High Impact Prospecting V14

High-Impact-Prospecting™

“Agile, single-vendor and high-outcome B2B
demand generation services for
technology-centric clients.”

Copyright © 1996-2012, High-Impact-Prospecting, LLC

Who Is HIP and What Do We Do?

High-Impact-Prospecting is a New York-based firm providing
agile, single-vendor and high-outcome B2B demand generation
services for technology-centric clients.

Our key differentiators include ownership of our own email
service platform, our own virtual call center, a 50+ million-
strong B2B contact database, and a tight-knit team of deeply
experienced U.S.-based professionals. Our services include:

• Email Marketing
• 1:1 Lead Creation
• Trade Event Enrichment
• Outsourced Marketing Services
• B2B Social Media Engagement
• B2B Contact Data



"Simply put, the origin of
began in satisfying the unique needs
of our clients...
…clients faced with challenges like:

Bret Smith, Managing Principal & Senior Consultant


Client Challenges Like:

 "I need to replenish our lead funnels, quickly and cost-efficiently."

 "I need to meet my lead quota, but am constrained by budget."

 "It takes too many vendors to get our message to market."

 "I need to expand my subscriber base, but don't know where to start.“

 "I need to affordably pump up my webinar registrant counts.“

 "How can we pre-schedule a high-volume of meetings at our trade
events?"


HIP Sample Clients

 CenturyLink  Blackberry

 Adobe  TomTom

 MasterCard Business  Harvard Business Review

 SAP  Microsoft

 IBM  Aberdeen Group

 Pitney Bowes  Autotask

 VMware  Dassault Systemes

 RES Software  CAST Software

 Kennedy Information  NetScout

 Directions Media  Internap

 Comcast Business Class  Zeroed-In Technologies


What Clients Say - 1
“There is no other way to say this. Bret is amazing at what he does and the work
that his team accomplishes. Bottom line: he gets results. He is directly
responsible for driving highly qualified executive level prospecting meetings.
These meetings have turned into millions of dollars in revenue. Bret is extremely
valuable and I highly recommend him.”

Doug Shaddle, Senior Director, Predictive Analytic Sales,
Pitney Bowes Business Insight

“A few years ago, we launched a very complex strategic partner and sales
initiative that was dependent on developing leads for engaging our sales teams
as well as those of a few key partners. Delivery of solid leads was not an option,
it was a must have, or we'd loose the credibility of our own sales organization as
well as that of our partners. Bret blew me away with his ability to quickly
understand our objectives and then use his best practices to deliver some solid
appointments that ended up generating real revenue. I considered him "my
secret weapon" and would highly recommend him and his skills to any
organization that is interested in increasing their ability to generate highly
qualified leads to their sales organization.”

Mike Agron, Managing Principal, WebAttract
former executive at Apple Computer, Oracle, and DeCarta



"Bret Smith is a master of both the science and art of business development and
solution selling. His proven analytical "by the numbers" prospecting methodology
maximizes productivity and results when combined with his innovative and creative
messaging approach. Bret has an amazing talent for translating abstract product
features into meaningful, laser targeted value propositions that resonate strongly
with prospective C-level customers. He shows tireless dedication to delivering results
and is continuously looking for new ways to leverage technology to deliver new
business."
Jason Koeferl, Sr. Marketing Manager at CORESense, Inc.

"Bret is a stellar lead generation expert. He knows his stuff inside and out. He's
worked with us to spearhead many successful lead gen campaigns. As a startup, we
have no margin for error when it comes to sales and marketing. Every dollar and
minute we invest must come back with a tangible ROI - that always happens when
we invest in Bret's work. We consider him to be a very important member of our
team, and look forward to partnering with him to grow our business!“

Brett Owens, CEO, Chrometa



"Bret simply takes care of his clients - we have worked with him via two different
businesses he runs. His H-I-P program to help organizations to generate leads is
second to none! We have acquired new business instantly as a result of his guidance
and prospecting services. What sets Bret apart is not just the service but his
creativity to come up with solutions to meet specific demands of clients. We literally
had instant success as a result of using his guidance and services. If you are a firm
looking to extend your marketing reach for prospect generation do yourself a favor
and contact Bret."
Tim Hagen, President, Webinar Tracks

"I searched for an email marketing expert on Linked-In and that's exactly what i
found in Brett and High Impact Prospecting. The project came together quickly and
was well executed. It's clear to see why his technique works so well in developing
high quality prospects. I'm already planning my next project with him. A true
professional. Thanks for the great job Brett!“

Chris Moore, Founder & President, Zeroed-In Technologies LLC


Industry/Vertical Experience

• Computer Software and Applications

• Computer Hardware and Networking

• Online Publishers and Internet-Based Services

• Cloud Computing Platforms

• Banking, Securities

• Telecom, Mobile Computing, Business Class Cable

• Logistics, GPS, Remote Sensing & Device Management

• Energy, Power and Green Initiatives

• Insurance and Healthcare

• Sales Training and Reinforcement

• Human Capital Management


Sample Engagements

 Construct enriched list of vertical c-level contacts (name, title, address,
phone, email & intel) for virtually any industry in the U.S., whether for
provision of CRM data to client or as basis for ensuing prospecting effort.
From 1,000 to 50,000+ contacts.

 Develop/manage e-prospecting campaign on an outsourced
basis. Generally 5-10 initial days to digest value props, build custom
program (pitches, prospect lists, etc.), then commence campaign.
Focus on “Quick To Market”.

 Survey by telephone 2,000 potential respondents. Prepare and
complete within 20 business days. Designed to obtain quick
answers for business development.

 Drive hundreds of registrants to a professionally-produced, highly-
relevant, industry-specific, web-based event. Delivers dozens of leads
as webinar attendees.


Email Marketing Services - 1

Webinar Audience Recruitment
Drive standard-setting registration counts for your webinar by having H-I-P recruit a
demographically-matched target group via email and via hundreds of LinkedIn discussion
groups. We can source virtually any type of B2B audience from our contact database
containing over 50 million records and then deliver your invitations on our proprietary
email service platform. We provide all list management and assurance of CAN-Spam
compliance. We can also assist with message development, graphic design,
browser/email client compatibility testing, spam scoring/adjustment, and more.

Whitepaper/Ebook Downloads
Generating thought leadership through case studies, whitepapers and ebooks, but want
more of the right “eyeballs” on your content? H-I-P can drive significant numbers of
downloads for you by leveraging your creative to recruit a highly targeted audience to
your landing page. We can build virtually any B2B target group from our contact
database containing over 50 million records and then deliver your messaging on our
proprietary email service platform.


Email Marketing Services - 2

Contract eNewsletter Broadcasts
Need to regularly and reliably deliver eNewsletters to your subscriber base? H-I-P can
cost-effectively manage your ebroadcasts, whatever the volume, on our proprietary
email service platform. We take all the pain away, handling not only your email delivery
but also providing additional services including message development, graphic design,
browser / email client compatibility testing, spam scoring / adjustment, and more. Want
to enhance your subscription counts? Have us recruit a net new audience from our B2B
contact database of over 50 million-count.

Demo and Free Trial Requests
Want to drive a targeted B2B audience to a hosted form so they can request a demo or a
trial of your solution or service? H-I-P’s single vendor solution, combining targeted data
with our proprietary email service platform, is highly effective for this purpose. To “cut
through the clutter” in your recipients’ inboxes, we add in bleeding-edge personalization
of your creative to ensure maximum engagement, from Personalized URLs to Variable
Image Personalization. Some of our longest term clients avail themselves of this service
and include CenturyLink, Pitney Bowes and Tyler Technologies.


1:1 Lead Creation

Using Email/Voice Prospecting
There’s no more effective means of 1:1 lead generation that converging email
marketing with voice prospecting. Email provides a cost-efficient education channel
for communication which enables recipients to self-select and “Voice Prospecting”
then leverages the data you collect and employs the natural, human voice to extend
the dialogue you’ve begun. It is NOT telemarketing and it doesn’t involve sales
“tricks” and scripts. It is the logical extension of your efforts to engage prospects
and create warm conversations for your sales people, and leads to stickier, longer-
term business relationships with the prospects, without the possible loss of
continued access caused by a salesperson who doesn’t make a timely and informed
follow up. We can help you justify ROI for both your current efforts and our addition
to them and ensure you get that budget back again for 2012. Increase the
outcomes of your marketing efforts, dollar for dollar, by up to 60% by adding “voice
prospecting”.

Using Email Prospecting
H-I-P leverages a time-tested email prospecting methodology to secure qualified
1:1 interest for its clients. We employ "peer to peer" techniques which engage key
executives inside target organizations of specific industries, is driven by role-based
segmentation within your target group and is expressed compellingly through
highly-informed appeals that connect with them in their “language”. Combined with
our single vendor approach that includes a living, breathing contact database of
50+ million B2B contacts and delivery of all emails on our proprietary email service
platform, it’s hard for our prospective clients not to pilot this exclusive service from
H-I-P!


Trade Event Enrichment

Fill Your Seats at Road Shows, Summits and User Group Meetings
H-I-P leverages a time-tested email prospecting methodology to secure net new or
existing customer commitments/RSVPs for its clients’ physical events. We employ
"peer to peer" techniques which engage key contacts inside target organizations
and which, combined with our single vendor approach including a living, breathing
contact database of 50+ million B2B contacts and delivery of all emails on our
proprietary email service platform, deliver solid and consistent results.

Prescheduled Booth Meetings @ Your Trade Show or Conference
Why rely only on passive booth traffic when H-I-P can schedule qualified meetings
to take place right at your exhibit? Organizations from Pitney Bowes to SPE to
Intalytics and others have found this to be an excellent means of enhancing the ROI
on their events while more deeply engaging their sales reps before, during and
afterward in the outcomes.

Recruit Exhibitors
Imagine what H-I-P can do to secure new exhibitors for your own trade event by
recruiting the right prospects from its 50+ million B2B contact database?


Outsourced Marketing Services - 1

Operating/Managing Your Marketing Automation Tool
We can fill your marketing automation tool with logic and business rules and then
assure it runs smoothly and effectively nurtures new and existing leads. H-I-P
enables automated lead nurturing using drip marketing programs, deploys
autoresponder emails as completion actions for your forms, includes dynamic
content into your emails to add a personal touch, provides you the flexibility of
scheduling your emails, and automates CAN-SPAM compliance for messaging sent
from your MAT.

Content Creation for Your Marketing Automation Tool
The first true step in building out a lead nurture program in a marketing
automation solution is to create the content which will drive the ongoing
“conversation” with the prospect. High-Impact-Prospecting prides itself on what
we call our “peer to peer prospecting” skills and our communications, whether
written or spoken, are driven by role-based segmentation and targeted towards
prospects’ areas of responsibility. We author impactful and relevant messaging
intended to communicate effectively to the right contacts for you, “in their
language”. The process begins by collaborating with you on creation of messaging
and content, and then we synthesize, distill and express your offerings in
conversational style, though in industry vernacular designed to "cut through the
clutter". All of this will be driven by your business rules and from within your own
marketing automation solution.


Outsourced Marketing Services - 2

Graphic Design and Testing
We provide full service HTML graphic design for your webinar invitations and registration
pages, enewsletters and email marketing. H-I-P’s Graphic Design and Testing service includes
browser/email client compatibility testing, spam scoring/adjustment, and more.

Custom PowerPoint Templates, Slide Creation and Slide Makeovers
Templates brand your business presentation. They are essentially PowerPoint stationery and
are the foundation of every slide in your PowerPoint presentation. We can design slides for a
new PowerPoint or make over an existing PowerPoint.

Hosted Forms
Have great content like a whitepaper or ebook that you want H-I-P to promote, but don’t have
your own soft landing page? We can build and host a form for you which completely
automated the process for you … not only capturing the contact data you desire, but delivering
the related collateral and reporting that information to you in real-time. Contact us for more
information.

Personal URLs and Variable Image Personalization for Emails
Creativity, interaction and personalization are key components of successful email-based
webinar recruitment campaigns. Our optional multi-channel applications include a personalized
landing page for each respondent as well as Variable Image Personalization for each individual
email.


B2B Social Media Engagement

Drive Genuine Demand from LinkedIn and other B2B Social Media

High-Impact-Prospecting has long experience in leveraging LinkedIn both
for its own benefit as well as for its clients. To be effective activity needs to
be content-driven, regularly recurring, consistent in messaging, and
perceived as genuine by members of LinkedIn. High-Impact-Prospecting is
highly sensitive to being our clients’ “brand guardian” when representing
client interests on LinkedIn. This experience, as relates to engagement with
B2B prospects in social media includes, but is not limited to, the use of:

• Surveys and Polls
• LinkedIn “Answers”
• Network Updates
• Discussion Groups
• Automated broadcast to facebook, Twitter and dozens of other social
media sites
• Blogging


B2B Contact Data - 1

Target Group Provisioning

Our proprietary list provisioning process converges our 50+million count B2B database
with other credible contact data sources and with social media for the most accurate
and cost-efficient method in use for list builds today. We feature:

• Only professional BTB email addresses: no AOL, Hotmail, Gmail domains.
• Deep segmentation capabilities
• Pricing often at 20-50% of most of our competitors.
• 90% Deliverability guarantee.
• Data sample prior to purchase.
• Unrestricted, unlimited license – you own the data!
• Coverage for U.S., Canada, U.K., Latin and South America, Australia, India and other
geographies.

Custom List Acquisition/Build

H-I-P recognizes that not all desired contacts may reside within our database. We offer
custom target group development for those clients who have the most specific and
discriminating business needs. Contact us for more details.


B2B Contact Data - 2

CRM Data Enhancement

For data appends and CRM refreshes, High-Impact-Prospecting uses a proprietary
process which sources diverse and reputable contact data and then converges it
with business-to-business social media. The result is the most accurate and cost-
efficient output in use for list builds today. Pricing for our standard data
append/enrichments service, entitled List-Enrich™, is based on the total count of
the contacts to be enhanced, the desired time frame for delivery, and the quality
and format of the client data provided to us. Our output provides the most current
information for each identifiable contact, striving for 80% match or better. It can
be delivered in comma-delimited text, Microsoft XLS, CSV or in an Access
database. It can also be formatted in terms of data dictionary, columns, rows and
cells for easy import to most major CRM and marketing automation solutions,
including Salesforce.com, Pardot, Eloqua and others.

Segmentation and Targeting

Want to “size your market”? As a precursor to your next marketing campaign,
whether H-I-P delivers it for you or not, we can determine the total count of
companies and desired contacts which you could source by targeting and
segmenting against your demographic profile within our B2B contact database of
over 50+million records. Reporting includes counts by SIC, NAICS and/OR NACE
classifications as well as their accompanying textual descriptions, geography,
department, keyword title and more.


High-Impact-Prospecting, LLC
90 State Street, Suite 700
Albany, NY 12207
MAIN 1.518.591.4665
sales@high-impact-prospecting.com


High Impact Prospecting V14

Recommended

Recommended

More Related Content

Featured

Featured (20)

High Impact Prospecting V14