supplier.io sells a software to help companies manage their supplier spend and report on it. Nowadays it is very common for companies to strive to reach DEI metrics in their supplier spend, for example spending 10% of all money with black-owned, women-owned or small businesses. supplier.io has created a database of over 2 million suppliers. Clients can take their list of suppliers and cross-reference it against the supplier.io database as well as use their different tools to help find new diverse suppliers and track their spend. This allows accurate reporting and tracking against their diverse spend goals.
The supplier.io sales team was composed of technical engineers who had experience with software, but not sales. This made it difficult for the sales people to book new meetings, cold call, and build out campaigns. With aggressive revenue aspirations in place, their needed to be a way to bring in new revenue.
Step 01
Identifying leads that had visited the website, downloaded collateral or engaged with content in the past.
Step 02
Like most companies, supplier.io had traffic to their website and content that could be converted through retargeting. Since the existing sales team did not have experience selling prior, they did not know how to re-target, write emails, or cold call.
Step 03
We quickly built a few processes to identify all the leads that could be engaged, enrolled them into email campaigns and cold called them.
Within 6 months we were able to add an incremental 1.7million in sales approved pipeline with fortune 500 companies like Shell.
We originally engaged John Tanner Worthington, now part of SaaS Consultants, as a sales rep for our organization. John Tanner was able to identify and close $1mm+ worth of deals from brands like Shell, Nordstrom, and BelBrands. Above and beyond that, he was extremely knowledgeable and skilled in sales systems like Hubspot. He was able to rebuild our CRM making it more effective and increasing revenue brought in by all the other sales reps.
Robert Gilbert Sr. Director of Sales @ supplier.io
Reach your ideal customers with a team who can find the leads that aren't in traditional databases - and book more meetings than your sales team can handle.
