When your CRM feels like a wild jungle: how SalesLeap tamed the beast with Market Map
Ever feel like your CRM is less of a customer relationship manager and more of a chaotic jungle where every industry code is a wild animal you’re trying to categorize? Well, SalesLeap did too—until they called in the Gradient Works cavalry with Market Map! Let’s dive into how SalesLeap transformed their sales game.
Overview
SalesLeap, a dynamic and rapidly expanding marketing and sales agency, sought to enhance its outbound sales efforts to drive pipeline growth. Facing significant challenges with CRM segmentation and inconsistent vertical targeting, SalesLeap partnered with Gradient Work to implement the Market Map solution. This collaboration transformed their SDR team’s effectiveness, leading to improved attainment and streamlined sales strategies.
About SalesLeap 
SalesLeap specializes in delivering comprehensive marketing and sales solutions tailored to help businesses scale. With a focus on targeted outreach and strategic campaigns, SalesLeap empowers its clients to achieve sustained growth. As the company grew, maintaining an organized and efficient sales pipeline became crucial to sustaining its upward trajectory.
Challenges
SalesLeap encountered several obstacles that impeded their sales growth:
- Cluttered CRM with NAICS codes: The CRM system was full of outdated NAICS-coded industries, making effective niche segmentation difficult.
- Inconsistent vertical identification: The opaque and subjective categorization of industries led to challenges in consistently identifying top-performing verticals, resulting in fragmented sales strategies and missed opportunities.
- Onboarding new SDRs: New SDRs struggled to align verticals with the existing customer base, weakening their outreach efforts and overall effectiveness.
Christian Puima, CEO and Co-Founder of SalesLeap, highlighted the issue:
“Historically, the categorization of a company's industry was very opaque and not consistent. It was very difficult to identify what company was actually what in the database. In fact, it was more of a subjective determination, and this makes it very difficult to identify your top performing verticals.”
Solution: Implementing Gradient Works’ Market Map
To overcome these challenges, SalesLeap integrated Gradient Work’s Market Map into their outbound strategy. The Market Map provided several key benefits:
- Accurate micro-vertical identification: Market Map enabled SalesLeap to pinpoint high-potential verticals by analyzing clusters of reference accounts with strong use cases and positive reviews.
- Streamlined targeting process: The tool facilitated efficient iteration between prospect clusters, allowing the team to refine their approach based on data-driven insights.
- Improved SDR onboarding: Market Map simplified the correlation between prospects and existing customers, making it easier for new SDRs to align their outreach strategies with established customer profiles.
- Structured sales communication: SalesLeap used Market Map to customize sales sequences and emails. Smart Objects linked customer names and testimonials to specific cluster IDs, ensuring highly targeted and scalable outreach.
Results
The implementation of Gradient Work’s Market Map yielded significant improvements for SalesLeap:
- Increased SDR attainment: SDRs were better equipped to identify and pursue high-potential verticals, leading to higher attainment rates.
- Improved outreach efficiency: Streamlined targeting and personalized communication boosted the effectiveness of outbound sales efforts.
- Consistent sales strategies: Data-driven vertical identification resulted in more cohesive and strategic sales approaches.
- Scalable personalization: Automated linking of testimonials and customer names to cluster IDs allowed for personalized outreach at scale, improving engagement rates.
Testimonial
Christian Puima, CEO and Co-Founder of SalesLeap, shared:
“Market Map really simplifies the process of understanding your prospects on deeper levels quickly. Customer mapping in general is extremely difficult and this really simplifies it.”
Conclusion
With Gradient Works’ Market Map, SalesLeap successfully addressed CRM segmentation challenges and enhanced their outbound sales strategies. The improved alignment between vertical targeting and customer profiling not only boosted SDR attainment, but also drove overall sales growth. This strategic partnership positions SalesLeap for continued success in the competitive marketing and sales landscape.
