Pendo wanted to scale sales’ outreach efforts, but “guess & check” prospecting was inefficient and ineffective.
Pendo wanted to scale sales’ outreach efforts, but “guess & check” prospecting was inefficient and ineffective.
2 PagesThe Challenge Pendo wanted to scale sales’ outreach efforts, but “guess & check” prospecting was inefficient and ineffective. Prior to partnering with ZoomInfo, the sales team at Pendo was using manual prospecting processes. T o identify and engage potential customers, reps would piecemeal combinations of web and LinkedIn searches in hopes of finding relevant contact and background information. Chas Scarantino, Pendo’s Vice President of Sales, realized it was time for a change within their sales process. “Before ZoomInfo, we did a lot of our prospecting through broad web searches, as well as searching on LinkedIn,” explained Scarantino. “Often, when reps would call a contact, they’d run into roadblocks such as gatekeepers or having the wrong number. This was negatively impacting
