One of the biggest challenges any B2B sales development representative (SDR) faces is standing out from a sea of vendors all vying for the attention of the same buyer. Luckily for the quota-carrying, improved data-driven technologies are making it easier to achieve the classic sales goal of reaching the right people at the right time with the right message.
Companies like Provo, Utah-based ObservePoint are increasingly turning to predictive analytics tools to solve the problems caused by poor leads and bad data sourced from a hodgepodge of multiple sources.
ObservePoint is a rapidly-growing provider of web analytics quality assurance tools, working with enterprise companies like Adobe, Time Warner Cable and Verizon. Despite having an innovative product and an impressive list of customers, ObservePoint SDRs spent nearly 80 percent of their time trying to find the right contacts.
ObservePoint decided a predictive analytics solution was right for them. After implementing the Leadspace Predictive Analytics Platform, ObservePoint SDRs saw an immediate improvement in their workflow. They got more leads, faster, with more complete and accurate data. (Download the case study to learn more.)
After six months, the improvements were dramatic. ObservePoint saw both SDR productivity and lead quality take off, including:
- 15% increase in net-new pipeline
- 30% increase in opportunities
- 5% increase in revenue
Doug Jensen, vice president of sales at ObservePoint, shares more about the challenges his team faced, how they addressed them and the results they’ve achieved with predictive analytics in Leadspace’s latest case study.
You can find out more about ObservePoint at their website, www.observepoint.com.
Image of Doug Jensen, courtesy of ObservePoint