Company Overview

InnerSell is a sales tool used by:

• Sales Professionals so no matter what a customer needs they

can get it through them.

• Businesses who want access to pre-qualified sales leads and

only pay for those lead that turn into sales.

InnerSell Inc. provides access to a collective intelligence infrastructure that collects, distributes, and manages referrals and sales leads. This intelligence is used to create global lead generation and referral management solutions.

Its all done via an online application - www. InnerSell. com

It can be applied to almost any industry, in almost any geography. InnerSell's current focus is Businesses and Sales Professionals selling to the North American business-to-business market.

How Does InnerSell Work? We collect sales leads from our network of Sales Professionals who leverage us to identify viable Suppliers who can address a customer need, which they or their employer cant address.

We distribute sales leads to our network of Suppliers. When the lead provided results in a sale, the Supplier pays InnerSell a commission.

What do you do:

We help sale professionals, and small and medium sized businesses do three things:

Increase close ratios Shorten sales cycles, and Improve customer loyalty How do you do that There are two sides to our business:

For sales professional we do that by providing access to a simple online sales tool that helps them:

Solve more customer problems Become what we call their customers emotional favourite So customers call them first when they need something

For businesses we provide pre-qualified sales lead on customers that are in the not searching alternatives buying mode, which leads to three things:

1)Higher close ratios 2)Quicker decisions 3)Higher prices

AND they only pay for the leads that actually turn into sales

Recently we have been getting requests to license our referral management engine to associations, chambers of commerce and those that manage channels or third party relationships.

What we are learning is that most companies manage their referral programs with paper-based systems that are time consuming to manage and track.

We are currently in negotiations with several organizations to manage their lead/referral programs using a transition based pricing model. How did you get started?

I have a 15-year history of selling success throughout the world and never really thought about how I did that until I joined WorldCom on September 10th 1999. Even in a post 9/11 business environment it took me less than 6 months to be named the #1 sales person in the entire country. Then when WorldCom began to have its troubles and my ability to sell was reduced. Thats when I started reflected on my success and I came to the conclusion that to be truly successful at selling you only need three things:

1)A viable product that you can actually deliver 2)Credibility 3)Timing

With timing being the hardest to come by What made you think of the business? Most people will tell you that in selling timing is everything.

At InnerSell weve come to say that timing is the ONLY thing!

During my post WorldCom reflection I came to realize that no matter what I was selling my customers were always in one of three buying modes:

1)Status Quo 2)Actively Searching Alternatives 3)Not searching alternatives

And it was by being one of the first suppliers to talk to the customers during the Not searching alternatives mode that my close ratios increased 300%, (from 25% to 75%)

Let me talk a little bit more about the Not Searching Alternatives mode:

The not searching alternatives mode is where the customer realizes what they have no longer meets the needs of the business BUT they have so much else they are managing that they cant get to it. There are three ways to get timing:

1)Through numbers make enough calls and youll eventually find opportunities 2)You can become what InnerSell calls your customers Emotional Favourite so they call you first when they need something, or 3)Someone can tell you the customer has a need for your product or service How are we different? Let me keep my response to the needs of a business.

For small and medium sized businesses our Unique Selling Proposition is:

1)A maximum of two businesses see the details of any sales lead 2)They decide the value and structure of the commissions they pay, and 3)They dont pay for leads unless they result in a sale

How does it work? InnerSell is a web-based lead collection, distribution and tracking service. It was developed with the input of both Sales Professionals and Suppliers of products and services.

There are three basic steps:

• We collect sales leads from our network of Sales

Professionals, who use InnerSell as a trusted channel to identify viable Suppliers who can address a customer need.

• We show a list of Suppliers that can address that need,

along with each Supplier's track record and the commission they pay.

• We distribute the sales lead to the suppliers chosen by

the sales professionals and when the lead results in a sale; the Supplier pays InnerSell a commission. We then pass the majority of this commission on to the Sales Professional who first entered the lead.

Sales professionals tell us what the customer needs, which Suppliers to inform and we look after the rest.

What proof do you have that the system works

Weve been collecting and distributing leads since May this year and most of them have a sales cycle that has not been completed yet.

Having said that we do have a number of sale leads that have resulted in sales and they have all been services. Things like

• Business coaching
• Sales training
• Scientific Tax Credit Rebates

I dont have specific number of sales leads but I can tell you that the combined number of leads in the system is almost 2000.

What other types of leads are there We pay a commission on three different types of leads:

1)Customer needs (70%) 2)Potential Supplier leads (up to 20%) ongoing commission paid each year the supplier subscribes 3)Potential Sales Professional leads (10% first 18 monts)

We are not a multi-level marketing company. Our business is strictly referral based we dont cold call and we dont advertise.

How do you know the suppliers are viable We created a customer satisfaction ranking system that uses the following seven factors Delivered on time Delivered on budget Quality and reliability Customer service/post sales support Professionalism Integrity Overall value for price paid

When a supplier subscribes to InnerSell they enter information on their products and services and information on their references.

This gives each supplier an initial ranking. We also track the number of references a supplier has knowing that sales professional are more likely to trust a supplier with a 4 star ranking with 10 references over a supplier with a 5 star ranking and only two references.

We then collect the same information on every solution that is delivered via the system.

What is important to the suppliers in the system is that the ranking but not the names of the references is visible to when a supplier is listed as viable solutions to a customers need.

Why do you charge suppliers a subscription fee? We charge a subscription fee for three reasons:

1)Only two suppliers ever see the details of an opportunity 2)If people dont pay for subscription fee they are less likely to follow up on the leads 3)It helps us find viable suppliers that believe in their ability to compete in an open market and deliver on their commitments

What is the problem that you solve?

On average Sales professionals lose 80% of the opportunities they work on.

They spend 80% of their time on the opportunities that are least likely to turn into a sale. And if they do make the sale they are the disloyal, demanding customers that are 80% of their headaches

The biggest reason for this is that the salesperson was not one of the first suppliers in to see the customer.

We solve that problem by helping small and medium sized businesses get in front of customer sooner so they are more likely to win the business. And when they do win the business the customer is more likely to be one of those core loyal customers that:

1)Provide 80% of your profit 2)Are willing to be a reference when you need one and 3)Provide referrals when you ask for them

Company Information

Additional Details

Legal Name: InnerSell Inc.

Contacts

Services

• Innersell

NAICS Categories

• 561490 Other Business Support Services

Additional Information