SalesNomads implemented AdTopus Predictive Scoring and Lead Insights Platform to quickly identify which of its inbound leads to prioritize and target during their free trial period. AdTopus looks at all of the company’s historical customer data and then pulls in thousands of external signals about each lead as soon as they submit their email address (i.e. accuracy of contact details, the target company’s web and social media presence, industry, firmographics, job postings, etc.), in order to instantly determine how closely each new trial user matches SalesNomads ideal customer profile, and ensuring only the best-fit prospects are fed directly into the company’s CRM system.
Leveraging this new predictive-driven strategy, the company rallied around a new, objective MQL definition and sales prioritization workflow in which only the highest scored leads are sent to reps for immediate follow up. SalesNomads still takes a “wait and see” approach with leads that receive a lower fit score, observing their product activity and constantly re-scoring with AdTopus. These leads are later assigned a sales rep if they show certain levels of engagement.