Intro
At Exotel, sales critical data is logged into Salesforce CRM by various teams across the lifecycle including Marketing, SDR, Sales, and CS teams. Exotel has individuals and teams using Luru to update CRM fields, notes and implement successful sales processes.
Challenge 1:
Lack of deal information and low CRM adoption
Exotel serves various industries solving diverse challenges. Seeking the right data at the right stage was a challenge that impacted win rates
Solution:
Revenue leaders executed successful sales playbooks that are easily adopted
SDRs and sales reps ask the right questions at the right stage guided by templatized Playbooks embedded inside Zoom and Google Meet meeting notetaker.
Impact:
3X Sales notes, 2X Deal data
After using Luru, the number of sales notes saw a jump by 300% and data hygiene improved by 200%
Challenge 2:
Lower rep productivity
CRM admin work consumed up to 2 hours per Sales rep every week.
Solution:
Updating CRM from work apps
SDRs and AEs update CRM notes and fields from their work apps, LinkedIn or anywhere on the web, saving effort and time.
Impact:
1. Crisper pipeline review meetings
With improved CRM data quality and Notes, pipeline review meetings were ending on-time. Lesser time spent on "What is happening with these deals?"
2. CRM busywork down by 75%
Reps spent less than 30 mins vs 2 hrs weekly.
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