Talk Title: The Journey to Success is Never a Straight Line

Time: 3:30 pm Tuesday, March 26

Speaker: Manoj Ramnani, SalesIntel CEO

Details: In hindsight, we tend to turn successes into narratives of inevitable accomplishment. You started out and only kept climbing.

But that’s not the reality. I’ll be sharing my story of how I started with a fantastic idea, failed spectacularly, and learned my lessons and found success down the road.

We’ll cover experiences of failure that led to positive changes such as:

  • Picking the wrong team and partners
  • Discovering pivots are expensive
  • Realizing when not to raise investment
  • Stopping big ideas from becoming overwhelming tasks
  • And more

Hope to see you there!

The most important part of your company is sales. Sales decide growth, influences every company decision and defines your success.

Sales is also a constant struggle, and I can outline a dozen reasons why from noisy markets, funnel fear, the number of rejections, and more.

But I wanted to share five things you have direct control over to make sales easier. It’s hard enough already without tripping over your own feet.

  1. Make a quality product.

Everything starts with good and competitive product offerings. Give your team a product that they are proud of selling. I see startups hire sales team ahead of a ready product. Since the product isn’t ready, the team is forced to sell the promise of what the product could be. No one wants to sell something they can’t guarantee.

It’s similar if you’re focused on being a cheap, low-quality product. If the sales team doesn’t have pride in what they’re selling, they’ll struggle and will become resentful of losing deals because of product bugs or errors. They’ll rapidly become resentful or apathetic.

But if they’re excited about the product themselves, that excitement will come through on every call and they won’t have to worry about losing deals because of product issues.

  1. Provide the right tools to your team.

They say a poor craftsman blames their tools, but you never see a master craftsman with poor tools.

What your team uses decides how work gets done and the right tool makes all the difference. Each tool requires a different process and better tools not only accomplish the same goals as inferior products but also provide a faster process.

For example, we on-boarded Outreach.io and saw a 50% increase in the productivity of our own sales. Our previous sales product could technically do most of what Outreach provides, but the process took up too much of our sales reps’ time.

You can have the best sales rep in the world, but if they have to use broken or time-wasting tools they’re not going to do their best work. 

  1. Train on both your product and the overall market.

The sales team needs to be in the know. Naturally, they can’t be expected to know every little thing, but they should be experts. Imagine the difference between asking a fast food employee what’s good on the menu and asking a fine dining waiter what wine would pair best with your meal. Your sales team should give a positive impression of their knowledge.

Instantly knowing the answers to questions also keeps the sales conversation moving forward. No “let me ask and get back to you” which can slow down a deal by weeks.

But, you shouldn’t limit your team to only being experts on your product. Customers will ask about competitors and you should have answers ready. With knowledge of competitors and the general landscape of your industry, your team can immediately handle customer concerns and share what makes your product special.

  1. Support sales with marketing.

Time and time again, I see companies and executives underestimate the importance of marketing. Your sales team isn’t going to be effective if this is the first time prospects have heard your brand.

Marketing is the backbone of your sales team. Without warm prospects, your sales team is going to suffer. It’s marketing’s to put your name out there, make initial contact with prospects, and use outreach so that prospects can raise their hands by engaging with your brand. Once a prospect is warm then sales can step in.

Sales reps aren’t equipped and will waste their time if they have to talk to stone-cold prospects all day. Give sales one job: selling not marketing. If you’re struggling with marketing costs, consider these cost-effective ways to start feeding your team warm leads.

  1. Give quality data to your team.

Just like you wouldn’t expect your sales team to do the job of a marketing team as well, don’t expect them to do all your prospect research for you. Research takes time. Even more so if you want quality.

If you’re judging your sales reps based on how much they close then don’t ask them to do a second job of having to research and find their own prospects when you are holding them accountable and paying them only for sales.

SalesIntel exists precisely for the reason of helping sales reps find the quality data and intelligence they need. Our firmographic and technographic data can help you narrow your outreach to prospects that match your ideal customer profile. Instead of having to spend time tracking down LinkedIn profiles or guessing at emails, your team should have direct dial numbers they can call.

To make sales easier, you need to focus on removing any obstacle from your team actually selling.

We’ve all had an exciting two months since launching SalesIntel. After starting our mission to provide high quality and affordable B2B contact data for sales professionals only a short while ago, our amazing research team has verified over 2 Million B2B contacts for our database.

Because of our commitment to providing the highest quality (95%+) B2B contact data on the market, we have been working overtime to verify contacts at companies with the largest investments in technology and tech services in the US.

We also have over 1.7 Million direct dial numbers. Direct dials are incredibly hard to confirm and retain, 90% of the companies that invest the most in technology do not make them public, but we’ve taken the time to make them available to your team.

We have also launched support for Salesforce. We know Salesforce is how many of you run your business and your sales teams, so we’ve made it easy to export your SalesIntel contacts directly to Salesforce.

I would like to invite you to search our platform today and reveal 10 free contacts during our trial: www.salesintel.io/

Thanks for all your support!

Regards,

Manoj Ramnani

I am thrilled to share with you the launch of SalesIntel, my new venture. After spending a decade in the sales and marketing space, I realized high quality and affordable B2B contact data for sales professionals was missing.

The trend for data providers in the past was to use web scraping and automation to build as large of a database as possible. The problem with those strategies was that you got a lot of poor data, as the quality at scale was never more than 70% accurate. At SalesIntel, we’re taking a different path.

At SalesIntel we are committed to providing the highest quality (95%+) B2B contact data on the market. We deliver this level of accuracy by combining the power of our proprietary technology with our world-class research team.

My team and I started this journey 6 months ago with the mission to make sales professionals’ lives easier. We realize that salespeople shoulder the most important responsibility for the existence and growth of their organizations, namely, revenue growth. Our goal is to make sure we make their lives easier by providing them with the highest quality data on the market.

We at SalesIntel are proud to be launching the solution that provides an effective and affordable platform for Sales professionals to gather the prospecting data they need to close deals.

We are just getting started but already have over 1M human verified B2B contacts. Our research and product team are also working round the clock to bring new features and more data to further enrich the platform. I will be sharing those details in the coming weeks.

Today we released the beta version of the product. I would welcome an opportunity to talk to you and get feedback on the SalesIntel platform: www.salesintel.io/

Thanks for all your support!

Regards,

Manoj Ramnani

My name is Manoj Ramnani. I am thrilled to share with you the launch of SalesIntel, my new venture. After spending a decade in the sales and marketing space I realized the lack of a high quality and affordable Sales Intelligence Platform for sales professionals was missing, especially in the SMB space.

The trend for data providers in the past was to use machine learning and automation to build as big of a database as possible. The problem was that data was usually never more than 80% accurate. At SalesIntel, we’re taking a different path. Every single record we offer has been hand verified by our team of researchers and since we reverify records every 90 days we can guarantee 95% accurate data.

My team and I started this journey 6 months ago with the mission to make sales professionals’ lives easier. We realize that salespeople shoulder the most important responsibility for the existence and growth of their organizations, namely, revenue growth. Our goal is to make sure we make their lives easier by providing them with the highest quality data on the market.

Currently, low quality data can come from mistakes made in manual data entry. It can come from buying lists that haven’t been properly vetted are made of scraped data internet. Old data can accidentally be re-synced to the system and more.

After that data gets in the system, you lose $8 every time your sales team calls the wrong number. The cost of acquisition for an appointment goes up $170 from $320 to $490.

Sales professionals runs into other problems as well. To find more accurate data and prospects, sales reps have to spend 6 hours a week on average prospecting on LinkedIn.

When they do start a conversation, sales reps lack the contact information to easily include and reach out to everyone involved at an account. Each business decision involves 7 buyers on average, but at least info for two of those contacts is expected to be wrong on average. Inaccurate data doesn’t only cost the cost of acquiring the data. It costs your sales team time, profit, and can slow down deals.

We at SalesIntel are proud to be launching the solution that provides an effective and affordable platform for Sales professionals to gather the lead and prospecting data they need to close deals.

We are just getting started but already have 1M hand verified B2B contacts. We have another 30M records that our team is verifying 100K new records a week and growing. So if there are accounts we haven’t already verified let me know and we can move those to the front of our queue. Our research and product team are also working round the clock to bring new features and data to further enrich the platform. I will be sharing those in coming weeks.

Today we released the beta version of the product. I would welcome a chance for you to try and give feedback on the SalesIntel platform: https://salesintel.io/.

Thank you for all your support!