Founded in 2014, SaleScout offers data solutions and a SaaS platform for B2B sales and marketing teams in large enterprise organizations. The company’s customer list includes major brands in the telecom, unified communications, cybersecurity, IT and cloud computing,office services, and commercial real estate markets. The company’s product suite includes marketing qualified leads (MQLs), competitive brand and tech targeting, CRM contact optimization, Account-Based Marketing and its flagship product, ScoutFeed, which provides high conversion sales triggers. These triggers comprise 25 different types of alerts including executive changes, company relocations, mergers & acquisitions, company funding events, lease terminations and hiring’s that are all indicative of ripe sales opportunities. Chris Lynde, CEO of SaleScout says, “In the process of sourcing all this data, we built one of the most accurate B2B databases in the U.S. and we only make it available to our customers.
From a technological perspective, we are on the leading edge of sourcing unique data and using predictive sciences to score confidence levels and enhance the value and accuracy of that data
A common target for both sales and marketing is a buyer that is going through a significant change in their business. This buyer constitutes a good lead for sales and is positioned as an accurate target for marketing. A good example of this would be a company that just completed a round of funding where according to Lynde, they are eight times more likely to be receptive to a sales solicitation.
SaleScout targets two different personas with the CMO or head of demand genon one side and the head of sales on the other. Talking about the difference in the approach of both sales and marketing, Lynde discussed how SaleScout has garnered success with data products that support both camps. Whereas sales is focused on closing leads at the middle of the funnel, marketing departments are supporting demand gen activities that require broader scale at the top of the funnel. Ultimately however, both are measured on conversion, and Lynde asserts that accuracy, timing and intent are the fundamental drivers of success for both agendas. To underscore the performance of the ScoutFeed data, Lynde cites a major national telecom company that over the last 12 months has generated 15 percent lead to opportunity and 21 percent close/won rates across 13 major metropolitan markets.
According to Lynde, SaleScout revenues have grown by 400 percent this year alone and he projects continued month-over-month growth of 15 percent or more for the foreseeable future. The company is moving into new corporate headquarters in February and plans on quadrupling its size in the coming 24 months. SaleScout is working on an entirely different approach to CRM hygiene, and they hope to launch this new product in 2018.
“From a technological perspective, we are on the leading edge of sourcing unique data and using predictive sciences to score confidence levels and enhance the value and accuracy of that data,” concludes Lynde.