The Problems:
- Different platform logins to gather buyer information
- Sales team spending time on deals not ready to close
- Difficulty in cutting through the noise
The IQ Advantage Solution, Right Inside the Lead
With Trade & Payments boosted with tradeIQ and paymentsIQ, intent and credit-readiness signals now appear directly at the top of every trade and payments lead inside MountainView’s CRM — no separate login, no extra portal. The leads are supplemented with real intent and credit data pulled directly from Protomiq and other third party sources. Before reaching out, a salesperson can see that the buyer has returned several times, viewed multiple SUVs, evaluated a trade and explored a specific payment range. Instead of beginning with a generic “Are you still interested?” message, the salesperson can respond with relevant vehicles and a payment-oriented conversation informed by the buyer’s activity.
The IQ Advantage
Results
Only days into using tradeIQ and paymentsIQ, Mountain View’s team could already understand how to use signals to have a better first call. “Adequate information that they can use in that first voicemail, mention it in their video, and really let the customer know that we do know a lot about them and what their intent is.” The leads from tradeIQ and paymentsIQ added context from the ability-to-buy and ready-to-buy signals, which empowered the team to be confident in buyer intent. Don was asked if he could build an ROI case for other dealers; Erwin didn’t hesitate: “These IQ solutions improve your close percentages, yeah.”