Sales Intelligence vendor Databook unveiled a Salesforce connector that helps “sales teams translate financial data and business insights into sales strategy and execution.” The AppExchange solution provides access to “personalized, real-world insights and recommendations” concerning which accounts are in-market, whom to contact, and how to message their offerings.
Databook employs AI and NLP to generate account and solution-specific insights “with the same level of relevancy and value provided by professional consulting firms.” Custom content supports “account planning, executive preparation, value architecture, ABM, and customer presentations.”
Insights include
- Databook Score (propensity-to-buy scoring)
- Recommended use cases
- Financial case for change
- Strategic priorities
- Management intent
- Buying cycle history and trends
- Investor sentiments
Account insights highlight customer priorities and pain points, helping reps hone messaging and identify risks and opportunities. Databook insights are displayed in account and opportunity tabs and include strategic insights, recommendations, and “downloadable executive decks and point-of-views that align to corporate priorities, market conditions, fiscal year timing, and financial case for change.” Databook also notifies reps about key account changes.
Opportunity recommendations include tips/steps such as “select an economic buyer for this opportunity,” “review management changes at <account>,” “read <account>’s latest earnings transcript.”
Sales reps can download a set of overviews and tools, including executive point-of-view decks, sales presentations, executive briefings, company profiles, and an account worksheet offering a step-by-step account strategy.
Sales reps can link from the CRM dashboard to Databook to identify deal expansion opportunities. Databook highlights use cases deployed at similar companies that may be relevant. Use cases are highlighted with “relevant proof of success and value-driven vision for the future to create the strongest possible pitch that resonates with executive buyers.”
Databook presents financial and business data sourced from over a dozen vendors.
During the beta period, early adopters increased company research by 157% when accessing Databook insights from both the web and Salesforce vs. simply conducting research via the browser. The firm claims that sales teams using Databook average 3X more pipeline, 2.5X larger deals, and 1.5X faster cycle times.
“Now, more than ever, sales reps need to hone strategic acumen to drive executive relationships and effective sales execution,” said Databook CEO Anand Shah. “Databook’s new CRM application combines essential external context about a company’s business objectives, financials, and budget cycles with the internal account and opportunity information within Sales Cloud to create a new level of intelligence and customer understanding. Now any rep can have an executive-level conversation aimed directly at the business problem they solve in order to repeatedly grow and close deals.”
Databook closed on a $50 million Series B in March led by Bessemer Venture Partners and joined by DFJ Growth, Threshold, Microsoft’s Venture Fund M12, Salesforce Ventures, and Haystack.