For more than a decade, Hoover’s has been the primary source on the Internet of comprehensive company, industry, and market intelligence. With comprehensive information about more than 32 million companies and 37 million executives worldwide, Access Hoover’s gives sales teams the tools and insight they need to develop and refine targeted prospect lists and identify key people within accounts for cross-selling right at your fingertips.

Access Hoover’s integrates Hoover’s extensive functionality with salesforce.com, allowing sales teams to extract information from Hoover’s in order to generate leads and broaden contacts within existing prospects and customers. Sales reps can select specific criteria, view results, and then import leads or accounts directly into salesforce.com.

This not only makes it easier to close the initial deal, but also offers opportunities to develop cross-selling opportunities. Overall, the applications help you speed up the sales cycle and close more deals. With the application you can:

• Boost your prospecting efforts by creating extensive, targeted lists that meet your specific criteria and import them into salesforce.com
• Discover cross-sell opportunities within existing accounts with additional contacts and corporate hierarchy information
• Perfect your account and lead information by picking and choosing the pieces of information you want to update

In addition to connecting with salesforce.com, sales reps who have Hoover’s access can use Hoover’s Mobile, a free application that allows them to quickly find the information necessary to identify and evaluate potential sales leads and markets while traveling. That way, sales reps have the information they need to develop opportunities, regardless of whether they’re in the office or on the road.

What We Like about It:
It’s never been more important for sales professional to keep track of what’s changing inside their territory. Today’s economic climate is forcing the restructuring and downsizing of many companies, and has made mergers and acquisitions increasingly common. Executives and professionals are more likely to change jobs, making it harder for sales professionals to keep track of whom they should be working with.

Hoover’s provides an up-to-date source of information that changes as the customer personnel changes. And because Access Hoover’s is connected to salesforce.com, it helps companies build repositories of verified information about companies, industries, and key decision makers. The addition of Hoover’s Mobile to the tools that are part of the Hoover’s environment simply makes the entire package more attractive.

It makes sense if you think about it. Almost every sales professional has a mobile phone, and a lot of the time, it’s the only device you’ve got available and connected while on the road. If, for example, sales reps find themselves with a free day (due to a cancelled appointment), they can use Hoover’s to locate a replacement prospect for a cold call.

Profile:
Partner: Hoover’s
Application: Access Hoover’s
Application Published: May 2006
Average User Rating: 4.9 out of 5 stars
Pricing Plan: Starts at $35 a user/month (purchase of a Hoover’s annual subscription required)
More Info: www.hoovers.com