Demodesk has reduced its daily prospect research time with ZoomInfo. The Munich-based sales software company now spends 10 to 15 minutes on research.
Sales development reps used to spend two to three hours of time daily. They used to do manual research on the accounts and contacts before feeding them into the CRM system. Demodesk provides software solutions for conducting sales meetings and coaching for sales teams.
However, manual research created another challenge for Demodesk’s sales team. The reps had to collect details and contact information manually. It raised issues of data quality, as wrong phone numbers & old job titles were possible, which would result in unsuccessful communication. There was a daily quota for each sales development representative, & it amounted to five new accounts and 25 new contacts in CRM.
Just that alone would take up to two or three hours a day. Consequently, salespeople were wasting their productive time by entering data. Demodesk utilized the help of ZoomInfo to create prospect lists according to certain criteria. Filters assisted the company in dividing prospects according to their buyer profile. The team also used buying signals to identify active accounts.
ZoomInfo Helps Demodesk Improve Sales Prospecting
Moreover, news and events related to the company provided reps with immediate justification for reaching out to prospects. Demodesk was also responsible for integrating ZoomInfo with Salesforce and its sales automation system. The system then uploaded validated data directly into the tools that reps already used.
Demodesk reduced its research time by approximately 90 percent on average. Now, representatives accomplish their quota in 10 to 15 minutes. Over the course of five workdays, each representative gets over a whole workday. Demodesk reports that communication quality has improved since implementing these changes. The company attributes this improvement to buying signals and corporate news.
The benefits did not stop there, however. The Demodesk marketing department was able to use the data to enhance their trade show lists. The marketing team used the data to make its campaigns more personalized. As a result, the company states that teams were able to have additional bandwidth in terms of the opportunity life cycle. The story of Demodesk is a prime example of how sales intelligence can save one from mundane research tasks.
Want more marketing excellence stories? Visit MarTech News for insights, trends, and expert updates.
News Source: Businesswire.com
