Most large businesses providing complex sales solutions typically reach around 18% of their true available target markets (our own research POC, 2019) and typically convert c. 4% of leads to sales they identify (Source: RulerAnalytics, 2020).
Current customer sales cycles use generic, outdated business development techniques prioritising historical behaviours, limited relevant industry knowledge and painfully slow, largely ineffective relationship building processes.
Even worse, inefficient customer acquisition tools that do little to maximise the efficiencies of salesforce sales cycles are exacerbated by global economic crises, Brexit, ESG requirements and COVID-19 pandemic impacts.
Adroll, ZoomInfo, LeadIQ and other mainstream competitors use commercial email addresses, phone numbers and contact lists while accessing large business databases that match results with specific searches, search keywords, API and CRM integration, some sales prospect automation and typically a dependency on web traffic data to customer websites in order to generate leads.
LeadIQ (a filtered database) uses a sales navigator bolt-on to access LinkedIn and does not contain all listed companies’ information.
Low conversion rates result in a push for numbers of calls rather than a higher quality of call with no systematic way for collective learning to increase the chances of a better sales outcome.
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