How Cube19 Drives Sales Productivity with Ebsta

How Cube19 Drives Sales Productivity with Ebsta

The Challenge

Founded in 2011 Cube19 are a leading growth analytics platform for the global recruitment industry.

Cube19’s solution helps fast-growing recruitment companies make smarter, data-informed decisions in real-time.

Cube19 now works with renowned brands, including Spencer Ogden and Harrington Starr, who all depend on accurate and actionable insights.

Having recently closed a new round of funding, Cube19’s marketing, sales and customer success teams needed an all-in-one solution that would:
• Reduce the admin burden of manually updating Salesforce.
• Send outbound emails that develop their pipeline and nurture relationships.
• Create scalable processes to communicate through personalized messages.

“It’s like having x-ray vision into everything that’s going on. We often found that each individual was working slightly differently in Salesforce. The information we needed, whether it be a contact or an activity, wasn’t always in Salesforce. We tried introducing processes and guiding everyone on best practices, but it was difficult monitoring whether they were being followed and then, in turn, recognise whether we were successfully engaging our prospects and customers.”

– Matthew Cerra, Head of Sales, Cube19

 

The Approach

Reduce the admin burden of manually updating Salesforce
With Ebsta, Cube19 could get a 360° view of their customer in Salesforce; every contact would be captured from their connected mailboxes, while identifying who had the strongest relationships across the business which provided insight into every activity – by automatically capturing missing contacts, up-to-date contact data, email activity and calendar events, whether it be emails, calls or meetings.

Send outbound emails that develop their pipeline and nurture relationships
Ebsta’s Chrome Extension integrated Salesforce with Gmail and a suite of sales enablement features help Reps boost their productivity and increase the effectiveness of their outreach efforts by building personalized email cadences, tracking emails, access Salesforce templates, scheduling when to send an email and sharing calendar availability.

Create scalable processes to communicate through personalized messages
With 100% of activity captured in Salesforce, Sales Operations and Senior Management are able to successfully make data-driven decisions on their teams’ activity levels and the performance of their outreach cadences. By monitoring the levels of engagement through the Ebsta Score, individual Reps and Managers can quickly identify Leads that haven’t been followed up with, Opportunities that have cooled, and Customer Account that have been neglected.

“I don’t need to worry about manually recording anything into Salesforce. I can see what’s been discussed and who at Cube19 has the best relationship with a prospect before I reach out. Being able to automatically add prospects to personalized cadences and then see when people have opened my emails has been a game changer.”

– Tom Winslade, Sales Manager, Cube19

 

The Result

To date, Cube19 has more than 18 employees using Ebsta to automatically capture customer and activity data in Salesforce and scale their outbound efforts more effectively.

“I can see what’s been discussed and who at Cube19 has the best relationship with a prospect before I reach out. Being able to automatically add prospects to personalized cadences and then see when people have opened my emails has been a game changer.” said Sales Manager Tom Winslade. Cube19 were up and running with Ebsta in less than a week and saw immediate results:
• Boosted productivity across the sales team, saving 1-2 hours every day
• More effective outbound efforts, increasing meetings and pipeline by 23%
• Accurate Salesforce data, identifying 57% contacts not in Salesforce
Increased revenue by 21%

With Ebsta, Cube19’s teams have been able to spend more time building their pipeline, closing deals and nurturing customer relationships than ever before.

“I now spend more time selling! Everything is automatically recorded in Salesforce, so we can easily track activity and ensure everyone is being followed-up with. Ebsta also provides us with engagement and activity metrics to review and take action on. We’ve been able to onboard new starters in just minutes, providing them with all the tools to be incredibly productive.”
– Matthew Cerra, Head of Sales, Cube19

Challenge
Cube19’ needed a solution that would: • Reduce time from manually updating Salesforce. • Send outbound emails that nurture relationships. • Create scalable processes to communicate through personalized messages.
Approach
Ebsta Inbox and Team was installed and enabled Cube19 with 360° view of their customer information.
Results
• Boosted productivity across the sales team, saving 1-2 hours every day • More effective outbound efforts, increasing meetings and pipeline by 23% • Accurate Salesforce data, identifying 57% contacts not in Salesforce • Increased revenue by 21%

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