For Indico Labs, a company driven by efficiency and innovation, aligning the sales process is a top priority. In 2024, they adopted trumpet’s Digital Sales Rooms to better manage their sales pipeline and unlock valuable data insights. This move proved transformative, as Adam Baker, Chief Strategy Officer at Indico Labs, shares:
“The insights and analytics from our deal room have been invaluable in helping us prioritise our time and focus on leads most likely to progress.”
The Challenge
Like many B2B companies, Indico Labs faced the common frustration of stalled deals. One particular deal had been stuck for four months, with communication from the prospective client going silent. The team needed a way to understand buyer behaviour and re-engage meaningfully—without wasting time on guesswork.
The Solution
Using trumpet, the sales team could track buyer engagement in real-time, gaining visibility into:
- Who was viewing shared materials
- How often they returned to the deal room
- What content they were most engaged with
When Slack notifications revealed a sudden surge of activity from the previously silent prospect, the team acted fast. By tailoring their outreach to align with the prospect’s specific interests, they were able to re-establish contact at exactly the right time.
The Results
This data-driven approach turned a cold lead into a revived opportunity, proving the power of actionable insights. As Adam explains:
“Timing was everything—they were ready to re-engage, and we were ready to respond. This experience has shifted how we approach follow-ups. It’s no longer about chasing; it’s about connecting with relevant, timely content when it matters most.”
With trumpet, Indico Labs has redefined efficiency in their sales process, ensuring no opportunity is overlooked.
Want to see how trumpet can transform your sales process? Explore our Digital Sales Rooms today.
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