-quote from CEO, Mimi Evans
We are proud of all of our customer successes and strive to under commit and over deliver. We are continually finding new and innovative ways for our customers to use our tools to CRUSH their quotas and accelerate their sales cycles.
The following are quotations from a few of our customers:
Crush Reports are not just for sales! I am in marketing and the Crush Reports and Alerts provide me crucial information on certain accounts to enable me to cater my messaging to a particular industry--for emails, newsletters, website messaging and social media tools. In an ever-changing market, we in marketing need to keep on top of changing trends within an organization and be able to create content on the fly to appeal to a certain market segment. I use Crush Reports and Alerts to penetrate different accounts based on vertical. The Technology Business Drivers section in Crush reports help me cater my messaging exactly to their business challenges and pains in order to position our solutions. Crush reports and the Crush Alert function are valuable tools for sales AND marketing...the mix of on demand content and daily alerts is the perfect cocktail for a marketer!
Field Marketing Manager – OpenText
I began using CRUSH Reports and Alerts a little over two months ago and I have found this to be invaluable! I target Enterprise accounts in the mid-west and I quickly found out how useful the CRUSH reports were. For example, I pulled CRUSH reports for my top 10 target accounts and immediately sent these to my Field Reps. They responded within minutes thanking me for the information, and we discussed how this information was much more detailed than we could hope to dig up on our own. From there, we formed a game plan based on each company's IT Highlights and specifically their Technology Business Drivers. For one company, they were "Responding to the economy by controlling costs and conserving cash". We were able to successfully position our suite of solutions and schedule a meeting to discuss in more depth. Without that targeted messaging, I don't believe that meeting happens.
CRUSH Alerts has been another great addition to my arsenal. I receive daily updates on all my top 40 targets - everything from stock performance to a company's plan to purchase a competitor. This has proven to be valuable as I prospect into accounts. I have not come across many third party services that provide much ROI in our industry, however, I can truthfully say that CRUSH Reports/Alerts has been a huge asset to myself and my field reps.
Enterprise Sales Rep – Adobe Systems
When working with limited resources in a highly competitive environment, establishing relevancy is critical. I use the information I gain from Crush Reports to differentiate myself and establish credibility and value. Crush reports allow me to view my first conversation with a senior executive from their perspective, and focus the content of my call entirely on their situation. Having information on a customer's industry, company, competitors, and business conditions from Crush Reports sets my call apart from the competition.
The Crush Report Business Drivers section is especially valuable. These Business Drivers
provides me with key information on a company's critical success factors,
strategic goals, initiatives, and business objectives. I try to pinpoint
specific financial drivers, quality drivers, and competitive drivers in this
section that will enable me to build credibility in my opening dialogue or
communication with a C-level executive. I've found that it's most effective
when I can determine which key drivers are most relevant to which executive,
and tie that specific objective to one of the solutions our company offers.
One of my key Target Accounts was a Fortune 1000 account from Crush. The Crush Report told me
that the company had specific business drivers related to Innovation and
Product Development to set them apart from the competition, along with a
Strategic Initiative to consolidate their global support centers to improve
customer service. Using the executive contact names in the Crush Report, I
searched LinkedIN to view their career history. In doing so, I found that the
COO had a background early in his career, in Engineering, and from that, knew
that the Business Driver related to Innovation and Product Development would be
most applicable in my dialogue with him. I also found that the VP of IT came
from a sales and marketing background early in his career, and from that, knew
that the Business Drivers to consolidate their global support centers and
improve customer service, would resonate with him.
In addition, the Executive Commentary in Crush Reports is always extremely helpful, because it
offers a different perspective, and more granular (day-to-day) view into the
company's current projects and technology. In this section, non-management-level
employees discuss current technology initiatives, and also typically, who is
responsible for what. The information that the employees in the trenches of
the organization offer through their commentary, helps create a strong value
hypothesis, and draft a one-of-a-kind introduction, based on key facts that my
competition typically will not know. Rather than simply knowing what technology
they have (i.e. reading from a list), you get a first-hand account of how they
use the technology, the details on current projects and recent decisions,
learning who is responsible for what role within the organization, and
oftentimes, for what reason. It's the valuable data that you can keep in your
back pocket as you have dialogue with a Senior Executive.
I was prospecting
into a different Fortune 500 Account and learned, from one of these
commentaries that the company had a PCI Compliance initiative. My company,
Aspect, has software that helps companies monitor PCI Compliance. Knowing this
information, I used this fact in my dialogue with the CIO, who ultimately gave
me an introduction to the VP of Quality Management, who oversees PCI Compliance
in the organization.
Overall, Crush Reports have been invaluable, and I'm looking forward to expanding my current use of CrushPRO Reports, by signing up for daily Crush Alerts!
Account Exec – Aspect Software
Crush has been an instrumental tool in aiding my sales success. We needed key information to establish our sales and pursuit strategy. We were unable to obtain this information through other sources and turned to the CRUSH Report. In the CRUSH report, we were able to find the information and data necessary to establish our strategy, a strategy which inevitably led us to a multi-million dollar win for IT services.
The data contained within the CRUSH Report allowed our sales team to establish its strategy, our solution team to better understand the environment so that they could build a transformational solution, and our delivery team to better understand the client's expectation post-contract.
We also used the CRUSH report to identify the key relationships we needed to build in order to be aligned at the decision-level.
CRUSH was key in our ability to win this deal and I continue to use the CRUSH report for every new prospect, as well as existing clients.
Account Executive – Siemens
I have used CRUSH reports for about 7 or 8 years now and there is nothing like them. They do all the corporate research for you on just about every company out there. I have used CRUSH reports to build Territory Plans, Account Plans and Close Plans for some of the biggest wins of my career. CRUSH Reports are a must have for any real salesman trying to make a living in this economy.
Account Executive – Computer Sciences Corporation
I got a new account that nobody took seriously before. Checked CRUSH report, their potential caught my attention and they are huge with one of our competitors, so I decided to spend more time on them. 2 months later last Friday, I got a $405K PO from this account, which hasn't been buying from Dell for 2 years. Boom! Just like that... CRUSH helped me to focus on the right place to invest my time and get internal resource's attention to it as well. The result doesn't lie. Retiring $405K of my quota is a sweet thing!
Enterprise Sales – Dell
Working in Enterprise sales can be a challenge, especially when dealing with large, diverse customers with no consolidated IT strategy. We typically work with 1 or 2 accounts in my group that we are tasked with knowing inside and out. About this time last year, I was assigned a brand new account in the Fortune 15 with over $150B in annual sales. The account did zero business with us. This was a large ask and I had to quickly get a handle on the account in order to have any shot at making my number by December 31st. ENTER CRUSH...The content is perfect for someone in my position -- it's robust, up to date, and most importantly accurate. Accuracy is key, otherwise you're spinning your wheels in the wrong place, which can create extended sales cycles or worse yet lead to a missed opportunity. Given how much data CRUSH had in the report, I probably saved weeks of prospecting and general account planning. I was essentially able to just get to work and do what we sales professionals do best.
Planning is critical component our business model. We host quarterly business reviews that are essentially full day drill downs on accounts - and you better be all over the people, processes, and the technologies of your customers or our management comes down hard - a problem you do not want to have. CRUSH was able to deliver the pertinent information to help me build a complete and holistic strategy to attack this greenfield account. CRUSH gives you a 360-degree view of what the business is trying to accomplish, so the account team can then begin to make the right connections within IT for meaningful and annuity building projects. And given how fast things change in IT, leveraging the CRUSH Alerts to keep pace with related and recent customer information is critical to account success.
The end results speak for themselves, with a lot of hard work and some smart resources on my team, we were able to close over $2M in business in an account that had a historical run rate of $0. That’s in the short term... in the long term we are now involved in 50+ strategic projects with this customer that should enable me to drive a significant amount of revenue over the coming years.
Given this success, I've been tasked with additional large greenfield accounts - and here's the best part - with no associated quota. It will all be upside to my number. I cannot wait to leverage CRUSH with these accounts and hope to turn them into new customers like my new friends at the Fortune 15. Many thanks to the CRUSH team for the great work and partnership. Here's to continued success and CRUSHing the number.
Account Manager – Dell
As a member of a sales team assigned to key named accounts I have found the CRUSH Reports and CRUSH PRO ALERTS extremely helpful in assembling meaningful customer profiles and identifying possible new revenue opportunities within existing accounts. In a effort to find new business within a key account I subscribed to CRUSH PRO ALERTS for a specific company and began reviewing the alerts. One alert mentioned the accounts recent decision to allow social media. During a lunch meeting with an existing contact at the account I mentioned this recent development and asked if he had adopted social media at work. He mentioned that the project was new but pointed out the individual at the table behind us was the director of the project and offered to make an introduction. Using CRUSH reports and CRUSH PRO ALERTS has been essential in providing me with the background information and account updates that open up new business and let my customers know that I take the time to know their business. CRUSH reports are an essential part of my work in named accounts.
Senior Sales Engineer – Emerson
We decided not to renew our CRUSH subscription last year (right after I joined the team). I had a few old CRUSH reports to look at but have spent the past year doing most of this research on my own, which seriously limited the number of accounts I had in depth intel on. I was delighted to find out we decided to rejoin the fold this year. CRUSH is better than ever - It really seems that the strategy section has been beefed up and there is a new section with contacts beyond the IT side of the house. But the best feature of all is the new CRUSH Alerts – before the alerts, staying up on the latest news required a mess of Google alerts, RSS feeds and trolling multiple earnings, blog & industry specific sites. CRUSH Alerts replaces this with one email so I can spend my time understanding the impact of the news, not trying to find it. Now our team is armed with the critical knowledge we need to open new doors and win more business. In a challenging economy with limited cap ex and delayed spending, we must align ourselves with top level strategic goals to close the deal - The folks at SalesQuest really “get it”.
Sales Representative – Alcatel-Lucent
Crush reports do more than just help you find your place in a technology food chain - it tells you where you can solve a problem for a client, where you should network to learn more with the client, and what matters out there today. The reports are the cleanest out there, no junk, no mis-information, it updates itself and I like the way Salesquest found a way to update regularly - it matters.
My company puts their reports on top of the desk and I am glad they do. Good luck - keep making it better and help us work bigger, more creative, and smarter
Inside Sales Representative – HCL
CRUSH Reports are a critical component of my team's prospecting efforts. We're able to connect directly with key decision makers instead of fighting through phone trees and low-level employees. The level of detail in the reports is amazing and allows us to have informed, intelligent conversations with C-Level executives from the first phone call. That knowledge sets us apart from the dozens of people who are making similar calls. Of the many successes we've seen, my favorite story is about a new target account (with a large implementation of one of our largest competitors) a colleague and I were assigned to break into. Through the IT Highlights section, we discovered this account actually owned licenses of our product; they were unsupported for a couple of years so we didn't have that in our system view. In the IT Highlights section, we learned that they had a new CIO.... who had just come on board and previously worked at one of our larger customers. Armed with that knowledge, and her direct contact information from the IT Contacts section, we were able to connect with her and set up a meeting to discuss reviving the use our solutions - with the potential for a second opportunity to later replace that larger implementation of our competitor. Very cool stuff.
Business Development Rep – IBM
People buy from those that understand their business and their problems. CRUSH gives us the tools for every aspect of the sales process: CRUSH reports show us what hot buttons to hit in order to book meetings, the knowledge to excel in person and the added bonus of allowing us to update our executives quickly and efficiently.
On a recent sales trip to Seattle, we had an opportunity at the last minute to set up a meeting at a Fortune 500 company, we pulled a CRUSH report and distributed to the executive team attending the meeting; Even though we didn't prepare ahead of time or know the prospect, we stepped into the meeting with the right information that gave us the credibility to begin the steps that will forge a long term relationship. I use CRUSH reports for all of my major accounts.
Sales Director – Liaison Technologies
Crush Reports give my clients "a pain in the neck". A top C-level client visibly cocked his neck when I commented on a division of his company he did not think I should know about, neck hurt later! This was my most significant success, it was earlier this year when, this C-level Exec was so impressed that I had researched his account, that he informed his subordinate that I should be a strategic vendor. Results have been over $2M in business. Crush reports are my single point of information for all I need to know when I prospect and prepare for sales calls on clients.
Business Development – Maryville Technologies
I've been working as a Solutions Architect for a number of years now and regularly rely on Annual Reports and SEC filings to become more familiar with the business I interact with. Until recently I would have to not only pour over organization's Annual Reports (which can be easily over 200 pages), if I wanted either the latest information or get even deeper insight to their business, I would have to begin scouring news sites and other various information outlets.
Recently one of my colleagues pointed me to Crush Reports and after discovering this resource the effort by which I now put into preparing for executive conversations has been greatly reduced. Not only that, Crush Reports also provides me keen insight into Industry trends at a vertical, regional and even macro-specialty level. This results into much richer and deeper conversations with my customers around the needs of their business, their competitor landscape and how we can work together to build programs and initiatives that help them achieve their business and strategic needs.
I've only been exposed to Crush Reports for a few months however I am very impressed with their thoroughness, commitment to keeping their reports fresh and up to date and even their customer service (which I used a number of times for a few special requests). SalesQuest, I'm sold...
Solutions Architect – Microsoft
Penetrating and building relationships with Fortune 500 businesses is near impossible if you don't know anything about them. The CRUSH reports provide you with instant intelligence into to your prospect's IT systems, initiatives, interviews, an organization chart as well as key contact information. Armed with the CRUSH reports, we feel confident knowing that we will be able to discuss an issue that the prospect will want to speak to us about...and that means opportunities. They say that time is money, using tools such as the Alerts Manager and the Mid-Market Manager helps me stay on top of my targeted prospects in a convenient format so that I can focus my time on solving their solutions instead of scouring the Internet for opportunities. Using the easy to use CRUSH tools we are able to find hot topics and key information that are important to our prospects and us.
Marketing Manager – One Network
My sales philosophy is to always do as much "discovery before advocacy" in order to avoid the trap of "showing up and throwing up". The CRUSH reports have been invaluable as a research tool to help drive this philosophy. For example, we had been unable to connect with a specific senior exec at a company that we were targeting. Utilizing the Crush report, we were able to get his contact info and we sent off a targeted "VITO (very important top officer)" letter. In that letter, we addressed some of the pain points their organization was suffering from and how our solution could meet their needs. These pain points were listed right in the CRUSH report, under Executive Commentary, Strategy, and Earnings Call Transcript sections. Exactly two weeks later, we were in his office discussing how our organizations might work together.
Sales Director – Pegasystems
CRUSH provides me with valuable 3-way customer information that I need (1) before, (2) during and (3) after a meeting with a customer. I can quickly gather valuable company info in order to be totally prepared for the meeting. I can print reports and information from CRUSH to take with me to the meeting. (Bringing a little "old school" in a folder with me to the meeting) Customers appreciate the fact that I have done my homework ahead of time. This is HUGE for building my creditability with clients. Then, after the meeting, I can keep track of any updates and news with my customer, by checking CRUSH updates. CRUSH is a HUGE value....can't live without it!
Regional Sales Manager – SafeNet
As a new account executive with three large prospect accounts, I use a variety of competitive intelligence materials but I find the CRUSH reports the most comprehensive and relevant of all of them. A few weeks ago, I finally had the opportunity to meet face-to-face with the CIO at one of my accounts after almost 9 months of phone calls and e-mails. This meeting was my one shot to present myself as a valuable and trusted advisor. In preparing for the meeting the night before, I found myself coming back to the CRUSH report over other materials for specific details on the CIO and business/technology initiatives at the company. During our meeting the next day, the CIO interrupted me during our discussion and told me that he had never had anyone come to his office that was so well prepared and knowledgeable as I was. What a great compliment. I am now in the process of scheduling a follow-up meeting with the CIO. I honestly owe it all to that CRUSH report. Thanks for your help.
Account Executive – Teradata
Crush Reports have been an invaluable timesaver providing assistance with monthly account planning and review meetings. It would take days to compile the comprehensive data that exists in these reports. I also find it useful when talking to partners on getting access into an account where they may have a relationship that I'm trying to leverage. It is amazing when I come into those meetings with more knowledge than they do about their own customer and adds instant creditability. I have also used them to paraphrase CIO/CEOs messaging when speaking to the VPs and directors of clients. Re-messaging the bosses words not only proves that you have done your homework it helps reiterate upper managements desires throughout the organization.
Enterprise Sales Manager – Fluke Networks
Our company acquired new technology in the past year. I have needed to find director and VP-level people in a different part of the IT organization than I normally am engaged with. With most of my customers, getting the name and contact info has proven very difficult. I now open up the CRUSH report and there are all of the people that I need to reach out to make the appointment. I also have been able to find needed data that takes so long to collect, such as major applications, hardware vendors and major suppliers. The org charts are really helpful and helped fill in gaps that I was missing. Last, but not least are the technology business drivers. These truly help link the technology that I am selling to their initiatives. I've been selling software for over 20 years and this is by far the most useful tool I have come across!
Strategic Account Executive – VMware
CRUSH has been very helpful in understanding the business drivers and day-to-day activities in my target account base. I view the CRUSH Alerts every day. The CRUSH Alerts and the CRUSH reports helped me get engaged at a key Target Account of mine. The Alert informed me that an acquisition was in the works between 2 large utilities. I was able to do some additional research and uncovered an opportunity for our products that was increased in importance and accelerated specifically because of the merger. Without this advanced notice pointing me to the situation and the details in the reports I wouldn't have been aware of the opportunity. It pays to subscribe.
Account Executive – Kony
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