In March of 2020, this CPaaS company found itself in a situation similar to other companies that wanted to expand their outbound efforts, while also face-to-face with the new challenges brought on by the pandemic. Suddenly, it was no longer possible to reach most prospects at their work desks due to work-from-home orders. The company needed a tool that could help sales connect to the right people, by providing accurate mobile phone numbers for prospects. Meanwhile, the pandemic also made the company’s tool platform more sought after than ever, leading to a huge growth spurt where they hired hundreds of sales professionals, doubling their numbers over the course of 2020. These new team members needed to fill their pipeline, and fast.

Like many companies that depend largely on inbound sales processes, this company initially had a relatively small SDR team of fewer than 20 people total. These sales reps’ primary tools were ZoomInfo or Discover.org, depending upon the region. While these tools helped the sales reps with their daily tasks, the overall lack of consistency resulted in inconsistent or incomplete intelligence, with duplicates being an issue and territory management remaining unclear. What’s more, the multiple territories meant that the company lacked clear best practices for prospecting. It was easy for important information to be mislaid in a forgotten Excel file or sticky note. A clear sales process with an efficient workflow and unified data would surely help the company as it embarked on its new outbound-driven initiative. Specifically, LeadIQ would free up sales reps from low-value activities so that they can put more energy into high-value activities, in order to achieve better prospecting results.