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Buyerlytics is the Science of Selling

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Q&A With Infinity Contact Founder, Chief Executive Officer and Owner, Tom Leidigh About Tom Leidigh 30 years of executive experience in sales, direct marketing, and CRM program development. Tom is recognized as a leader in outsourced contact and is primarily focused on expansion strategies, trade alliances, and new product development. Tom earned an M.B.A. with top honors from Arizona State University, and a B.B.A. from the University of Iowa. Question: Why do clients choose Infinity? Mr. Leidigh: As an innovator in integrated contact solutions, Infinity Contact has a singular focus: We collaborate with clients to Get Customers, Keep Customers and maximize customer lifetime value. Infinity Contact was founded to provide our clients with an enhanced experience of getting customers and keeping customers. That is real basic in terms of what all our clients want to do but the methodology and process behind that was where we thought we could differentiate B2B sales customer acquisition . Our brand is called Buyerlytics and it is really the science of sales and customers retention. It is integrating data, technology, customer contact and analytics into one program under the Buyerlytics brand. Many of our competitors offer a component or two but our ability to integrate those into a unified program is a huge differentiator and value prop for our clients.
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  • 1. The Buyerlytics Science of Sales Series. The Science of Applying Analytics to Sales. Applying contact analytics transforms the sales & service process into a customer optimized experience. By Tom Leidigh. Analytics. Analytics is the talk of the town across every industry and almost every facet of business. But what is the real quantifiable value of analytics on sales at the point of sell? Consumers have more data than ever before at their fingertips and businesses have more analytics than ever before, but unless the data is digestible, timely, accurate, and formatted for action it is not going to be utilized. The data driven approach to analytics starts with a change in priorities to capture customer analytics and thus a change in workflow to apply analytics throughout the sales and retention lifecycle. The data driven approach to sales requires more upfront research into understanding customers' behaviors. To apply analytics at each stage of the sales process requires more data captured at each stage of the process. At the core of successful companies like Google and Experian is the ability to providers customers with access to relevant, valuable information. While relationships matter, soft skills are enhanced by applying a data driven approach. The good news, is that with a data driven approach, it's easier to demonstrate ROI for each activity. So how can we apply data to drive better sales? Capture the value buried in every contact. The customer experience is enhanced when analytics are used to both target customers based on high degrees of fit and sell a long-term solution. Most companies can ill afford to lose customers. When done right, applying analytics can help improve satisfaction through better timing, personalization, and presentation. For many sales forces, consultative solution selling techniques are either deprioritized or completely ignored. Part of that is because there's an assumptionoften a wrong one-that the sales team possesses phone or relationship building skills is all that is needed. Would these skills be enhanced by understanding a customers lifecycle and behaviors? toll free: (800) 341-0802 | infinitycontact.com/RevenueLeadershipSystem
  • 2. The Buyerlytics Science of Sales Series. Analytics at the point of sell positively improve:  Active listening skills, which are critical in determining what the customer is challenged with and presenting the corresponding options/solutions.  The ability to ask questions clearly and effectively to link pain/challenges to a solution need.  Guiding customers through their options to a complete solution answer. The best selling process creates a dialogue/conversation to highlight a need the customer didn't know they had. The exchange ideas, happens most effectively through guided conversation. Using analytics at the point of sell, albeit whether at an event, via mobile smartphone, via chat, or over the phone ensures progressive messaging, topical conversation points, and unprecedented knowledge which translates into applying value during every contact. Analytics is a tool to provide value in every communication, every contact, and every conversation personalized, relevant and topical. If knowledge is power, analytics is its fuel. #1). Applying Analytics at the Point of Sell. Applying analytics at the point of sell benefits all parties. By applying analytics the process can be personalized based on preferences, configured based on history, and oriented to optimize the customer experience. Behavioral data must be complemented by firm and contact analytics Analytics are vital to every company. By understanding buyers and engaging them routinely you become a valuable resource as opposed to another vendor. Buyerlytics is the application of these scientific principles for selling into a system of selling based on customer preferences. If you're interested in comparing how Buyerlytics could impact your sales ROI, let me know. #WeLoveSelling Most Sincerely, TL Tom Leidigh, Founder & CEO Infinity Contact, Inc. Tom[at]InfinityContact.com | 1-319-378-1400 P.S. Take a tour of Buyerlytics online at: http://www.InfinityContact.com/GetToKnowInfinity toll free: (800) 341-0802 | infinitycontact.com/RevenueLeadershipSystem
  • 3. The Buyerlytics Science of Sales Series. Q&A with the Infinity Contact Ownership Team Thomas Leidigh - Chief Executive Officer and Owner As Founder, Chief Executive Officer and Owner, Tom guides the vision, mission, and strategic thinking of Infinity Contact. He has nearly 20 years of executive experience in sales, direct marketing, and CRM program development. Tom is recognized as a leader in outsourced contact and is primarily focused on expansion strategies, trade alliances, and new product development. Question: Describe the business pain and/or revenue problem executives face today?  Every boardroom needs more sales  Every boardroom desires better application of technology & increased speed to market  Business pain consists of the need for fact based decisions driven by data Question: What are the most important capabilities to solving today’s revenue challenges?  The ability to understand existing customers (i.e. understanding today's buyers)  Brand differentiation: how the product is positioned against the competition  Campaign segmentation and analytics to drive marketing and ROI of efforts Question: Tell me a little about a company’s state prior to Infinity and then future state after?  After working with Infinity Contact clients had a better ROI, received ample amounts of market feedback, and had a scalable sales model based on their revenue needs.  The ability to understand existing customers  Dependable revenue pipeline & consistent new customer sales acquisition Question: Why do clients recommend Infinity?  Easy to work with   Results Driven   Team Oriented   Employer of Choice  Collaborative and Consultative Dependable Energy. Excellence. Execution The Infinity Buyerlytics approach Want to learn more? Schedule a virtual or onsite visit with us! toll free: (800) 341-0802 | infinitycontact.com/RevenueLeadershipSystem
  • 4. Infinity is the sales partner for America's most admired brands. Infinity was founded in 1996 to deliver integrated campaign solutions. In 2013, we continue to partner with some of America’s best known brands to attract and retain customers for life. Today, we deploy world class inside sales teams. We hire and develop sales leaders. Every day we help our clients increase market share, customer spend, and customer satisfaction. Over $30M sold per QTR | 1,150+ Sales per Day | 5,500+ Records Updates Daily Get to Know Infinity Contact The Infinity Mission: Get Customers. Keep Customers. About Infinity Contact, Inc. The entire Infinity Contact organization has a singular focus: we partner with our clients to Get Customers, Keep Customers. We deliver sales acquisition campaigns & customer service programs based on analytics that generate the highest sales ROI & customer NLTV. Our three plus decade history has enabled us to become leaders in developing markets and launching solutions for our clients. The Infinity' Buyerlytics System™ combined with our world class inside sales team ensures maximum ROI for each client customer relationship. From strategic sales planning, to customer data analytics, customer acquisition and predictive modeling, Infinity Contact delivers client acquisition and customer retention results in the most cost efficient and professional manner possible. Learn more about the Infinity Buyerlytics System™ here: www.infinitycontact.com/RevenueLeadershipSystem Page 4 of 4
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