A top B2B VoC software company, uses Cognism’s B2B data to:
- Book 60% of its outbound meetings.
- Achieve ROI from using the platform.
- Increase mobile connection rates from 5% to 14%.
- Use the technologies filter to qualify lead lists.
- Seamlessly integrate with Salesloft and Salesforce.
Teams using: Sales
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The company
This organisation is a leading provider of Account Experience software. The platform helps clients improve the B2B customer experience by automatically measuring and analysing feedback, reducing churn through close-loop tools, and helping retain accounts. Results are published and analysed in real-time, using a highly customizable reporting tool.
The challenge
We interviewed the Global Business Development Manager about his experience with Cognism.
How did they source new leads before Cognism?
“The sales teams are based in the US, UK and the Netherlands. Previously all our teams used ZoomInfo, which yielded average results and no ROI. So I decided to look elsewhere for other B2B data providers.”
He explained why they made the switch to Cognism.
“I came across LeadIQ after some desk research. We initially chose them, but after a short while, we decided to displace LeadIQ with Cognism.”
“We wanted a lead generation provider that was easy to use and GDPR compliant. Cognism ticked all of these boxes. On top of this, the sales process was very smooth and transparent. We signed and have loved it ever since."
The solution
He is responsible for the global sales team in the US and Europe.
What is their target audience?
“We typically approach Commercial Executives in EMEA or North American B2B businesses with a $500 million minimum turnover.”
He explained how the sales team uses the platform.
“Firstly, the SDRs build lists in the WebApp based on our ICP. The data is generated and exported both into Salesforce and SalesLoft to start actioning the leads.”
“Cognism’s technology filter is instrumental to the searches. The team uses it to see which companies are using our competitors. They can then create well defined lists based on this information. The filter is a shortcut to qualifying perfect fit leads.”
“The Account Executives and SDRs use Cognism’s LinkedIn Chrome Extension daily to find contact details and export to Salesloft. I don’t know how they’d prospect effectively without it!”
What channels do they use to get in contact with prospects?
“The European team has a multichannel approach by reaching out via email, cold calling and LinkedIn. The US team is far more focused on cold calling. Cognism’s excellent mobile numbers significantly accelerate prospecting efforts in this region.”
“Compared to other tools we’ve used in the past, Cognism has the highest adoption rate amongst the sales team. It’s by far the easiest to use and understand!”
The top reasons they'd recommend Cognism
1. Impeccable mobile data quality
“Before Cognism, we had a 4-5% cold call connection rate. Since using the platform, this has increased to 14%. This is down to Cognism’s stellar mobile data.”
2. Crystal clear sales process
“From our first encounter to signing the contract, the sales experience was incredibly constructive. Our Account Executive was upfront and very knowledgeable about the product. This gave us the reassurance to sign and have Cognism as our chosen global B2B data vendor.”
3. Results!
“Any outbound meeting booked originates from Cognism’s data and 60% of our meetings come from this vertical. We’ve been a Cognism customer for a year now and have certainly seen a return on our investment.”
“The platform does exactly what was promised in the sales process and we couldn’t be a happier customer!”
Try Cognism’s sales intelligence solution
Over 1,000 revenue teams around the world trust Cognism to:
✅ Build qualified B2B contact databases.
✅ Plan and launch their outbound campaigns.
✅ Power up their social selling.
✅ Meet and beat their revenue targets.
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