Smartly.io offers a social media marketing tool that simplifies every step of social advertising to unlock greater performance and creativity. The company’s platform automates creative production and ad buying at scale all under one roof, helping power beautifully effective ads. Its 650+ global customer base includes such names as eBay, Uber, and TechStyle.
Company size: 500-600 Employees
Primary buyers: VP of Marketing, Head of Demand Generation, Head of Digital, Head of Paid Social
Prospecting tech stack: Salesforce, Outreach, LinkedIn Sales Navigator, LeadIQ, Loom, Alyce, Crunchbase, 6Sense, Gong
Smartly.io had built its business on the back of its inbound leads. Historically, Sales Development Reps (SDRs) received all inbound leads. But when Stanton Quan was brought onto the team as Global Head of Sales Development in 2020, he saw an opportunity for SDRs to make an even more significant impact.
Quan recognized that outbound leads only accounted for 5% of pipeline generation, and that the global team lacked a standard prospecting process. SDRs needed to upgrade their prospecting approach in order to have their efforts make more of an impact. ”We needed to go from very reactive to proactive. It was a complete change in mindset,” explained Quan.
Making that leap required more than just a mindset shift–it meant an upgrade in the team’s tech stack. Before Quan joined Smartly.io, the team relied on an internal solution to identify contact data. This tool often resulted in missing or inaccurate information, and it was slow: it took as long as five minutes to get one person into Salesforce.
Prospecting team held back by a lack of a global process for outbound prospecting and an inaccurate and time-consuming internal data system.
Integrate LeadIQ for its superior global data coverage and ability to connect to current systems.
Shifted from a reactive to a proactive sales approach, resulting in more pipeline and larger deals.