LeanData knows a thing or two about workflows when it comes to selling.
As a Revenue Orchestration platform - best known for lead-to-account matching and routing - they are in the space of moving data fast and efficiently for their customers.
So when things weren’t happening efficiently or effectively for their own sales team, especially when it comes to prospecting and building pipeline, Rob Simmons, VP of Commercial Sales, took notice.
Rob leads a team of 15 account executives and 15 sales development reps (SDR), so he thinks about everything that goes into hitting revenue targets. But as he tells it, “We have incredibly strong win rates when we get in real opportunities. So finding more pipeline is always top of mind for me.”
As someone who got his start as an SDR, Rob knows firsthand how difficult and draining prospecting can be. So when an issue arose after a switch to a new data provider, he was quick to act and find one his team actually loved.
Founded - 2012
Company size: 100-250 employees
Primary buyers: Operations (Revenue, Sales, Marketing), VP of Sales, VP of Marketing
Like a lot of companies, LeanData was a long-time customer of a leading B2B data provider. But after years of service, they felt they were no longer getting the support and attention they needed. So they began evaluating other data and prospecting providers.
After doing demos and a quick evaluation of several providers, LeanData selected the one that seemed to have everything they needed.
But after a few months, Rob realized there were a lot of promises that weren’t being fulfilled. Bugs, inadequate integrations, and missing contact data were constant blockers to his team. And he heard about it.
“When you are considering a B2B contact data provider, they need to quickly and efficiently deliver contact data for our prospects. I was getting a lot of complaints that my team was not finding contact data and the process was inefficient. ”
Rob estimates that each SDR was losing an hour a day, precious time that took away from top-of-funnel pipeline-building activities.
As far as impact, “An extra hour a day is another 40 emails or 30 phone calls. That could be an extra opportunity each week per SDR,” explained Rob.
Not only were sellers struggling with the tool, but the RevOps team was having trouble making the integration to Salesforce work correctly. This only added to the headaches for Rob and his team. This motivated Rob to re-open the evaluation, taking a more active stake in selecting a new provider.
Unfulfilled promises on data quality and ease of use left LeanData’s commercial team struggling to build pipeline.
LeadIQ’s prospecting platform provides a workflow that not only works, but makes the LeanData team happier and more motivated.
LeanData’s team has become more efficient and effective, increasing key pipeline leading indicators since implementation.