Maintaining a healthy pipeline and improving win rates is no small feat. Jonathon Illett, VP of Global Sales at Cognism, struggled with forecasting accuracy and creating a seamless buyer experience despite using various tools. He discovered trumpet. What stood out was the genuine buyer intent insights and a simplified buying process that delivered immediate results. Creating an outcome of higher win rates, shorter sales cycles, and prospects who enjoyed the sales experience.
Challenge:
Maintaining a healthy pipeline and improving win rates are constant challenges. Jonathon faced the typical struggles of managing an effective sales team, ensuring accuracy in forecasting, and providing an optimal buying experience for prospects. Despite using numerous sales tools, he noticed a consistent gap between the promise of these tools and the actual outcomes.
Solution:
When Jonathon first discovered trumpet on LinkedIn, he was intrigued by the positive buzz surrounding the platform. As a sales leader, staying updated on the latest tools is key, so Jonathon decided to explore further. After a demo with trumpet’s founders, Rory and Nick, Jonathon immediately saw the potential.
“Their thesis of making it easier for our buyers to buy from us really rang true. Such a simple concept,” says Jonathon.
Trumpet’s data insights also caught his attention—particularly the ability to access genuine buyer intent data beyond emails and calls. This was a game-changer for forecasting, as it allowed sales teams to make more informed decisions instead of relying on reps' “happy ears.”
Implementation:
Cognism quickly adopted trumpet’s platform, integrating it into their sales workflow. The excitement within the team was palpable. The simplicity of trumpet’s approach and the valuable buyer intent data immediately provided results.
The introduction of trumpet’s features not only enhanced sales team efficiency but also changed how prospects engaged with Cognism. The new approach made it easier for buyers to navigate the process, and this led to an improved experience on both sides.
Results:
Jonathon sums it up best:“It’s one of those tools that makes you think, 'Why didn’t this exist years ago?'"
Final thoughts:
“Genuinely huge congrats to the team at trumpet for what they’ve built. We’re super excited to see tangible results such as increased win rates, reduced sales cycles, and prospects who actually tell us they enjoyed being sold to! That really is the holy grail.”
For Jonathon and his team at Cognism, trumpet has transformed the sales process. A tool that provides genuine insights, shortens sales cycles, and leads to better buyer engagement. With trumpet, Cognism is not only seeing tangible results in the form of increased win rates and reduced sales cycles, but they’re also delivering a sales experience that prospects genuinely enjoy.
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