Customer Stories
Target Audience
Retail
Banks / Financial Institutions
Healthcare / Hospitals
CPG
Automotive
The organization built a BDR prospecting team to focus on named accounts and Greenfield. The named account sellers wanted to focus on higher converting opportunities and paired buying intent sales intelligence with our Relationship Signals. Together, the sales team could prioritize which named accounts had:
- A higher propensity to engage based on their buying behavior
- A higher propensity to engage because they were a past advocate/power user of the Crownpeak from their previous company
The Greenfield team had to find a way to focus their account selection and prioritization efforts. Relationship Signals helped them identify “needles in the haystack” and focus on accounts that had high proximity of past advocates in an account. These advocates will have brand recognition and can envision how Crownpeak could be successful in their new organization.
Crownpeak needed more “at bats” and looked at net new conversations as the leading indicator. The Greenfield BDR team reported that the email-to-conversation conversion was completely different immediately after engaging their 1st batch of Signals. One of the BDRs proclaimed, “I couldn’t believe it. It seemed like each time I reached out to a Relationship Signal, I was starting a new conversation”.
