[Manoj]: Tell us a about your Pipeline Builder product and how B2B organizations can leverage it?
[Jeff Kostermans]: It’s essentially advanced Caller ID for the website, so it reveals who is checking out your website – before they fill out a form. You can instantly correlate anonymous website visitors to the contacts in your CRM or the prospect database that can be managed within Pipeline Builder. You can also add new contacts with lookups into list partners that include Jigsaw, Hoovers, ZoomInfo and soon LinkedIn. With the integrated email engine and the Outlook Plug-in, both marketing and sales can also send tracked emails that cookie the recipient, to reveal even more information when valuable prospects visit the website. Sales teams apply their own criteria to trigger instant sales alerts on truly interested prospects. This enables them to exponentially improve their connection rates, and very efficiently put more opportunities in the funnel. Plus marketing departments can now recoup their lost investment on anonymous PPC campaigns, correlate website visitors to the pipeline, and record a more complete view of hand-raising activity that can synch with the CRM or trigger instant alerts.
[Manoj]: How does Pipeline Builder fit into an organization’s sales process?
[Jeff Kostermans]: With complex B2B sales, the company with the most responsive and efficient sales team wins the deal 9 out 10 times…not the one with the best or least expensive product. Since B2B sales cycles can be quite long, the objective is to accelerate sales cycles of truly interested prospects and enable the sales team to be laser focused on the best prospects. Leveraging the Pipeline Builder, sales teams can define and adjust their criteria for receiving hand raising alerts. Prospects conducting early stage research on your website can be contacted and qualified much more efficiently. Prospects considering the competition will most likely visit your website as part of their due diligence, and if the alert criteria is met, the appropriate sales team member can get an instant alert and intercept the buyer. After all, in sales, timing is key.
[Manoj]: How accurate are the prospect details from databases such as Jigsaw, Hoover, LinkedIn and ZoomInfo?
[Jeff Kostermans]: While we do bundle in discounted subscriptions to these sources, in our experience, you’ll generally want to select contacts that have been validated within the last six months. LeadGenesys has unique arrangements with these sources enabling you to be credited on any disputed contact info.
[Manoj]: What types of software/services does Pipeline Builder integrate with?
[Jeff Kostermans]: LeadGenesys can integrate with all the major CRM providers as well as Microsoft Outlook. Although the sales team gets complete information within each instant alert, the benefit to integration is that all the hand raising activity recorded in Pipeline Builder gets appended to the contact record in your CRM. Bi-directional synching also enables you keep the Pipeline Builder up to date with your CRM data.
[Manoj]: Please describe the implementation process and when you can start seeing leads?
It’s as simple as pasting a line of code into your website pages. You instantly see who is checking out your website as soon as the code it there. The free, no obligation trial begins with a set of “starter rules” for triggering instant sales alerts that are based on best practices – but those can easily be tailored on the fly to your own triggering criteria.
[Manoj]: What separates Pipeline Builder from its competitors?
[Jeff Kostermans]:
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Unlike other solutions, Pipeline Builder triggers INSTANT sales alerts. A delayed alert or report of visitors means the sales team still has to cold call vs warm call. Plus it’s a hassle to manage those reports for the whole team.
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Pipeline Builder does not just record anonymous visitors. It also correlates visitors your prospect base – and enables both marketing and sales teams to send tracked emails that build a more complete picture of true prospect interest.
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The solution is able to custom grade prospects, which can factor into your rules for triggered alerts.
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The solution is a subset of the LeadGenesys Platform and Lite Platform, so B2B firms seeking to do more than blend website tracking and emailing can seamlessly grow into those solutions that include automated lead nurturing, intelligent landing pages, and other marketing automation features. Why have a separate disjointed tool to track visitors when you can do so much more with single application ?
[Manoj]: What is the cost of Pipeline Builder?
[Jeff Kostermans]: Depending on the number of users, the cost will range between just $3 and $4 per user per day.
Earlier this month I had the opportunity to test drive a product called 
