New York Life Finds Magic With Sales Genie
The nation's largest mutual life insurance company started using Sales Genie, infoUSA's Web-based sales prospecting tool, earlier this year.
"The key for us was access to the database, which allows us to make calls to specific targets, whether they be business owners or individuals," said Mike Gavin, who supervises 14 sales reps from the Scottsdale, AZ, office of New York Life Insurance Co. "We can look for new mortgagees, we can look for seniors and we can look for business owners. We can virtually get any name we want in the Phoenix metro area."
The Sales Genie subscription service (www.salesgenie.net) lets businesses access unlimited sales leads from 12 databases online for a monthly fee of $250.
Customers can access business sales leads from 13 million U.S. businesses, 2.6 million new businesses, 11.4 million executives and professionals, 600,000 manufacturers, 218,000 big businesses and 5 million small business owners. They also can access consumer sales leads from 200 million consumers, 57 million homeowners, 18 million new movers, 3.7 million new homeowners, 1.7 million bankruptcy filers and 12.5 million households with children.
A built-in contact manager helps users organize their own customers and prospects. Sales Genie stores the sales leads on its password-protected online contact manager that organizes and manages leads. Users also can store notes, schedule follow-up activity and print their own labels and lists or send an e-mail directly from the contact manager.
Gavin said he passes the leads to his reps, who then follow up via telephone calls or direct mail followed by phone calls. Though Gavin said he has seen an increase in activity, he could not pin down an actual increase in sales as a result of using the tool. However, he said his reps "have closed $5,000 and $10,000 commission-type cases using Sales Genie, which is a nice sale for someone starting their career."
Before using the service, Gavin said, his group bought or rented lists to gather leads, but this tool is much less expensive.
"There are lists where names are sold for 3 cents a name up to 25 cents a name," he said. "However, for a flat fee of $250 per month, we can get all the names we want."
InfoUSA added the Customer Analyzer & Prospect Builder tool to Sales Genie earlier this year. These components instantly analyze a user's customer files and provide a list of prospects. Criteria used by the tool to determine the best prospects include industry, income, lifestyle, company size, age and home value. Customer Analyzer & Prospect Builder is a free addition for subscribers.
One caveat about Sales Genie, Gavin said, was that the names must be downloaded one at a time, as opposed to buying a list of 1,000 names where all the legwork has been done for you.
"Here, we have an assistant download the names one at a time, so the savings you get is offset somewhat by the extra work," he said.
Based in New York City, New York Life's family of companies offers life insurance, annuities and long-term care insurance to businesses and consumers. The Fortune 100 company was founded in 1845.
Melissa Campanelli covers postal news, CRM and database marketing for DM News and DMNews.com. To keep up with the latest developments in these areas, subscribe to our daily and weekly e-mail newsletters by visiting www.dmnews.com/newsletters