We had the pleasure of recently sitting down with Bob Memmer, SVP of Sales at Captora, to discuss how his team uses Owler to drive sales effectiveness. Bob has a history of running highly productive sales teams, so it’s no surprise that he prescribes Owler to each of his team members. Check out his video testimonial and read the summary below.
Captora has 3,000 target accounts, and they track every single one of those with the Owler platform. They use Owler for three main reasons:
- Competitive Analysis: “As we go to market with our target universe, we’re not looking just to sell to our existing clients, but those similar to them—in essence, lookalike companies who can actually benefit from our technology. Owler clearly shows us who those folks are.”
- Real-Time Updates: “We follow certain target accounts, and Owler provides us a real-time feed of what’s happening within those accounts. Even better, these real-time updates are given in a simple, digestible manner.”
- Accurate Data Points (Revenue, Number of Employees): “We’ve found that other data sources that are traditionally managed, procured, and maintained have inaccurate data. Owler provides a more accurate assessment of what’s really going on at that company.”
Focus More Time on Selling, Less Time Researching
Bob says that throughout his career he’s found, “that a salesperson spends about a third of their time researching target accounts to sell to.” Now, “with Owler, having that information delivered directly to the sales rep, at the right time, and in an effective manner, cuts down that noise and wasted motion.”
“Owler helps my sales team be more successful with providing the correct data about the right target accounts we’re tracking at the right time.”
Weekly Showdown is Insightful and…Fun!
The Weekly Showdown is Bob’s favorite feature for two reasons: First, “We found that looking at our target accounts and understanding who is excelling gives us better insight into whether or not that company is an innovator.” And secondly: “It’s fun. It’s a compelling way to engage, share information, and gain benefit from Owler.”
Disrupting a Tired, Dead Industry
In closing, Bob says, he loves that Owler is disrupting a, “tired, dead market, that is the data industry. Owler is doing something that has needed to occur literally for 100 years – creating a compelling asset from data, and delivering it to people that need it the most, in an effective, real- time fast way.”
About Captora: Captora is a leading digital marketing platform company that helps marketers scale and optimize cross channel digital marketing campaigns to accelerate pipeline.
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About Bob: Bob loves building innovative, competitive and successful teams that customers love. Prior to Captora, he was Area Vice President of Sales at Salesforce (NYSE: CRM) where he drove revenue strategy for the data.com platform. When not working with the fantastic customers, partners and employees of Captora he is probably spending time with his family, golfing, boating or downhill skiing.