REVIEWER: Mike Vicchitto, online marketing analyst for Jobscience.

BACKGROUND: Jobscience is a market leader in human capital management solutions, providing a comprehensive suite of Web-based products and services that meet the needs of any size business across any industry. Our software solutions map to your workflows, business rules, processes and user preferences, and our robust expert consulting services are available to help you design and implement the optimal solution to recruit, source and manage staff and volunteers for your organization.

PLATFORMS: Genius.com’s SalesGenius is software as a service (SaaS) that is available cross-platform so customers can use it on Macs and PCs.

PROBLEM SOLVED: Our previous email efforts were delivering too many unqualified leads to our reps. I needed to ID qualified leads (tracking leads, prioritizing calls) for the appropriate sales representative. Before getting SalesGenius, our reps were making a lot of ineffective and demoralizing cold calls. Our conversions were low. SalesGenius not only instantly alerts us when the email recipient has received our communication or is surfing around our Web site, but it also lets us know that that prospect is online and engaged in our company. We’re closing a lot more deals because of it.

PRODUCT FUNCTIONALITY: The team sender function dramatically improved our email marketing results. With the tracker, each sales representative is instantly alerted when a prospect opens a Jobscience email or visits the corporate site. This is invaluable information that helps them qualify and reach leads. With SalesGenius, they can move through the sales process independently. I no longer need to supply target lists and spreadsheets. This boosted our productivity in record time for not only targeting the recipients but also managing the sales teams. Essentially, it means fewer voicemails, brush-offs and calls made to outdated prospects. We spend less time and money running in circles with no payoff.

STRENGTHS: SalesGenius takes a good salesperson and gives him or her the tactics and tools he or she needs to become a great salesperson. Most email systems can only tell me that an email recipient clicked through or maybe which link they clicked on. SalesGenius creates a timestamped slideshow of the prospect’s visit to our Web site, whether they viewed one page or 20. Now we can step back and evaluate what our pitch to this prospect should be, leading to much better results plus some valuable intelligence. Unlike other email marketing automation software, SalesGenius maintains a constant connection to my Salesforce.com database, refreshing the data to reflect changes to our internal system. I can spend less time micromanaging subscribers and more time sending targeted email campaigns to the right people. It helped our sales teams get smart on how to utilize our Web site and internal teams to drive better results in closing out our sales, quarter after quarter.

WEAKNESSES: While the ramp-up time for a team sender is extremely quick and easy, it takes some time for the sales team to become completely self-sufficient with the system, especially because they are not accustomed to taking some marketing responsibilities into their own hands.

DELIVERABLES: Our lead program has really come together since implementing SalesGenius. It had been fairly disorganized, and with the implementation of Genius, I redesigned the way we handle and market to leads. Since then, we’ve had more than 600 converted leads in a couple months. We’re running a successful Webinar series as well as maintaining a nurturing program automatically fed by the sales reps and then marketed to by me, as the team sender. I’d say our sales team’s productivity and efficiency has been significantly boosted since implementing SalesGenius.

VENDOR SUPPORT: After giving some of our suggestions to the SalesGenius team, they turned our critiques into solutions in an efficient and speedy time frame. They are extremely attentive to their clients’ needs.

DOCUMENTATION: Documentation is not the main focus of the software. I would say it is adequate but also that one does not need to be overly technical or accurate to achieve great results with the product.

SalesGenius
Genius.com Incorporated
1400 Fashion Island Boulevard Suite 500
San Mateo, CA 94404
(650) 212-2050
http://www.genius.com/

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