The Challenge: Advancing Outbound in EMEA
Every growing company, even one with a solid marketing engine that fuels leads, needs to advance through outbound prospecting as well.
Andrew joined insightsoftware as the company explored more ways to engage new contacts. In addition to a net new focused team, they also have client-focused BDR team that sells additional solutions to current customers, and both teams needed more data.
The company uses a popular sales intelligence tool globally, an initiative rolled out from their US headquarters, but wanted additional data to broaden their reach in EMEA.
The Solution: Lusha’s Direct, Global Data
Users: 25+ Plan level: Enterprise Based on his experience with Lusha in a previous role, Andrew knew his team needed it to bring in more EMEA data. “It was one of the first things that I suggested we implement when I joined to help enrich our data that we have over here in the region.”
The tool is a strong addition that helps the team create more connections and more meetings. “We found the data from Lusha was better in EMEA,” says Andrew, “so whilst the team was using our existing business intelligence tool to some extent, Lusha has been a complementary tool to clarify data and give us another option to phone people.”
In addition to the BDR teams who use Lusha as a “guiding point” to build better connections, insightsoftware also has a Business Development Associate (BDA) team that works on building, enriching, and cleansing data. “They use Lusha to bring better data to the sellers and BDRs when they need it the most.”
The Results: Immediate Pipeline
It didn’t take long for Andrew’s team to prove that adding Lusha was a smart choice. “Within the first two weeks, we’d already doubled that return on investment in terms of pipeline build with contacts we didn’t have details for in our CRM or business information provider.”
Lusha helped Andrew’s team find contacts, book meetings, and engage with them through the process.
“We’ve closed several deals using Lusha to multi-thread more effectively. We’ve also decreased our lead-to-action response time thanks to better contact data.”
Andrew’s favorite things
Ease of use: “When I think of Lusha’s superpower, simplicity comes to mind. The ease of use is just great.”
Lusha Everywhere extension: “It’s laid out simply so our guys can get quick access to data and make the calls that are important to them.”
Service and support: “The service we’ve received has been fantastic. We feel well looked after and well-supported.”
The Value: Better, Faster Connections
The value of Lusha to Andrew’s team is all about making connections.
“We’ve not only been able to forge better relationships with customers because we’ve been able to engage with them earlier on, but we’ve also seen improvements in the net new space as well,” said Andrew. “Lusha has helped get us to the people that we need to speak to much more quickly than normal.”
