Sales automation tools can help at all kinds of different places in the funnel. Prospect.io is a sales automation platform that helps you start conversations and improve sales teams productivity. Today’s guests, Forster Perelsztejn and Iulian Boia are Prospect’s Head of Acquisition and Head of Customer Success respectively. They’re joining today’s episode from Brussels.

Listen to today’s episode to learn more about Prospect.io, who they serve, and how their platform works. Forster and Iulian talk about their roles at Prospect, patterns in customer pain points, how onboarding works, and how the GDPR is affecting their work and platform.

Episode Highlights:

• Forster and Iulian’s roles at Prospect
• How Forster and Iulian’s roles at Prospect are aligned
• How customer pain points change or don’t change depending on where they are in the funnel
• How to order customer conversations based on experience with previous customers’ pain points
• The market that Prospect serves
• Prospect’s onboarding procedure
• What kind of work Prospect is doing with telephone numbers in light of the GDPR
• How Prospect is using analytics with their data
• Testing smaller samples sizes before moving onto larger audiences

Resources:

Prospect.io

Forster Perelsztejn

Iulian Boia

Making a sale is rarely a one-and-done encounter. Instead, it’s an ongoing process and a series of conversations, sometimes with multiple different people. In order to sell effectively, you need to be able to keep up with important details about each prospect, including what your last conversation entailed and when is the best time to schedule the next call or email. This can be a daunting task, but tools that allow you to streamline the process can help.

Outreach.io is one of those tools. Outreach is designed to help salespeople remember critical details and schedule ongoing conversations. Today’s guest is Nick Hart, the customer success manager at Outreach.io. Listen to the episode to hear what Nick has to say about what’s happening at Outreach and what he thinks about things like email personalization, referral strategies, and building and testing your processes before you implement new sales tools.

Episode Highlights:

• New things that are happening at Outreach.io
• Key things to look at for people who are looking for a solution like Outreach
• Understanding the different personas that you may be selling to
• How to approach sales from different channels
• Email personalization
• Referrals, and the benefits of a top-down referral approach
• Why it’s important to test and experiment with your processes
• The importance of providing value with each interaction
• Why you need to build the processes that work for you before implementing a new tool
• Why understanding and mastering tech tools for sales is going to be more important as time goes on
• How marketing professionals can help pave the way for the sales team

Resources:

Nick Hart

Outreach