Modern sales teams use a lot of tools to get peak results.

We want to hear from other organizations as well such as Reachdesk, because no one company has the same sales operations and there is not a set of tools that works for everyone.

Every week, we’ll explore how one company uses sales technology in five different categories.

  • Intelligence
  • Enablement
  • Engagement
  • Pipeline/Analytics/Measurement
  • Management/Coaching

Today, we’re going to talk about Reachdesk. Let’s get started!


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

Overview of the Sales Team of Reachdesk

Name: Ben Smith

Company Name: Reachdesk

You want to make sure you have a business development representative who is able to find new customers and help them grow their customer base.

City: London, Country: United Kingdom

Reachdesk helps sales and marketing professionals integrate, automate, and measure physical communications. With the help of this tool they can send personalized gifts to prospects in real time from their CRM or Marketing Automation Platforms so that they stay engaged throughout the customer lifecycle.

ACV: £27,000

The average sales cycle is two to three months.

We use technology to help our sales team. We typically try and find software that helps us track the progress of every sale, as well as what we’re doing right or wrong in a given area.

Our company was founded by a man who had experienced the problems with direct mail and gifting personally.

Our technology helps people trying to cut through the noise in a crowded market.

In the reachdesk, we have a sales team of 2 divisions, with each division having its own commission structure.

  • Business Development Reps visit companies and try to sell them our product.
  • Business Development Managers work to find customers, and then the Customer Success team takes over.

We want to build a customer relationship, so they can have an experience tailored for them.

We use our own technology and also data from other companies to predict when a customer is likely to buy. We have all of the tools we need in one, like Zoom for conferencing.

Your Tools

Do you use any tools to help with your intelligence? Article: What are the most common mistakes people make when they interview for a new job position?

  • Datanyze
  • Orbital

What tools do you use to enable your employees?

  • Cognism
  • Hellosign
  • Google Docs
  • PandaDoc

I’ve used surveys, interviews and focus groups to measure engagement.

  • Reachdesk (obviously)
  • Vidyard
  • Hubspot
  • LinkedIn

What tools do you use to measure sales?

  • Salesforce
  • Hubspot

What are the tools you use to help your employees succeed?

  • Hubspot
  • LinkedIn

Any other tools in your stack?

  • LinkedIn is a great way to find out what new hires will be doing in their jobs.

Insight into Your Stack

Your stack is built this way because it has a certain type of design. What makes your stack amazing?

Our stack helps us to understand the buyer journey and interact with prospects during key moments.

We want to provide our customers with the best customer service. We use automation that is personalized and relevant based on how they are interacting with us.

Outreach should be timed well and directed to the right people.

What are your plans for the future? Do you think there will be any changes to what you’re selling soon?

As we grow, customer service will always be a top priority. We may look into new technology that can help us provide better support for our customers.

We are looking into reports for existing customers, and we have a long list of suppliers who offer software so that our health scores can be monitored. We plan to reward power users.

I love that stack helps people do their best work. One story is about a company that used to have really long meetings and it was hard for them to get anything done.

Hubspot is a great tool that has helped us to connect with our customers.

We know that every customer is different, so we use a variety of ways to communicate with them. We start by using all channels, including LinkedIn and video chats.

We signed a new customer by sending direct mail and personalized handwritten notes to them through Hubspot, to which we found out they responded best to.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

Justin McGill
About Author: Justin McGill
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