Jioanna Polychroniou
Former Sr. Manager, Demand Generation - Enterprise Accounts, Demandbase
Empowering sales teams, fostering alignment within the organization, and driving upsell and cross-sell opportunities are all tasks on the to-do lists of sales executives at companies across many industries. Now add meeting the demands of the supply chain to the list…
Yikes.
That’s what manufacturing sales leaders are in for. A behemoth challenge.
So how do manufacturing sales executives manage? We recently hosted a webinar with industry giant HP where their Region Sales Manager, Paul Barton, joined us to talk about how HP has leveraged technology and Account Intelligence in recent years to make smarter decisions, helping sales close deals easier and faster.
In this webinar, it became clear how a technology like Account Intelligence can help you:
HP works with original equipment manufacturers (OEM) and licenses HP technology to them so they can make finished industrial printers. With this being such a niche pool of prospects, HP partnered with Demandbase in the hopes of optimizing their sales outreach and ensuring accuracy in their databases.
HP’s sales challenges all derived from one anchor issue: multiple data sources. Multiple data sources inevitably means siloed systems, outdated data (which leads to conflicts matching information down the line once it’s updated in one system but not the rest), and all of that ultimately leads to a lot of wasted time on updates and pursuing bad leads (or good leads with the wrong information in hand).
HP had tried a number of different vendors in the hopes of doing away with their long-standing data issues, but none was able to solve the problem. Given the series of challenges all being rooted in data sourcing, HP found that Demandbase Sales Intelligence Cloud offered specific features that addressed one-to-one the issues they were facing.
With the Demandbase Sales Intelligence Cloud in hand, salespeople can show their teams who matters most –– and what matters most to them. In the webinar (at the 10:33 mark) you can find a summarized deep dive into the Sales Intelligence Cloud features that help teams like HP sales to have all their critical Account Intelligence in one place (and updated in real-time), get critical news alerts that can help find the right time and reason for an outreach, and leverage family trees and connections to deepen engagement.
As Paul and the team at HP have used Demandbase Sales Intelligence Cloud more and more, the list of benefits grew and became vital for their day-to-day use:
You can enjoy the webinar in full and listen to Paul’s first-hand account about his and HP’s experience deploying Demandbase Sales Intelligence Cloud, and you can also feel free to reach out to our team for a demo that helps you understand how technology and data can become a vital piece of your go-to-market strategy.
Jioanna Polychroniou
Former Sr. Manager, Demand Generation - Enterprise Accounts, Demandbase