Totango provides customer success applications for leading SaaS and cloud services companies. Their applications monitor customer behavior and usage to uncover insights that help brands understand which customers need attention and why.
Totango sells to a defined market, and targets specific groups within that market. In a recent case study with RingLead, Totango shared that they were looking for a turnkey way to find and reach niche individuals, as well as move away from the time-consuming task of manually entering these individuals’ contact data into Salesforce.
In working with Capture, a sales prospecting tool from RingLead, Totango was able to cut contact data research time from 60 minutes to 60 seconds, a 98% increase in productivity time. Here are their tips to get similar results.
Find contact data quickly and effectively
Capture saved Totango a minimum of five minutes per Salesforce entry, and as much as 60 minutes per day. “Prior to Capture, Totango was often spending as much as an hour obtaining the contact information of key target buyers. Today, Capture has allowed us to gather this information with one click,” says Shannon.
Whether you use a paid tool or an advanced search options on your favorite social networks and business sites, make sure to have a process in place to expedite the contact data research time as much as possible.
Go beyond LinkedIn InMail
LinkedIn is a great place to find contact data, but Totango recommends real email addresses and phone numbers of those contacts for outreach. “LinkedIn InMail isn’t enough,” says Shannon Murray, Inside Sales Manager at Totango, “People don’t respond to InMail. You need to reach them where they are most accessible: their email and phone.”
Focus sales rep’s time where it counts
Researching contact data is important, but at Martha Mackmiller, Sales Development Representative at Totango shares, “You need to take the drudgery and the hard work out of the data entry process to allow sales reps to focus on their contacts and building prospects.” Totango’s salespeople now contact prospects sooner, and focus their time on moving the business forward.
Learn more about Totango’s experience saving sales prospecting time with the case study below.
Learn more sales tips with the free ebook below.
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