Case Study: Enhancing Sales Effectiveness at Indeed with LeadGenius
Industry
Background
Indeed, a leading job search platform, sought to enhance its sales effectiveness by improving the quality of account and contact data. The Sales Effectiveness team at Indeed identified the need for a robust solution to address several critical goals:
- Identifying and adding ICP-qualified, net new contacts to existing accounts.
- Expanding knowledge of target accounts with additional relevant insights (e.g., company growth, funding information, department growth, age of business, etc.).
- Automating the data enrichment process through Salesforce integration.
- Implementing a sturdy data hygiene process to ensure CRM data does not decay.
Challenges
The Sales Effectiveness team faced several challenges:
- The existing CRM data lacked depth and breadth, impacting the team's ability to target and engage potential clients effectively.
- Manual data entry and updates were time-consuming and prone to errors, leading to inefficiencies.
- The absence of a systematic data hygiene process resulted in outdated and decaying data within the CRM, further complicating outreach efforts.
Solution
Indeed partnered with LeadGenius to address these challenges and achieve their goals. LeadGenius provided a comprehensive solution tailored to Indeed's specific needs:
- Quality Account and Contact Data: LeadGenius delivered high-quality, ICP-qualified contacts and accounts that aligned with Indeed’s criteria, ensuring that the Sales Effectiveness team targeted the right prospects.
- Expanded Insights: By adding valuable insights such as company growth, funding information, department expansion, and business age, LeadGenius enriched Indeed’s existing account data, providing a fuller picture of target organizations.
- Salesforce Integration: LeadGenius automated the data enrichment process by integrating directly with Salesforce, enabling seamless data updates and reducing manual effort.
- Data Hygiene Process: A robust data hygiene process was established, ensuring continuous data accuracy and relevance. This process included regular data audits and updates to prevent data decay.
Results
Although Indeed ultimately did not select LeadGenius for this project, the proposed solution highlighted significant potential benefits:
- Enhanced Targeting: The enriched data and new ICP-qualified contacts would have enabled more precise and effective targeting, improving engagement rates.
- Increased Efficiency: Automation of data processes and Salesforce integration would have streamlined operations, saving time and reducing manual errors.
- Improved Data Quality: Regular data hygiene practices would have maintained high data quality, supporting better decision-making and outreach efforts.
Conclusion
The collaboration between Indeed and LeadGenius demonstrated the value of quality data and automation in enhancing sales effectiveness. While the Sales Effectiveness team at Indeed did not proceed with LeadGenius, the outlined approach provided a clear path to overcoming their challenges and achieving their goals.
