How Shane Taleisnik Landed His Biggest Deal of the Quarter

Last week, we caught up with Shane Taleisnik, a President's Club AE on Segment's Growth team (and self-proclaimed Koala superfan!) to learn how he used the platform to land his biggest deal last quarter.

How It Started...

Shane noticed a lot of traffic from an account in his territory in Western Canada, specifically from Calgary. "We got a lot of anonymous user behavior from individuals at the organization looking into specific warehouses, integrations, and our audiencing capabilities."

Pinpointing the Company & Relevant Prospects

With insights from Koala and Clearbit’s role reveal, Shane and his SDR identified that it was a senior technology leader and marketing analytics manager at the company looking into the platform.

"We took these intent signals from Koala, knew it was a top target, and found the CTO and director of marketing analytics. We sent them a really tailored email that was anything but cookie cutter."

Gaining Deeper Prospect Insights

A couple of weeks later, Koala alerted Shane with more valuable insight. He saw a prospect from the account signup for Segment which confirmed his suspicion that this was the CTO exploring the product.

Making the Follow-Up Call

When the initial outreach didn’t get a response, Shane made a follow-up call. "They didn't respond. Most people still aren't going to respond even though we send great emails. So we called them, and they mentioned how relevant and valuable the email was. It felt like we cared, so we scheduled a call for the next day."

Tailoring the Conversation

Once they locked down a call, Shane tailored his conversation with all of the data collected through Koala. "We discussed the specific needs and interests observed from their website behavior, showcasing how our product could meet these needs effectively."

Closing the Deal

Two weeks later, after a 30-minute call, the deal was closed!

"The rapid progression from initial contact to closing was remarkable. I didn't even know about this company before I checked Koala, let alone that they would be the biggest deal for growth last quarter!"

Catch the full interview here!

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