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Umberto Milletti

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CEO & Founder, InsideView

10 points

Sept. 6, 2011

Umberto Milletti recommends this answer by Peter Johnston

What do you expect from data.com?

I had a meeting with Dun and Bradstreet earlier this year. I left with no doubt that they were still stuck in a timewarp, producing addresses by the thousand for direct mail, with a focus on large corporations and company data, not much for SMB ... more

Information Technology

Feb. 9, 2011

Umberto Milletti recommends this answer by Mari Anne Vanella

What are some alternatives to Jigsaw for getting business contacts and information?

If you are looking for a "list", then I would recommend, in addition to Jigsaw, using InsideView, or Hoovers. InsideView aggregates data from Jigsaw, NetProspex, and other sources. You can also buy lists based on title or industry from more specialized list providers.
If you ... more

Contact Information

Feb. 9, 2011

Umberto Milletti recommends this answer by Nelson Chen

What do inside salespeople think about the quality/accuracy of the contact information in Jigsaw?

Phone number accuracy is higher in SMB space ~60%. When you get into enterprise accuracy drops to ~30%. Fortune type accounts (at the decision maker level) will lead you straight into the arms of gatekeepers - receptionists, phone trees, admins (non direct). With that said, ... more

Business Contacts

Business Directory

Sept. 18, 2010

Umberto Milletti and 5 other people answered this question

Customer 2.0: What does it mean to you?

Vendor sales teams need to know how to have educated, relevant conversations. Generic scripted cold calling & marketing blasts will continue to decrease in effectiveness as Customer 2.0 becomes more educated, and has more "social" resources at their disposal. more

April 23, 2010

Umberto Milletti and 6 other people answered this question

What does Salesforce.com Acquisition of Jigsaw mean to Sales & Marketing ?

My take is that:
1. This will accelerate the inevitable commoditization of basic contact and company data - http://blog.insideview.com/2010/04/21/salesforce-com-will-help-free-data/
2. For those where a name, email address, phone is all that's required, this should be a big step forward.
For those who need more intelligence (social media ... more

April 15, 2010

Umberto Milletti and 3 other people answered this question

How to help your sales folks "know" who they are calling before the call?

Absolutely agree: good process with good people using good technology.
When it comes to comes to the basics (look someone up before calling), making relevant intelligence easily available will help the fool not make a fool out of themselves.
p.s. If someone gave you a ferrari, ... more

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