Why trumpet

• Consolidates all sales content in one place
• Provides a seamless, branded buyer journey
• Allows for easy sharing of the right information at the right time
• Offers tracking and buyer intent signals
• Integrates with CRM for improved workflow
• Replaces multiple tools with built-in features (video, e-signatures)

Who is using trumpet

• Sales team uses it post-demo call throughout the sales cycle
• Customer Success Managers use it for onboarding
• Used to stay in sync with prospects, highlight next steps, and keep everyone on track

Since using trumpet, Punch! Has:

• Transformed their sales process from clunky spreadsheets to streamlined digital sales rooms
• Re-engaged with cold leads more effectively
• Consolidated their tech stack by replacing tools like Vidyard and PandaDoc
• Improved tracking of buyer engagement with shared content
• Optimised their new business onboarding process
• Received positive feedback from buyers about their personalised experience

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Punch! is a B2B outbound lead generation agency, specialising in sales development as a service. They work with enterprise and high-growth companies, primarily in the technology sector, to generate meetings, new business, ROI, and pipeline growth.

This case study explores how Punch! transformed their sales process by integrating trumpet digital sales rooms into their workflow. We caught up with Chris Muldoon, Co-Founder & Managing Director at Punch! on how they consolidate their sales and onboarding content and deliver more seamless buying experiences for their customers.

From spreadsheets to Pods

Punch! already had a solid sales process in place and, in some ways, hacked their own personalised buyer journeys. But the delivery was slightly clunky, Chris explains:

“We're big believers of the importance marketing plays in the sales process so our new business team always used the latest strategies to generate new business. 

But once we got to the discovery phase, we’d be sharing slide deck PDFs in follow-up emails or an Excel spreadsheet highlighting ‘what's the pain’ and ‘what’s the challenge,’ along with links to blog content.

So, we were doing the same thing, pulling all the content together, but the way we delivered it, along with the look and feel, was more clunky and less branded.”

One digital sales room, full cycle

Digital sales rooms make it super easy for sellers to share the right info at the right time throughout the buying process. In trumpet, users can hide and reveal pages and Widgets in pre-made templates as the journey unfolds (so they don’t have to manually create new pages one by one!).

Chris and his team have tried this out in their own post-demo call sales cycles. He explains:

“We’ve got our go-to uniform template that works great for us. We’ll start post-demo with some tabs hidden for stage one, and then slowly reveal those tabs in the navigation bar as we move along.”

Their sales team uses Pods at each touchpoint post-demo call to stay in sync and on track with their buyers:

“We're pretty hooked on trumpet. Every qualified prospect gets a Pod after each discovery call, and we stay in there throughout the sales cycle. Punch! uses Pods to stay in sync with our prospects, highlight next steps, keep an eye on where they’re at with clear due dates, and basically keep everyone on track.”

Consolidating all sales content in one spot

The biggest perk Punch! has found with trumpet is that it puts all their sales content in one spot. Now, there's just one easy link for buyers and the team to click on and get what they need at each stage of the sales cycle.

“It's about having everything in one place instead of tons of emails. Prospects know exactly where to find everything we’ve shared.”

Digital sales rooms are making things smoother for many companies like Punch! when transitioning from pre-sale to post-sale, giving customers a familiar place to continue working with the CSM.

“We’ve noticed that clients use it throughout the whole journey. So when we start onboarding, the team takes over the rest of the journey, and it’s all completely mapped out in trumpet.”

Leveraging buyer intent signals

One problem Punch! faced was that team members shared different assets but couldn't keep track of how buyers engaged with this shared content. Chris notes: “Being able to access tracking data was huge for us.”

Before adding trumpet to their tech stack, they had no clue if prospects read, viewed, or engaged with the content.

Chris continues, “Since we started using trumpet, we can track all of this, and it's pretty satisfying to see these buyer signal notifications pop up.”

Using these buyer signals meant Chris and his team could tap into accurate buyer intent.

“When they're opening the Pod and clicking on the content, that's a big sign of good intent to us."

They also check if prospects are sharing the Pods with their team and find it super helpful to know exactly who has viewed it, making multithreading across an org a lot smoother.

“It's an awesome way to gather more data, more names, and more stakeholders who might be involved in the deal without directly reaching out.”

Plus, they’ve found these insights a nifty way to re-engage with leads that went cold.

“If a deal has gone cold but a month later we get notified they’ve clicked on the Pod, we’ll reach out again.”

CRM workflows and tech stack consolidation 

Punch! decided to take it up a notch, along with connecting their trumpet digital sales room with their Hubspot to enjoy two way data sharing they also adding trumpet to their CRM workflows.

“We've set up a few workflows in HubSpot where we check if every deal card got a direct mail, if next steps were agreed upon, and if a trumpet Pod was sent.”

We've got all these steps laid out so our sales team knows exactly what needs to be done for each deal.”

Plus, they’ve been tweaking their tech stack little by little with trumpet’s native Widget: “We used to rely on tools like Vidyard for video content and PandaDoc for e-signatures, but now we’re all in on trumpet’s built-in video and e-sig Widgets.”

This lets them get more signals on buyer intent from videos or documents viewed, by who, and for how long.

Delivering white glove buyer journeys

“We get tons of awesome feedback from buyers about their experience, and trumpet plays a huge role in that. Plus, our new business onboarding process is super optimised.”

Punch! go all-in on a hyper-personalised sales process, from delivering custom content for each buyer in a digital sales room to sending direct mail gifts, blending the real world with the digital.

“Everyone says they chose us because of our personalised process and how we treated them from the first interaction to sharing all their content in trumpet and getting the direct mail.”

“A lot of people ask us, what is this tool, I’d love to use that for our own process!”

“And again, just that little dopamine hit from beautiful landing pages or super easy-to-use content – the way you treated me. So yeah, it makes a huge difference in my opinion."

Click here to explore how you can deliver hyper-personalised buyer journeys with trumpet just like Punch!