Telemarketing Software Featured Article

Jigsaw Helping Companies with Quality Lead Generation and Cold Calling

October 20, 2008
By Tim Gray - Telemarketing Software Web Editor


Jigsaw, a provider of business information and data services, says it has seen a marked improvement across all enterprise functional areas for companies using its data services to power direct marketing campaigns, sales prospecting efforts, the recruitment of new talent and the ongoing maintenance of CRM solutions.

 
The San Mateo, California-based company recently conducted a survey that showed users of Jigsaw services helped drive 10 percent to 50 percent increases in productivity.
 
After experiencing a 50 percent growth in adoption of Jigsaw Enterprise Solutions since January 2008, the survey was given to 7,000 Jigsaw members representing more than 600 enterprises. The goal of the survey was to better understand how data provided by Jigsaw is impacting business functions within the enterprise.
 
And the results are interesting. For example, Salesforce.com (News - Alert) has the highest percent of Jigsaw users, with 44 percent of respondents listing Salesforce.com as their CRM solution, and 84 percent of those respondents rating the Jigsaw AppExchange application as "good" or "excellent." On average, Jigsaw users with CRM solutions accessed more than twice the number of Jigsaw contacts than the users without.
 
As more and more sales and marketing manager are being asked to find ways to improve the productivity of inside sales and telesales teams; either through longer sales cycles or more accurate and complete contact data for leads, sources like Jigsaw are helping better understand lead quality issues and solutions, according to the company.
 
This recent study was in part designed to help explain what is and isn't working when it comes to inside sales and telesales in the industry today.
 
CSO Insights, a sales effectiveness research and benchmarking firm, conducts numerous studies designed to shed isngiht into the inner-workings of teh industry. In Jigsaw's latest webinar, Barry Trailer, managing partner and co-founder of CSO Insights, will share lessons learned from recent studies and explain what is and isn't working when it comes to inside sales and telesales in the industry today.

For Jigsaw enterprise clients with a CRM solution that average 100 or fewer contacts downloaded per individual user, Salesforce.com, Act! and Microsoft (News - Alert) CRM were the top CRM applications; while those that average 100 or more contact downloads per individual user are turning to Salesforce.com, Siebel and OracleOnDemand.
 
Jigsaw enterprise has a wide range of clients with a concentration in the following areas: business services; computers/electronics; financial services; healthcare/pharmaceuticals; media/publishing; software/internet; recruiting/staffing and telecommunications. In addition, the membership of Jigsaw includes members representing more than 92 percent of the Fortune 1000.
 
One particular area that is of interest in the telemarketing software space is the marked improvement in the sales and marketing efficiencies with 88 percent of respondents noting a 10 percent to 50 percent sales productivity improvement, with 12 percent reporting an even higher level of improvement in prospecting efficiency.
 
More than 68 percent of the respondents complement their use of Jigsaw with LinkedIn, Hoovers, or OneSource (News - Alert).
 
Jigsaw has helped enterprise clients reclaim control of their CRM data -- Across enterprise clients with customer relationship management (CRM) databases ranging from 20,000 records to more than 7 million records, using the Jigsaw Clean solution had significant impact.
 
For these CRM databases the following data issues were discovered and rectified by Jigsaw: 91 percent of records were incomplete, with 69 percent missing one of the "big 4" fields: title, phone, email or address; 21 percent of records were no longer relevant and were flagged for the graveyard for "dead" contacts; and 3.9 percent of records were duplicates, according to the company.
 
Don’t forget to check out TMCnet’s White Paper Library, which provides a selection of in-depth information on relevant topics affecting the IP Communications industry. The library offers white papers, case studies and other documents which are free to registered users. Today’s featured white paper is The Compelling ROI Benefits of Contact Center Quality and Performance Management Technologies, brought to you by Voice Print International (News - Alert).

Tim Gray is a Web Editor for TMCnet, covering news in the IP communications, call center and customer relationship management industries. To read more of Tim’s articles, please visit his columnist page.

Edited by Tim Gray



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