Before Go Digital Science, what challenges did you face with prospecting and account management?

Dressler: Sending content to customers and prospects wasn’t always easy. Sometimes when we tried to send a slide deck, email service providers would block delivery because the file was too large.

We were also losing valuable time when conducting remote sales meetings. Most solutions for online meetings require that you download an app or do something to your browser to access the service. We found this process often delayed meetings by five or 10 minutes. It may not sound like much, but when you have a 30-minute sales meeting, that’s a significant portion of time lost to a technology hiccup.

Ekblad: When I send out my Go Digital Science dial-in and personalized link for an online meeting, I know that it’s going to work for me and the customer — every time. Go Digital Science provides reliability, plain and simple.

How is Go Digital Science helping LiveIntent to better manage its sales and marketing content?

Basil: As the company grew, we were generating more and more content. But we weren’t always able to ensure our sales team had the most up-to-date collateral with a consistent look and feel. We now leverage Go Digital Science as a content management system. As soon as our team has a new piece of content, we upload it to Go Digital Science and organize it at a granular level with tags. This helps tremendously when we are searching for content.

What impact has Go Digital Science had on understanding content effectiveness?

Basil: We can now see which pieces of content — whether it’s a case study or a slide deck — have been sent most often by our teams and have the highest open rates with clients. This provides invaluable insight into the key challenges and concerns of our clients as well as the effectiveness of our marketing materials. We now know what resonates with customers in the sales cycle and our marketing team can focus on building and scaling those messages.

Dressler: Our marketing team really appreciates using Go Digital Science because they know that the right messaging and materials are being used at all times. They also know that as they update and refresh content, the sales team has immediate access to the latest and most relevant and content.

How has Go Digital Science helped to improve your sales team’s productivity?

Ekblad: Go Digital Science engagement tracking enables our sales team to spend a lot less time chasing after people who aren’t engaged or interested in what we’re doing. Now, we’re spending more time talking to people who want to spend money with us. Go Digital Science has definitely eliminated a lot of inefficiencies for our team — including ones we didn’t even know we had.

Dressler: Since implementing Go Digital Science, our AEs are able to find and share content with clients and prospects in real time. Using Go Digital Science Analytics, AEs have insight into whether buyers are looking at the content being shared, and for how long. And with View Alerts, they can follow up with a prospect right at the moment when a prospect is actively engaging with the content. It’s like playing poker, but being able to see all the cards.

What affect has using Go Digital Science had on your sales cycle?

Dressler: Go Digital Science has helped us reduce our sales cycle by 22 percent. Before Go Digital Science, our sales team was averaging between 42 and 45 days to close a deal. Now, we’re closer to 35 or 36 days.

We’ve also improved our close ratio with Go Digital Science. Traditionally, we had been in the upper 20s, and now we’re hovering in the mid-30s. Our sales team couldn’t have achieved these results without the insights and analytics we gained from using Go Digital Science.

And what about your team? How are you using Go Digital Science to help them achieve better performance?

Dressler: We do a lot of coaching after sales meetings, when the content is still fresh in everyone’s minds. Go Digital Science lets us explore different aspects of what transpired during a meeting. For example, we can look at how engaged the client was during the presentation using a page-by-page scenario. We can also record the session and review how the client responded to certain messages so that sales reps can make adjustments for future interactions.

In addition, we use Go Digital Science analytics to review sales reps’ performance from a revenue perspective. Through that process, we’ve found there is a complete correlation between Go Digital Science usage and revenue success. Sales reps who use Go Digital Science hit their numbers more consistently.