Outbound leads have tripled, thanks to Lusha

The Challenge

Flo’s incumbent prospecting solution was not only 10x as expensive but also lacked vital UK and EU contact data necessary for SDRS to perform cold outreach.

The Solution

With Lusha, SDRs have access to EU and UK prospects and accurate contact details at just the click of a button, and save 87 hours a month – which they spend on prospecting. Not only are SDRs more productive, but outbound leads are also up 3x, since using Lusha.

At CARTO, Lead Gen is the Name of the Game

As VP of Marketing at CARTO, Florence Broderick is responsible for lead generation, opportunity creation and improving the company’s conversion rates. She’s also directly responsible for managing eight SDRs, who qualify inbound leads, prospect for outbound leads and create incoming pipeline.

Flo’s Incumbent Solution Lacked EU Contact Data

Before arriving at Lusha, Florence and her team were using another, competing prospecting solution. However, their incumbent solution offered little to no contact data for UK and EU residents, proving a challenge for their outbound lead generation efforts.  

“I received extremely positive feedback about Lusha from a colleague who had done an exhaustive benchmarking process. We use Lusha, in tandem with our incumbent prospecting solution to achieve our desired results.”

SDRs Are Expected to Generate Their Own Outbound Leads

At CARTO, SDRs perform a mix of 70% inbound lead gen and 30% outbound lead gen. For inbound lead gen, they qualify leads based on their qualification criteria. But for outbound lead generation, SDRs are expected to produce and outreach to their own leads.

“We’re in the process of changing our outbound lead generation strategy, and are switching to an ABM model. We’ve got 400 target accounts in three specific verticals, but have had limited success – mostly because SDRs don’t have the time to dedicate to ABM prospecting.”

Freeing up time for SDRs to perform outbound prospecting, is a business-critical task for Flo.

Lusha Makes Omni-Channel Prospecting Easy

Right now, SDRs are using an omnichannel approach to perform outbound prospecting. They currently use Linkedin Sales Navigator to create lists of their ideal target persona, and use Lusha’s bulk enrich feature to enrich each prospect with accurate contact data.
Afterwards, they use Lusha’s built in Salesforce and Outreach integrations, to push enriched leads to their CRM and sdr tools, respectively.

“Anything that minimizes the time flipping between windows and manual updating, is a win. If something is just a click of a button, like pushing enriched leads to Outreach or Salesforce, that’s a worthwhile investment.”

SDRs Spend 87 Additional Hours Prospecting Each Month

Florence is thrilled with the time that SDRs save on manual prospecting, estimating that each SDR saves 30 minutes a day, just from Lusha’s Salesforce CRM integration and the Outreach integration – for a total of 87 hours saved a month. She also loves that they can pursue smarter sales at scale.

“You can also move away from more individual prospecting and build lists, export contacts into a sales sequence and reach that prospect with automated marketing.”

Outbound Leads Have Tripled Since Using Lusha

As employees are measured on pipeline generated, and meeting monetary targets per quarter, showing tangible ROI becomes not just a “nice-to-have” but an essential.

“We want to scale our outbound outreach efforts, and our results using Lusha speak for themselves. We’ve tripled the number of outbound meetings generated, which is extremely impressive.”

Flo’s a Fan, And Has Told Her Friend

In addition to major wins in outbound sales, Flo is also quick to praise Lusha for its prompt and effective support. But the biggest compliment of all, is that Flo has recommended Lusha to her fellow Marketing VPs, especially those that manage SDRs.
Another satisfied customer, thanks to Lusha.