(Eerily) Perfect Timing w/ Jordan Crosby, Sanity SDR

Jordan Crosby, a top SDR in EMEA, starts his day in Koala, deciding how to best focus his efforts across a sea of prospects that could use Sanity – a content management platform used by 500,000 developers.

He estimates at least 60% of his team’s opportunities are coming from Koala — saying he believes this isn’t just because it helps them target the right prospects.

It’s because it helps them reach them at the perfect moment.

Connecting during a renewal

Jordan shared a recent success story of how he landed a meeting with a major energy company that has progressed into a big opportunity for the business.

Using his custom view in Koala (filtered to region, revenue and ICP fit), he spotted a couple stakeholders deep in exploration on their website. When he saw this pattern continue over the next couple days he knew it was time to reach out.

“We managed to get into a conversation with them pretty much at the perfect time. And I think they were actually quite impressed with the timing — they saw it as proactive and that got us in the door quite nicely.”

It turns out that this company was exploring Sanity as an alternative to their current CMS, which was about to renew at a higher price. Because of his perfect timing, Jordan was able to engage this prospect in serious buying conversations.

“I think the reality is that, without having known about this intent and that they were checking us out, we may not have actually reached out to these guys at all, let alone at the very specific right time,” says Jordan.

Removing the guesswork

Koala has helped Jordan and his team develop a deeper understanding of their accounts (and what they’re interested in), which has taken a lot of the guesswork out of their outreach and discovery.

“We know our current prospects & customers, we speak to them, but now we can actually see where they’re spending time,” says Jordan, “And that helps us open accounts and expansion opportunities. It helps us go into these conversations and be like, ‘Hey, we saw you were checking out this feature, let’s see if it’s worth exploring?”

Transforming how the team outbounds

“We get a lot of our meetings from Koala, a lot of our leads from Koala,” says Jordan, “It’s definitely become an integral part of our day-to-day. I’m not going to say we’d be lost without it, but it definitely helps to have it.”

Ready to transform your outbound motion? Try out Koala today!