Ask any sales person for their number one wish and you’d get the same answer, but probably in a hundred ways – actionable and accurate leads. This is an ongoing challenge for SMEs and large enterprises all over the world, especially when they’re looking to break into new territories at a critical time in their organization’s growth. At Colabo, our sole purpose is to help companies fill their sales funnel with accurate and authentic leads.
Here’s a story that may draw some similarities to your company’s current situation.
Breaking new frontiers
One of our clients, a leader in the field of network security and compliance, was looking to further their foothold among their global, target audience. With the growing range and complexity of business critical operations, there are much greater demands on IT resources to keep abreast of the evolving infrastructure and ensure business continuity. Their platform helped IT functions streamline processes and minimize service disruptions through effective communications and an automated solution to improve the service delivery.
Having penetrated the domestic market, their growth strategy now turned to Europe to identify similar organizations that could benefit from their platform. In being unfamiliar with this region and with no direct access to business data, their sales team struggled to identify the appropriate contacts to begin the sales dialogue and turned to Colabo for help.
Filling the sales funnel
Even though the sales team had expert product knowledge and was great at selling, their ability to locate and gather qualified leads in this new territory was a bigger obstacle than they had anticipated. They approached Colabo with an urgent need to uncover senior IT executives, ideally in the C-suite, who had the responsibility and decision-making authority to acquire security systems for their organization. This information, supplemented with key competitors and the relevant topics, formed the basis of their lead generation requirements.
By partnering with our revolutionary lead discovery platform, the client was able to access qualified leads from their preferred regions. Data was aggregated from a variety of online sources to supply the target contacts from prospect companies in Germany, Switzerland, and Austria. We were extremely effective in locating enterprises already engaged in the client’s sector, primarily through identifying their existing security vendor. Our client’s sales team was provided leads with predictive scoring, which then enabled them to prioritize and rank these leads according to their internal qualification criteria.
It’s a win-win
Colabo’s “hunter” mentality was critical in allowing them to find and identify truly warm prospects, which were prime targets for the client’s product. The dashboard and predictive capabilities in our platform proved to be major factors in the lead conversion process and helped the client achieve their initial sales revenues for the launch into this new market.
Our intelligent sales solution is a valuable addition to any progressive organization looking to maintain their competitive edge in today’s crowded, supplier marketplace. Companies need to constantly track down their prospects in a systematic way, and ideally, integrate with their CRM and marketing automation tools to guide these leads through the sales cycle.
So ask yourself this – is your sales team really hunting or just farming? Get in touch with Colabo today and give your sales funnel a much-needed boost.