Nancy Nardin and
CSO Insights
Self-Service
B2B Buyers
of customer
relationships will
be managed
without human
interaction by
2020
– Gartner
85%
Lack of Account
Intelligence

4. 4
Engaging with relevance is easier said than done
And buyers are skeptical
EngageWith Insights toWin
only 20% of sales
conversations are about
the executive buyer’s
challenges and initiatives;
80% are about selling
products
– Forrester
20%
Become a
Trusted Advisor
36%
of B2B executives
believe sales people
understand their
business problems and
offer clear solutions
for them
– Forrester
Where’s
TheValue?
Focus on the
Buyer
82%
of B2B decision
makers think
sales reps are
unprepared
– Biznology

5. 5
The Challenge
–How do you stand out in a
competitive market?
–How do you get your prospect’s
attention?
–How do you engage with relevance?
–How do you establish trust and
credibility?

6. 6
Do your homework before you engage
You must earn the right to a meeting
Great sources of insight
–Company websites
–News
–Corporate FamilyTrees
–Annual Reports
–Industry publications
–Competitors
EngageWith Insights toWin

7. 7
Do your homework before you engage
You must earn the right to a meeting
Great sources of insight
–Company websites
–News
–Corporate FamilyTrees
–Annual Reports
–Industry publications
–Competitors
EngageWith Insights toWin
Things to look for:
–Leadership changes
–Company news & events
–Locations to target
–How is their financial performance?
–Industry trends
–What are competitors doing?

8. 8
Introducing the New D&B Hoovers
EngageWith Insights toWin
Combining the world’s largest commercial database with sophisticated analytics and
market-leading technology to deliver a sales intelligence solution packed with insight.

9. 9
Gain trust and credibility with sales intelligence
D&B Hoovers can help you:
-Understand the challenges and
opportunities at an account
-Identify up-sell and cross-sell
opportunities
-Be alerted to call-worthy events
EngageWith Insights toWin
of those surveyed don’t
feel as though their sales
teams have the right
account intelligence.
– Dun & Bradstreet
Customer Insights
40%

10. 10OutflankYour Competition and Get In the Door Faster with D&B Hoovers
More than 40 reports
available on our
Company Profiles

11. 11OutflankYour Competition and Get In the Door Faster with D&B Hoovers
Corporate Family
Competitors
Financial Reports
Industry Profiles

12. 12OutflankYour Competition and Get In the Door Faster with D&B Hoovers
Unique content
created by
Dun & Bradstreet’s
in-house
editorial team

13. 13OutflankYour Competition and Get In the Door Faster with D&B Hoovers
Unique to
D&B
Hoovers

14. 14OutflankYour Competition and Get In the Door Faster with D&B Hoovers
Easy to consume
market insights help
sellers have more
meaningful engagement

15. 15OutflankYour Competition and Get In the Door Faster with D&B Hoovers
Identify key industry
challenges, trends, and
opportunities that may
impact your prospect

16. 16OutflankYour Competition and Get In the Door Faster with D&B Hoovers

17. 17OutflankYour Competition and Get In the Door Faster with D&B Hoovers
Unique to
D&B
Hoovers
Better understand
company trends
and behaviors with
Business Signals

18. 18OutflankYour Competition and Get In the Door Faster with D&B Hoovers
Navigate the org to
identify up-sell and
cross-sell
opportunities

19. 19OutflankYour Competition and Get In the Door Faster with D&B Hoovers
Leverage Technologies
In Use to target
up-sell,
cross-sell, and
competitive
displacement
opportunities
New in
D&B
Hoovers

20. 20OutflankYour Competition and Get In the Door Faster with D&B Hoovers
Be alerted to reasons
to call and breaking
opportunities with
70+ real-time
trigger alerts

21. 21OutflankYour Competition and Get In the Door Faster with D&B Hoovers
Monitor account
events with your
personalized desktop,
trigger alerts, and
dynamic list updates

22. 22
D&B Hoovers delivers in-depth sales intelligence to help
you engage with relevance and have more meaningful
conversations
Engage with Insights toWin
Gain Trust & Credibility
by leveraging business
and industry insights to better
understand your prospect’s
needs and personalize
your pitch
Stay Ahead ofYour Competition
by leveraging alerts to
monitor opportunities
and identify reasons to call
Increase Win Rates
by engaging buyers with
the right message at the
right time

23. 23
Q&A
Thank you for joining us today.
Questions? Please submit your
questions through the Q&A box.
EngageWith Insights toWin