D&B Hoover’s customers can now view and build lists of in-market accounts using the Bombora intent file. Users can set up SmartLists (dynamic lists) with a combination of account and intent data to identify in-market ICP accounts. The list is then displayed on the sales rep’s desktop and daily email digest.
Target lists can be assembled from over 175 selects that span company, contact, intent, and technographics. Bombora intent data is gathered from over 4,000 B2B media website and span 7,000 pre-defined topics. 70% of the websites are exclusive to Bombora.
Dun & Bradstreet provides a sophisticated approach to selecting intent topics that tie to business strategy. Instead of simply choosing the obvious topics, the firms recommend that customers employ topic clusters, “a group of like-minded Intent topics [that are] representative of all facets of a product or service.” Clusters would include
Multiple intent topics may be monitored in a SmartList.
Dun & Bradstreet has removed intent scores, which are often confusing. By creating clusters, topics are either surging or not, with no interpretation required. Instead, the number of clustered topics serves as the indicator of surge strength.
The firms recommend that content be adjusted based on the number of intent topics identified for a prospect. Sales and Marketing should “serve higher-level or awareness-based content to those showing interest in one or two topics, and lower-funnel content to those showing interest on many topics.” Furthermore, prospects with many surging topics are probably closer to making a purchase.
D&B Hoovers also added 4 million direct dial numbers to their database, bringing the product total to 6.2 million. Direct dials contain a set of standard and mobile numbers, so users should hover over the direct dial number to determine the phone type.
“As more business contacts work from home, direct dials are essential to engage customers in real-time, from anywhere,” wrote Product Management VP Phil McWade. “Access these numbers in the lists you’ve already created, when viewing a Contact Profile, or within Contacts Search & Build a List results.”
D&B Hoover’s coverage has grown to 209 million global companies and 235 million contacts
Gong’s Five Operating Principles of Revenue Intelligence.
Revenue Intelligence vendor Gong announced plans to open its first European office in Dublin. It already has over one hundred European clients, including Aircall, Hopin, GoCardless, and MOO.
“After many international companies reached out to us, looking for access to the insight uncovered by our revenue intelligence platform, we knew it was time to meet global demand in a strategic and thoughtful way,” said Gong CEO Amit Bendov. “With a physical presence in Europe, we can continue to demonstrate our category leadership, support the massive growth we’ve seen in the past year, and deliver the product customers are asking for.”
The new office will be managed by Gong’s newly appointed VP of EMEA, Wendy Harris, who previously led European sales for CarGurus and Dropbox. The firm is hiring for sales, marketing, customer success, and G&A positions.
“Gong’s revenue intelligence platform is transforming the way companies do business by empowering sales organizations to adopt data-driven strategies,” she said. “Joining a high-growth company and leading its global expansion in my hometown of Dublin is truly the opportunity of a lifetime.”
Gong supports 26 languages, including French, German, Italian, Dutch, and Portuguese, with additional languages planned. The Revenue Intelligence platform captures and analyzes phone, email, and meeting conversations, providing insights into deals, people, and the market.
Gong has also been building out its partner network, including Bain & Company, Sandler, and SBR Consulting.
Gong’s June Series E valued the firm at $7.25 billion. Over the past year, it grew its headcount by 89% to over 700 employees. The Israeli firm was founded in 2015. The firm will see stiffer competition from Chorus, which was acquired by ZoomInfo two weeks ago. ZoomInfo provides it with deep pockets, global data enrichment, workflow tools, a chatbot, and a sales engagement platform.
Buyer-level intent data vendor NetLine rolled out its Lead Management Platform, a SaaS solution for capturing B2B leads and amplifying marketing content. The Lead Management Platform, which was initially developed for tier 1 B2B media companies, supports centralized lead capture, qualification, routing, and analytics tied to amplification campaign capabilities.
“The platform is entirely focused on helping marketers more efficiently translate their gated content experiences into more efficient outcomes,” explained NetLine’s Chief Strategy Officer David Fortino to GZ Consulting. “If and/or when the Marketer has the need to increase lead volume beyond what their own channels can support, they can simply convert their inbound oriented campaign already built within the interface, add a budget, and tap into NetLine’s audience for on-demand scale. No IOs, no negotiations, no phone calls. Simple on-demand access to [the] largest B2B lead generation platform on the web.”
NetLine immediately matches visitors against its 52 million global B2B contact database (60% US) via cookies or email addresses. In addition, lead forms are both customizable and dynamic, allowing companies to specify which information is to be captured and dynamically removing fields in its form display.
NetLine claims that over 70% of its audiences are immediately recognized so that there is zero or limited typing required. Most users will be required to enter only five to seven fields, a significant reduction in data entry versus traditional and non-predictive forms. And because data entry is reduced, abandonment rates are lower, generating a higher return on marketing spend.
The lead forms are content-form agnostic. A common format can be deployed against all content, including webinars and virtual experiences, resulting in a standard data capture format for all content categories. Forms are also customizable, supporting both basic themes and white-labeled user experiences that match corporate templates.
Fortino emphasized that no coding is required, allowing marketers to test and roll out their solutions quickly. “Unlike other data enrichment technologies, all of which are restricted to API deployment, we designed the product to support the needs of a nimble marketer ready, willing, and able to move without reliance of developers and/or the need to schedule a project. Our goal was to offer B2B Marketers with the ability to launch a content-centric, white-labeled, gated content experience with system-level enrichment and on-demand scale in minutes.”
When a form is submitted, NetLine auto-generates confirmation emails and shares data with enterprise software platforms, including Salesforce, HubSpot, Eloqua, Marketo, and ON24. In addition, dynamic filtering removes leads that are poor candidates from being distributed to downstream systems. As a result, the content is fulfilled, but low-quality leads are not passed downstream.
The Lead Management Platform lets marketers amplify content to targeted audiences with an open auction CPL pricing. Marketers “simply convert native campaign, add budget, and gain immediate access to the largest volume of content-generated B2B buyer-level data on the web, where more than 700,000 first-party leads are generated across more than 300 industries each month.”
Amplification is targeted, with ads displayed based upon geography, company size, function, and level. Marketers may also upload company names or domains for targeted ABM campaigns.
CPL pricing begins around $4 per lead, subject to a monthly budget.
“Before today, B2B Marketers needed at least a handful of technologies to run their lead gen programs: software to capture, enrich, scrub, filter, fulfill, report within their own sites and an entirely different suite of vendors to amplify their content beyond the reach of their inbound forms,” said Fortino. “Now, B2B Marketers can do it all with one simple self-service interface. Whether they want to centralize lead capture or create a hub for qualification, routing, analytics, and companion content amplification campaigns, the platform does it all, allowing B2B Marketers to reduce their costs while simultaneously becoming more efficient in the process.”
A free version supports up to five campaigns and 100 leads per month with dynamic forms, integrations, and reporting. The Standard version, priced at $49 per month, supports 50 campaigns, 500 leads per month, and custom colors and styles. For enterprise marketers, the Pro edition, priced at $199 per month, supports unlimited campaigns and leads, fully customizable branding, and one custom domain with unlimited sub-domains. Both monthly and annual pricing are available, with annual pricing discounted by 20%.
European IT Sales and Marketing Agency BNZSA announced that it is enjoying “hypergrowth” with 274% year-on-year revenue growth in Q2. Bookings are up 176% year-to-date. It is forecasting 300% annual growth in 2021.
During Q2, BNZSA added 25 new clients and doubled its multi-national team. It hired 163 employees, evenly distributed between their offices in Madrid and Tangiers. BNZSA employs more than 300 employees from 34 nations, allowing it to broadly deliver tele-based lead generation services in sixteen languages across EMEA. BNZSA has also been expanding its lead generation services in the Americas.
Q2 net revenue retention rose to 190%.
BNZSA doubled its campaign delivery load in H1, completing 433 lead generation campaigns.
“Coming off the back of a record-breaking 2020, we planned for 2021 to be a year of hypergrowth. By January, a lot of meticulous planning had been done – in business development, client services, data, IT, and HR – to ensure that we are able to effortlessly scale up throughout the year and meet unprecedented client demand.
“The phenomenal performance in the first half of the year demonstrates the unique value BNZSA brings to the B2B IT lead generation marketplace. It also indicates that demand for enterprise hardware and software solutions is very strong globally. We are seeing businesses aggressively investing in their infrastructures to enable their teams to operate effectively from wherever, and to ramp-up their agility in responding to customer needs.”
BNZSA CEO Brahim Samhoud
BNZSA’s agents place more than 1.5 million calls a year, delivering a 96% lead acceptance rate.
Earlier this year, BNZSA launched its Intent Activation Engine. The service identifies, tracks, and activates buyer intent. BNZSA combines technographic, firmographic, intent, NLP, and B2B telemarketing data to deliver a set of intent-activated leads. Agents then initially join calls to foster “warm handovers” to their clients.
Along with tele-based demand generation, BNZSA supports buying committee identification; intent, firmographic and technographic insights; and prospect engagement.
“BNZSA is built on four core values – people, highest quality, extra mile, and changing the industry,” Brahim added. “Our business is all about people and the relationships we build with clients and their prospects. We’re obsessed with the quality of the information we hold, how we use it, and the insights it brings to client programmes – as well as the quality service we deliver daily. Going the extra mile is not a nice to have, it’s how we operate. Bring all of this together and we’re changing the industry by default.”
Headquartered in Madrid, BNZSA is well-positioned to conform to GDPR and country-specific data privacy regulations. It was founded seven years ago as a marketing agency focused on tele-based demand generation. It has steadily grown at 30% per annum since launch and grew revenue by 38% last year before entering its hypergrowth phase this year.
BNZSA has over 100 clients, including Acer, Dell, Fujitsu, HP, Intel, Juniper Networks, Oracle, Samsung, and SAP. Growth is combined with a 95% client retention rate.
Sales Engagement Platform vendor SalesLoft released a pair of reports that assist with attribution and deal engagement: Outcomes Dashboard and Cadence Outcomes. SalesLoft claims that it is the “only company that can tie customer touchpoints and activities to actual revenue outcomes like deals won, revenue per customer, and revenue per reps.
Unfortunately, “sales outcomes have been notoriously hard to track within the industry, especially over the past year when sellers worked remotely. They’ve joined data about buyer engagement + opportunity data and put it…front and center in SalesLoft. Now, teams are better equipped to know what’s working so they can stop guessing and get better results.”
Kaelen Delaune of PR firm Kickstand Communications
The Outcomes Dashboard associates the last activity to revenue. The new dashboard helps managers identify top performers, focus on opportunities for improvement, and coach toward desired outcomes.
Traditionally, sales metrics focused on how many calls were made, emails sent, appointments set, and meetings held. While this intelligence is useful, it measures process inputs, not their efficacy. By associating these inputs with results, managers can identify which activities are moving the revenue needle and which ones are sub-optimal or under-deployed by reps, requiring coaching.
“Every sales team is trying to drive outcomes, not activities. Until now, outcomes have been hard to track,” said Ellie Fields, Chief Product Officer for SalesLoft. “When teams know what’s working, they can stop guessing and get better results.”
The Outcomes Dashboard helps managers project where they stand versus plan, identify the top performers and those in need of coaching, and improve forecasting.
Cadence Outcomes identify which cadences are driving meetings booked and opportunities created, helping managers and reps fine-tune and run cadences that move deals forward.
“Now that we have outcome data, we can provide richer analytics. The Outcomes Dashboard lets managers see how their teams are performing versus goals. We continue to invest in data insights for customers, through analytics like the Outcomes Dashboard, and through explainable AI, like the Deal Engagement Score, which is also now available.”
Ellie Fields, Chief Product Officer at SalesLoft
In a conversation with GZ Consulting, Fields emphasized the value of multi-channel cadences, noting that multi-channel approaches provide a forty percent lift in outcomes. Thus, SalesLoft is looking to “make it as easy as possible to sell” through the deployment of “multiple channels across a single platform.”
The Outcomes Dashboard and Cadence Outcomes are available in all of SalesLoft’s packages. SalesLoft also released Deal Engagement Scores to GA. These employ over thirty factors for evaluating engagement across cadences and deals.
Last week, SalesLoft acquired InStereo, a professional services partner. InStereo provides go-to-market and implementation strategy for SalesLoft, HubSpot, and Salesforce.
Sales Engagement vendor SalesLoft announced that it acquired professional services partner InStereo. InStereo, founded in 2018 by Bill Galfano and Adam Post, was an early ecosystem partner that has grown alongside SalesLoft. Last year, SalesLoft named them their “Partner of the Year.”
“We were impressed by their focus on what the customer is trying to achieve,” SalesLoft President and Chief Strategy Officer Rob Forman told GZ Consulting.
As a partner, InStereo helped “B2B Sales and Marketing teams better engage with buyers to create more demand, authentically engage prospects, and convert prospects into delighted customers.”
“Bringing InStereo directly into the SalesLoft family is a key way we are investing in our customers’ success. Our customers will benefit from InStereo’s deep understanding of buyer journeys and engagement strategies. Their experience and proven enterprise methodologies will help customers operationalize the SalesLoft platform and accelerate the value of Sales Engagement across their entire revenue organization.”
SalesLoft CEO Kyle Porter
InStereo focuses on go-to-market and implementation strategy for SalesLoft, HubSpot, and Salesforce delivered through a pair of consulting services:
Buyer Experience Strategy focuses on the buyer’s journey, ICP, demand unit persona, and the “buyer engagement blueprint.”
“We believe customer journey maps are more than just wall art,” states InStereo. “We create buyer journeys you can activate. By understanding how buyers approach the purchase process, sales and marketing teams can better align people, process, and content to deliver just what buyers need, when they need it.”
Buyer Engagement Services pairs clients with a Strategist and Revenue Consultant to assist with enterprise software implementations. For SalesLoft, they focus on “1:1, personalized engagement via cadences” and process automation. For marketing automation, InStereo assists with nurture campaigns and optimization, and for CRM, they focus on leveraging CRM capabilities and improving data quality. Other services include SalesLoft Admin as a Service and sales development services.
“At SalesLoft, our goal isn’t to just sell software; it’s to help our customers exceed their revenue goals,” said SalesLoft CRO Steve Goldberg. “Too many times software companies focus on features and technology, not the success of their customers. InStereo shares our passion for helping our customers get the outcomes they’re looking for.”
InStereo’s customers skew towards enterprise implementations. SalesLoft “plans to take their methodologies into new areas of our business,” expanding InStereo beyond the technology vertical into financial services, SalesLoft’s second-largest vertical.
InStereo has completed over 150 customer engagements. Joint customers include Cargill, Pegasystems, and 3M.
“This past year we tripled our investment into our alliance organization and programs because empowering our partners leads to success for our customers,” said Forman. “InStereo leveraged the power of our partnership and consistently drove incredible outcomes for our mutual customers.”
All twenty InStereo employees will be joining SalesLoft, including their two founders and Carrie McGrew, InStereo’s VP of Strategy. In addition, Galfano will be joining the CRO Leadership Team as the SVP of Consulting Services.
SalesLoft did not provide any pricing deals on the acquisition.
Sales Engagement Platform Groove announced a new Auto Contact Capture feature that identifies missing Salesforce contacts cc’d on emails or meeting invitations. Groove helps fill out the buying committee, capturing intelligence around members at the periphery of deals while reducing rep data entry overhead.
Beyond demand unit identification, Auto Contact Capture monitors engagement across the buying committee. “This ensures that every contact involved in the buying process receives a consistent, timely, and relevant experience from their first engagement,” wrote Groove.
“Now more than ever, businesses need to be able to get a complete picture of their sales pipeline in order to maximize revenue,” said Groove CEO Chris Rothstein. “By consolidating revenue intelligence and advanced activity capture into one unified sales engagement platform, Groove empowers businesses to close more deals and intelligently refine their sales processes.”
Groove captures and logs revenue intelligence from emails, calendars, meetings, and LinkedIn communications. Users control which categories are captured and logged to leads, contacts, accounts, opportunities, and cases. While Groove does not offer direct contact enrichment, records can be enriched through subscription partners such as ZoomInfo.
To ensure data integrity, Groove performs duplicate checking that begins with the email but includes additional heuristics. Groove will not create a contact if the email does not match a domain already existing as an account in Salesforce. Groove also maintains user and domain-level blocklists to ensure that only relevant business contacts are created via Auto Contact Capture.
Groove does not provide user alerts concerning captured records, but “it’s easy for reps to identify contacts that have been automatically added to Salesforce,” Groove Director of Communications Jason Klein wrote to GZ Consulting. “Each contact created through Auto Contact Capture has a custom Groove field that is marked as true (Is Created by Groove), allowing for quick analysis and reporting on all contacts created through this new feature.”
Groove has focused on expanding its revenue intelligence capabilities over the past year. Recent enhancements include activity sync, reporting, and analytics features. In March, the firm rolled out real-time opportunity and pipeline management and enhanced ROI reporting.
“Through this expanded capability set, Groove enables revenue leaders to make real-time, data-driven business decisions based on real campaign results at both the individual and team level,” stated Groove. Groove is built natively in Salesforce and uses SFDC as its data store, acting as an engagement layer on top of Salesforce. Thus, there is no data sync process between Groove and Salesforce.
Intent-powered Sales Intelligence vendor Slintel closed on a $20 million round A led by GGV, with participation from Accel, Sequoia, and Stellaris. The Bengaluru-based company is looking to expand its presence in the US market and strengthen its product. Slintel, with 100 employees, plans to double its headcount by the end of the year.
The company still has cash from its $4.2 million November seed round but felt it prudent to proceed with an A round earlier than planned.
“We had enough cash in the bank, but investors came to us, and we got a pretty good valuation compared to the previous round, so we decided to take it and use that money to go faster,” said CEO Deepak Anchala.
Revenue grew 5X last year and was on pace to grow 3X before the Series A. Anchala contends that the growth rate will accelerate with the additional capital. “With the funding, we’re actually looking at much bigger numbers. We’re looking at 5x in our revenue this year and also trying for 4x revenue next year.”
“Slintel has one of the best go-to-market engines that we’ve seen in any startup, and the consistency with which the team has been able to deliver on their growth targets is commendable. We’re looking at a company that’s changing the marketing and sales intelligence sphere as we know it, and we couldn’t be happier to be a part of their board,” said Prayank Swaroop, Partner at Accel.
Anchala told TechCrunch that since the round closed six weeks ago, the firm increased its investment in product and marketing. The advertising budget was increased, with the firm looking to generate prospects via SEO, free tools on the company website, and events.
“The next big wave in the enterprise space is (the) use of AI to rethink processes, and all AI at its core requires data. I am, therefore, bullish on the entire data stack, including data which is either proprietary or inferred data that is not easy to replicate. Slintel is in the second category. Their ability to predict strong prospects is a relatively unique capability, and it is very easy to sell due to a direct correlation to (the) top line for their customers.”
Alok Goyal, Partner at Stellaris Venture Partners
The Slintel platform delivers technographic and company insights, buying propensity scores, contacts, and lead enrichment. Slintel identifies thematic intent signals (i.e., sales triggers) such as upcoming contract renewals, companies that show signs of buying their products online, or companies that use their competitors’ products. Slintel captures hard to detect signals from the web, combines this with other third-party intent signals from its partners, and surfaces these insights via integrations with Salesforce, Pipedrive, HubSpot, Slack and Chrome.
“Our customers no longer waste precious time and effort reaching out to and targeting the wrong prospects,” blogged Anchala. “They are able to accurately determine who their high-intent buyers are, whether a target account is already using their competitor’s product / service, when the renewal date for a prospect’s current solution is coming up, or the budget restrictions that they have. All this and more, even before scheduling a discovery call with them.”
Slintel “mines buyer insights,” said Anchala. “We understand where the buyers are in their journey, what their pain points are, what products they use, what they need, and when they need it. So we understand all of this to create a 360-degree view of the buyer that you provide these insights to sales and marketing teams to help them sell better.”
Technology intent is based upon digital footprint tracking that analyzes when new technologies have been adopted or dropped. Technographics span 25,000 technologies across fifteen million companies and are updated weekly. AI models project when contracts come up for renewal, which technologies are likely to be purchased next, and when they will move forward with the purchase.
Thematic intent is based on keyword analysis that suggests company pain points. Slintel “analyzes how many times companies have been talking about a certain keyword [and] how frequently and recently they have been emitting this pain point.”
Propensity-to-buy scores are derived from over twenty-five variables, including contract renewal dates, technology adoption/churn, keyword Intent, budgetary spending, and hiring trends.
“We have taken a contrarian approach by focusing on the buyer funnel, which is an inverse of the sales funnel,” said Anchala. “We analyze buyer journeys and buying patterns of companies to capture early signals of buyer intent.”
“While most other data intelligence platforms provide insights based on search patterns, Slintel’s proprietary algorithm provides prospect recommendations based on technographics-powered buying intent,” states the firm. “Using Slintel, you can predict who’s about to purchase your product and market or sell your product to prospects even before they move on to the research phase of their buying journey.”
Slintel has employees across ten cities in India and the US, with plans to remain a remote-first organization.
Slintel has been growing headcount rapidly over the past two years (Source: LinkedIn).
Slintel also announced that Hans Tung, Managing Partner at GGV Capital, joined their Board of Directors.
“With the global pandemic completely changing the way companies operate, B2B transactions have gone more digital than ever before,” stated Tung. “Inside sales teams are closing high-value, multi-million-dollar deals while working remotely, and products like Slintel are enabling companies to do this by helping them reimagine their entire sales process for today’s environment.”
Drift Sales Seat can activate SEP sequences in Outreach.
Revenue Acceleration vendor Drift announced a pair of new services last week. I covered Fastlane, its new webforms/chatbot hybrid service yesterday. Today I’ll be discussing Sales Seat, Drift’s entry into SalesTech.
Sales Seat alerts reps when intent and engagement signals have exhibited buying activity. Drift monitors the website, SEPs, MAPs, and CRMs for buying intent. Sales Seat is Drift’s first sales product and helps reps with timing, messaging, and discovering the buying committee. Sales professionals can reach out with personalized messages via chat, email, or video, based on intent and engagement.
Sales Seat is integrated with Outreach, letting reps create sequences from the service.
A mobile app notifies reps, supports conversations, and lets reps record and send Drift videos.
A Chrome extension displays all conversations happening in Drift, monitor engagement (e.g. email opens and clickthroughs, page visits), and drop calendar information in Gmails. Reps can optionally bcc Gmails to their CRM for tracking.
Drift Profile Page
The Drift Profile acts as an online business card with a link that can be dropped into emails and social media messages. Recipients can chat with the rep or book a meeting. The profile contains the rep’s title, location, a short bio, headshot, phone, and social links. The chat supports default messages to display when the rep is available and when not.
“Sales success is all about engaging today’s buyers on their terms: Digitally and immediately when they express interest,” said Drift Chief Product Officer Leo Teneblat. “With Fastlane and Sales Seat, Drift customers can ensure their best buyers and highest intent visitors receive express treatment without overloading the sales team. Not only that, but sellers have context to engage buyers with a personalized experience on the exact topics they care about in the moment they’re expressing interest.”
According to Drift, reps are six-fold more likely to book a meeting if they engage with a buyer during the first hour. Thus, immediately transitioning webform submissions into chats and notifying reps that high-scoring prospects are engaging with the company dramatically increases the likelihood of converting a lead into a meeting.
“Not all accounts are created equal. Your target accounts should receive the most personalized and high-touch buying experiences. Account-based marketing lets you create this experience while engaging with VIP buyers and connecting them to sales. By cutting through the noise, you can close more deals – faster,” blogged Drift Product Education Marketer Gauri Iyengar. “When it comes to booking meetings, there is literally no time to waste. Speed is essential to not just set up a meeting but to turn that meeting into revenue.”
The pair of services was released to early adopters that enjoyed an 82% increase in meetings booked, a 77% jump in opportunities created, and a 67% rise in pipeline influenced.
Revenue Acceleration vendor Drift rolled out a pair of sales enablement tools to facilitate rapid qualification and lead routing: Fastlane lead forms and Sales Seat intent and engagement alerts.
Drift Fastlane transitions a webform into an immediate chat for high-scoring visitors.
Fastlane combines traditional lead forms with chatbots to create “conversational forms.” Prospects fill out a lead form with contact information enriched, scored, and routed to the Drift chatbot for high-scoring leads. Thus, high-scoring prospects immediately move to sales rep conversations from the website.
Low scoring leads are passed to nurture or “other automated activations.”
“As a result, sellers can focus on high-converting buyers while routing lower-priority leads to nurture campaigns or other automated activations,” wrote Drift. “The net outcome results in more qualified sales pipeline, an efficient workflow for sales reps, and overall revenue acceleration for the organization.”
If the buyers are too busy to speak immediately, they can schedule a meeting through the chatbot. Likewise, if the rep isn’t available for chat, the bot can schedule a meeting after collecting additional prospect intelligence.
It may seem odd that a firm that is a #noforms proponent would choose to begin offering forms, but not all marketers are ready to eliminate forms.
“For most marketers, it’s the number one source of leads that they drive for their sales team. And if they didn’t have that, sales teams would be on the hook to create nearly all of their own pipeline – which is very inefficient. So we realized we had to do more. We have to support our customers in every way that they work. From the inbound motion that relies on forms to the outbound motion for customers who can’t rely on marketing alone to hit their numbers.”
CEO David Cancel
There are also scenarios where a form makes more sense than a bot. Registering for a webinar works better as a form than a bot as it is transparent about the requisite data entry. Likewise, enabling forms with optional bots increases their flexibility and value.
Continue to Part II which discusses Sales Seat and the importance of rapid sales responses for inbound leads.
