Salesify, Inc.


SASCS11 How to Enter Bug


Company: Salesify, Inc., Sunnyvale, CA
Company Description: Salesify, a provider of B2B marketing services, helps clients build pipeline and accelerate revenue by identifying and connecting them with the right decision makers at the right accounts. Salesify offers B2B contact lists, account profiling, competitive research, nurturing campaigns, and appointment setting. Founded in 2005, Salesify has over 200 employees and serves more than 300 clients.
Nomination Category: Sales Awards Department Categories
Nomination Sub Category: Sales Department of the Year - Services

Nomination Title: Salesify's Sales Department

    Tell the story about what this nominated department achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Salesify is a leading provider of outsourced B2B marketing and sales services.
For a company in the business of accelerating revenue for our customers, it is
critical for us to have a robust team that uses the same techniques and
infrastructure available to our clients for our own sales efforts. 

By using the same system that Salesify uses for our clients, the Salesify
telesales team was able to grow revenues over the past year, regardless of
economic cycles.  First, the team’s overall productivity was high.  For example,
the team had an average dial out - without use of dialers - of 136 calls per day
across a team of 8 sales people.  With this level of activity, the team was able
to generate on average 3 qualified appointments per week resulting in 12
appointments per rep per month.  In addition, the team closed an average of 18
new logo accounts per month – a whopping 2.25 new deals per rep.  While the
range of companies that the team targeted and converted to customers included
both small and large accounts, including Fortune® listed companies,
approximately one-fifth of closed deals included companies that are category
leaders.  Revenue growth was also impacted because the team progressively
increased the average deal size almost 2X across all deals.

In addition to productivity, the sales team successfully built traction with new
product offerings allowing for an increase of our company’s service portfolio.
For example, the team successfully added “lead nurturing” services into the mix
this year which they were able to both cross sell to existing customers and sell
to prospects. 

Finally, the sales team worked more closely this year with Operations to
integrate new back-end delivery processes and manage customer expectations of
deliverability, which enabled Salesify to close the year with no meaningful
customer-attrition in 2010. Customer escalations were also reduced to 18% over
the previous year.  While this speaks volumes for the Operations teams'
evolution and commitment to high quality, it also reflects the sales team's
effectiveness in setting the right expectations to matching the ability of the
delivery teams.

Strong productivity combined with the team’s ability to listen to the customer
and its ability to push benefits against features resulted in strong revenue
growth. In 2010, without any increase in team-size, the Salesify telesales team
was able to deliver year-over-year growth of over 50%, following year-over-year
growth of 50% in the year prior (2009).  Salesify made Silicon Valley Business
Journal’s Fast 50 for two years running (2009 and 2010) and was named to Inc.
magazine’s 2010 list of fastest growing private companies.

By listening to customers, helping build new services that filled customers’
vacuum and setting the right expectations, the team was able to create
significant barriers to entry and hold the me-too competition at bay. The team’s
unique accomplishment is testimony to Salesify’s ability to support the success
of its customers and fuel their growth. It also is the foundation from which to
scale the team and replicate its success.

    List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, []:

    Provide a brief (up to 100 words) biography about the leader(s) of the nominated sales organization:

Raj Hajela has 20 years experience in high technology sales, sales operations,
and inside sales. As co-founder and COO of Salesify, Raj manages the company’s
contact centers and internal sales team. Prior to co-founding Salesify, Raj was
at Virtela, responsible for all direct and channel sales in India.  At Virtela,
he established Virtela’s first India-based B2B inside sales team supporting all
US field sales teams. Previously, Raj was Head of Business Development at
TangibleData, held a senior sales role at MCI and led a successful business
consulting practice with clients such as Comdial Corporation and Innodata.