The Best Sales Tool I Never Want My Competitors To Find Out

We’ve been eager to share this story, but our guest insisted on one condition: full anonymity.

Here's the interview:

Operating in the complex world of enterprise software sales, this sales leader had managed to 4X his revenue in just a few months, growing from 20K MRR to cross the 1M ARR threshold all startups are chasing. And for him, Koala has played a critical role in making this all happen!

Coming Prepared with All the Answers

Koala has given him a full view into what his prospects want — before they even connect, and by seeing exactly what they’re interested in he is able to tailor every conversation around solving their unique problems and challenges.

I’m able to come already with answers for them. This has shortened our sales cycle by about three months. We skip the introductory phase because I already know what they’ve been looking at, and I can offer solutions right away

Here’s What Koala Has Unlocked:

1. Getting a Birds-Eye View into All Accounts

He uses Koala daily to see the activity happening across all open deals and spot new opportunities. They have set up Slack alerts to notify him and the leadership team when prospects triggered a specific intent score — which they have determined to be around 8 after a ton of experimentation. When he sees a prospect reach this level of interest — he knows it’s time to start engaging!

2. Capturing Specific Signals for Personalized Outreach

When you use Koala, it’s important to think like your prospect. Why is this an intent signal? What would you be doing if you were in their shoes?

By understanding the activities his prospects are taking across enterprise-specific docs, migration guides and specific blog posts, he’s able to craft a personalized message that speaks to what the person is trying to solve — which he says has led to a significant jump in conversation for their outbound prospecting.

3. Spotting the Key Players in Deals

Selling complex enterprise deals — means there are a ton of players across each deal. Koala helps him spot potential champions — those who, might not be the final decision makes, but have a significant influence over the buying process and are responsible for evaluating the solution directly

4. Re-Igniting Conversations & Lost Deals

He highlighted an example of a deal with a major automotive company they had lost a few months ago — by being able to see that this account was engaging on their site again a few months later, he was able to reach out to reopen a conversation to understand where they were at with their evaluation.

The Secret’s Out!

This sales leader had built the foundation of his startup’s enterprise sales strategy on the back of Koala — 4X’ing their revenue — accelerating deal velocity and unlocking powerful insights for his team to engage in a more tailored way! Ready to do the same? Give Koala a spin today!