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Company: Dow Jones, New York, NY
Company Division/Group: Dow Jones; Enterprise Media Group
Company Description: Dow Jones & Company (NYSE: DJ; dowjones.com) is a leading provider of global business news and information services. Its Enterprise Media Group includes Dow Jones Newswires, Factiva, Dow Jones Client Solutions, Dow Jones Indexes and Dow Jones Financial Information Services.
Nomination Category: Best Organization Achievements
Nomination Sub Category: Sales Lead Management System of the Year
Nomination Title: Factiva SalesWorks from Dow Jones Helps Salespeople Capitalizes on Change
How many people are in your organization's entire sales department?
The Dow Jones Content Technology Solutions business unit, within the Dow Jones
Enterprise Media Group includes Dow Jones Client Solutions, Dow Jones
Newswires and Factiva – an aggregator of business news and information. The
number of salespeople within this group is 450.
What is your organization's annual sales volume? If this information is confidential, simply enter "Confidential" in this space:
The Dow Jones Enterprise Media Group's revenue is $675 million. We do not
break out revenue by business units within the Dow Jones Enterprise Media
Group.
Provide a brief biography of the leader(s) of your sales organization (up to 100 words):
As senior vice president, global sales and client solutions for the Content
Technology Solutions unit of the Dow Jones Enterprise Media Group, Bill
Voltmer is responsible for driving revenue globally, by taking to the market
solutions from Dow Jones Newswires, Dow Jones Client Solutions and Factiva
businesses. He is responsible for creating an integrated sales and consulting
organization, best practice account management and consulting practices, and a
go-to-market model for delivering maximum value to the group's clients.
Prior to this, Mr Voltmer was Factiva's vice president and director of global
sales. His primary focus was to strengthen Factiva's position in key markets
worldwide. During his tenure, the company moved into the number one market
position in the Current Awareness News and Research Online industry in terms
of both operating revenue and subscribers.
Describe for the judges your achievement in this category (up to 100 words):
The Content Technology Solutions unit of the Dow Jones Enterprise Media Group
has a unique sales organization that leverages its own product, Factiva
SalesWorks, for lead management. It enables the sales team to effectively
build sales pipelines and retain business by creating forward-thinking account
plans, capitalizing quickly on new opportunities, and proactively manage
competitive threats. Within the last year, Factiva SalesWorks has been
significantly enhanced with 2.4 million company profiles; coverage spanning
350 geographic regions; more than 10,000 authoritative news sources; 175,000
corporate family trees; a mash up with Microsoft® Virtual Earth™ to create a
visual company mapping solution; the introduction of Factiva Discovery
Technologies that includes detailed meta-tagging and coding of items by topics
and a user interface that uses pictures, charts and graphs to make it easier
for salespeople to quickly digest the results of their search and help them
spot and capitalize on opportunities at a glance and take advantage of
constant business change. These enhancements have also been made available to
customers.
Briefly describe the 3 keys to the success of your initiative (up to 100 words):
• The salespeople were open to new ways of conducting due diligence
about their customers and prospects, including leveraging the news more
systematically, that would also help them sell better.
• The news provides up to the minute details about the marketplace and
salespeople can get the competitive selling edge by using news content to
identify where new business opportunities or threats are emerging, helping
drive revenue and results.
• Sales people realized that knowledge about customers and prospects can
help them build stronger relationships with their customers and stronger
competitive advantage.
List the 3 most important lessons your organization learned during this process (up to 100 word):
• Access to comprehensive customer information combined with powerful
account management capabilities in one place streamlines research and gives
more time to spend with customer
• Knowledge of a prospect such as the organizational structure, business
initiatives, executive profiles plus the ability to monitor the latest news
that may impact them ensures salespeople are well prepared for customer
meetings and can add value every time, building strong relationships making
retaining the account easier.
• Salespeople can focus on the best opportunities in their territory by
knowing the financial health of their companies, monitoring appropriate sales
triggers such as management moves or technology investments and act quickly
before their competitors. They gain new perspective on a company with the
visualization capabilities and use the corporate family trees to spot upsell
opportunities.
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