Challenge: Manual and cumbersome sales outreach processes that require significant time
Brent Ghione, Director of Sales Development, knew IntelAgree had a large addressable market. The problem was his reps were spending significant time going through the manual sales outreach process that there was not enough time in the day for them to explore additional vertices and target new businesses.
IntelAgree’s four sales reps were only making 75-100 calls per day, and on average had 400+ prospects actively in sequence within Outreach. They needed to reach more prospects, while ensuring that strategic insights about each prospect was surfaced to each rep as part of the call, creating a streamlined end experience for IntelAgree’s prospects.
Solution: A seamless implementation and integration of an AI-powered live conversation platform
IntelAgree turned to Orum when the Sales leadership team learned that there was an alternative to the inefficiencies of the traditional click-to-call system. Orum’s live conversation platform would improve sales productivity, increase total conversations, and ultimately drive better team performance and satisfaction.
IntelAgree saw a more productive and strategic way to engage prospective customers through the phones, where no time was being wasted. By eliminating manual and tedious tasks through working with Orum, account executives’ job became easier, bringing improved morale to the whole team.
Since adopting Orum, we have experienced an 83% increase in meetings booked, 112% increase in Sales Accepted Leads, and 207% increase in generated pipeline.
Results: More calls= more meetings = 2x pipeline generated
The quarter before adopting Orum, IntelAgree’s four sales reps booked 115 meetings, converting into 76 Sales Accepted Leads (SALs) and $1.5 million in sales pipeline. After implementing Orum, IntelAgree saw an 83% increase in booked meetings, a 112% increase in Sales Accepted Leads, and a 207% increase in generated pipeline, resulting in $4.6 million in total pipeline.
IntelAgree’s sales reps are also now able to increase overall activity output through Outreach by over 50% to make 200 calls per day. Additionally, Orum’s integration with Outreach ensures that strategic insights about each prospect is surfaced to each rep as a part of the call, creating a streamlined end experience for IntelAgree’s prospects.