As part of a new account-based approach, AEs and SDRs were aligned in pods. InsightSquared needed the necessary data and automation infrastructure to enable its new process.
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Something that’s overlooked on the road to automating at scale is that you need a rock-solid data foundation to depend on. When building out our outbound sales engine, we defined which data points we needed to be spot on, and which vendor was best for each. We ended up replacing three providers with DataFox—they cover firmgraphics, technographics, and signals really well.
We’ve cherry-picked certain signals that we know provide higher conversion rates for our outbound sales engine. DataFox shares which key hires are happening in our accounts so our reps can use that information in their prospecting templates.