Data.com (discontinued)

Users can search for prospects using advanced search logic and multiple criteria, across multiple platforms/databases.

Helps source leads at an acceptable rate, volume, and quality.

Lists generated by the tool are typically high quality.

Lists can be easily and quickly uploaded or downloaded from the platform.

Includes capabilities for determining ideal customer characteristics and targeting new prospects that match the ideal customer profile; this capability is automatic or semi-automatic.

Provides fast and consistent access to lists and leads.

Information about individual contacts is available and high quality.

Information about companies/accounts is available and high quality.

Information about industries and markets is available and high quality.

Helps sales reps focus on the most promising leads (likely to convert) by ranking leads according to various rules and criteria. SI tools may take a semi-automatic, automatic, or self-scoring approach.

Automatically segments and qualifies leads into dynamic smart lists; more advanced tools can make recommendations not only about which leads to follow up on, but when to follow up or with what material. Actionable intelligence.

Integrates with the Salesforce.com CRM platform.

Provides account-level information, including firmographics, business objectives, industry information, similar companies, and contact information for key decision-makers and influencers at a company. Gives sales reps context so they can deliver tailored sales pitches.

Sends sales teams alerts/reminders about key happenings, opportunities, and recommended actions to take with leads.

Helps users maintain clean lists and records, including duplicate management.

Contact and company data are automatically kept up to date.

Organizational structure allows users to tag certain records in order to create groups, flag materials that need additional attention, etc.

Allows users to filter contacts and segment leads to explore data and create lists.

Users can create and share templates for emailing leads. May also include template testing capabilities, or other analytics that will recommend a template for a particular lead.

Allows users to selectively or automatically append email threads and attachments to leads/contact records.