B2Brain — Succeed at inside sales with context and intelligence

@danpantelo Wonderful question Dan. This is something we thought about when we were starting. Marketing Automation and CRM tools focus on providing their users with an organized workflow. They are not designed to understand your value proposition. A key differentiator of B2Brain is the ability to understand your value proposition, and map that with the needs and events in the target account, to derive the context. One would think that if a HubSpot/Salesforce were to be interested in providing this as a value prop, they would look to partner with or acquire such a service, since it will give them both the time to market advantage + the team with dna to build/manage those. To add to that: We also understand how important and sticky the existing inside sales workflows are, and the platforms that are used. Hence, we made a deliberate and strategic decision to deliver the B2Brain experience around the existing CRM/Sales Engagement Platform workflows. Thanks for asking this question, and happy to continue the chat.

@cbkrish Thanks a bunch Krish. We support SalesForce, Outreach, and SalesLoft and pretty soon we'll be releasing support for Zoho CRM, FreshSales, Groove and Pipedrive. We ensure that your customer data is never shared with anyone. We are also working on getting a DPA in place, and that should be available in the next couple weeks. In addition, our systems do not read/store any Personally Identifiable Information for any of your leads/prospects/customers. Thank you for asking the question, and happy to help.

@goodals Hi Sridhar, First of all, congratulations to the team for this awesome product. I am documenting journey of makers, creators, entrepreneurs through out the world. The goal is to do a short interview, capture it in video, and let it out to the world, so that others can get inspiration. And also, to get an acknowledgement, for you, and for your team's hustle. If you are interested please feel free to contact me interested at tellmeaboutit510{at}gmail.com . Thanks, and good luck! Subodh

@nivasravi Thanks for the wishes, and for asking the question. Lusha and Crystal are both amazing tools and we hear about them in several conversations. B2Brain is a little different - it gets contextual intelligence about a company. Here's an example - let us say you're a sales person selling Security Solutions and prospecting into a company. Now, the company is hiring Head of Security, and has mentioned in its plans that improving security is a strategic priority (because that is important for their target market). B2Brain makes the connection between the importance your prospect is placing on beefing up its Security capabilities, and your Security Solutions, and surfaces these right inside your crm. When you want to reach out to the company, B2Brain shows you "company is hiring Security head + investing in security solutions". Together, these make for a compelling talk track, and give you the right context to engage with them. Intel is customized based on your value proposition + the context of your target account, which our users think is very powerful. Thanks again for asking the question.

@nivasravi @goodals Absolutely! To add on to what Sridhar said. One of the things we discussed internally as we develop/iterate on B2Brain, is that having up to date contact information on your leads is something we consider an obvious thing. In fact, we spent the first few weeks to make that work at scale and made good progress. However, we realized that having context into what a company is going through, and what changes they are making can make the outreach more impactful. That's where B2Brain's key differentiator comes in. B2Brain ensures that for your accounts, not only do you have updated contact information on the right leads, but also have time-sensitive intelligence. We are building support for more categories, but right now based on public information from 750k+ public websites (including SEC, News Sites, Press Releases, Blogs, Podcasts, etc) we are able to give information across categories like - Company Plans - Product Launches - Media, News and PR - Marketing Campaigns - Mergers & Acquisitions - Hirings & Openings - Deals & Partnerships - Finance & Stocks Go for a free trial, and you'll see how you can engage better and close accounts faster.

Having a contextual insight picked from all the company updates (within the CRM or delivered as a weekly email) would be a great tool to have!

@dev_ramnane Absolutely, Dev. You'll see these when you get back data from the trial. Looking forward to helping you and learning more from the feedback.

@dhruv_bhatia Thank you for your question Dhruv. The pricing we have right now, is only for individual plans. For teams, we would work with you and work out a pricing which works for the both of us :) Your trial as well, you can have as many colleagues/team-members have their own trials so that they each get a good flavour of what B2Brain offers to them. Let me know if you need any help on setting up the trial, or more details on pricing. Happy to answer :)

@anandsukumaran_ Thanks Anand. Glad you like it. We look forward to helping your efforts.

@nahyan Thanks for your support Nahyan! Appreciate the encouragement.

@goodals @arvindax Thanks Arvind!! HubSpot is on our list of integrations to launch soon (along with few more). If your team uses HubSpot, we would be happy to prioritize the integration to get you started as soon as possible. Regarding your second question. We have seen productivity improvement of up to 30% and account research time come down by over 75% for teams that target B2B businesses. Especially if you are targeting mid-market (100-2000 employees) or enterprises (2000+ employees), or if you are doing founder sales / hiring your first few inside sales reps, then you'll find B2Brain very useful to build your pipeline.

@arvindax Go ahead and check out B2Brain's integration with Hubspot.

@yashwantm Hi Yash! Absolutely. We do have HubSpot in our pipeline and other Marketing Automation tools as well. If you and your team are using HubSpot, we'll be happy to prioritize support for it, and get you going as soon as possible. As a stop gap, you can explore all intelligence, in our dashboard and we can work personally with you to track your accounts for intels relevant to you. Thank you for the question.

@yashwantm B2Brain supports Hubspot now, and several customers have started using it. Give it a shot sometime?

@yashwantm https://ecosystem.hubspot.com/ma...

@nvraja007 Hi Raja, Thank you for your question. Each piece of intelligence delivered to you, is accompanied with relevant talking-points. These are bite-sized pieces which summarize how the intel can be used in your outreach. They are sensitive to your value proposition, and hence are unique for you and your leads. These can be used directly in your outreach. B2Brain integrates with your existing CRMs and Sales Enablement Platforms (Salesforce, SalesLoft and Outreach) and support for more is coming soon (Freshsales, Zoho, Groove and Pipedrive). You can use these talking points, in all your outreaches across all your channels easily!! I'll recommend you sign up for a free trial, and see how you can engage better with your leads.

@nvraja007 Thanks Raja. Let me know if I can help you set up your trial :)

@sameer_goel Thanks for your wishes and support Sameer! What we observe in terms of B2Brain usage between SDRs and AEs: SDRs tend to work with a few hundred accounts (100-250) every cycle (1-3 months). Whereas, AEs tend to work with tens of accounts (30-100). SDRs need to get an intel or two per account, that help them open doors and engage in a conversation with that account. AEs look for multiple intel per account, so they can join the dots and build a narrative for the pitch with the prospect. SDRs need intel for several accounts at once (like, in a day) so they can hit their activity metrics. AEs need multiple intel on few accounts at once, so they can go deep, build good context and engage the prospect. Thanks for asking the question, and looking forward to helping your team!

@sameer_goel On your second question - B2Brain is agnostic to the source of the lead - inbound or outbound. The key difference is regarding the nature of the account in inbound. B2Brain is most suitable for mid-market and enterprise prospects/leads. If the inbound lead happens to be from an SMB segment, you might find comparatively less value than in outbound, where your segments are more controlled. Most of our usage so far has been for outbound where B2Brain has proven to be effective. Happy to chat further and see how you can take advantage of this. Thanks for asking the question.

@ramanan_ramakrishnan1 Thanks for your support Ram. LinkedIn Sales Navigator has been a go-to tool for most sales professionals, and leverages the mighty LinkedIn network to bring up information. Our differentiation is that the intel you see is customized for your company's value proposition/products and services. Imagine 2 sales people from 2 different companies targeting the same account - one selling Security, and the other selling Collaboration. One will see intel related to Security, and the other will see intel related to Collaboration. Thanks for asking a good question - I will invite you to try it for yourself and see how it works for your business.

@srinivas_kolipakkam Thanks for asking the question. Talking to customers, here is what we have learnt (and continue to learn/refine): Top Differentiators 1. Get context on target accounts, customized for the value proposition you offer. 2. Do your outreach immediately, with the help of right talking points and leads. Top Selling Propositions 1. Makes the sales team more productive and effective 2. Keeps sales efficient since it's delivered within the common workflow systems inside sales tends to use (Outreach.io, Salesloft.com, Salesforce CRM) We see value being articulated in couple of different ways 1. Using intel from B2Brain, the sales person finds that prospects engage at least 20% more as compared to without B2Brain. 2. Sales used to spend over 40% of their time doing research, before using B2Brain. Now that's reduced to less than 10%. Would you like to explore the free trial, and see for yourself the ways B2Brain can make your sales team more effective?

@umasuthan_ramakrishnan Thanks for your wishes. Our customers are startups and companies that are setting up and growing inside sales teams. Their target market for which they use our product is usually mid-market businesses and enterprise / corporate businesses. If your business is B2B and targeting mid-market (100-2000 employees) or enterprises (2000+ employees), and you are doing founder sales / hiring your first few inside sales reps, then you'll find B2Brain very useful to build your pipeline. Good and important question, thanks for asking!

@karthikv_mahadevan Thanks for your wishes. We look forward to you trying it out. So far we are seeing SDRs and BDRs finding their productivity improve by at least 30%, and account research time come down by over 75%. At the same time, we are always keen to learn how B2Brain impacts each customer, and work towards making it optimal for them. We will do the same for you.

@kalpesh_kunsavlikar7 Thank you so much. Really excited to see how we can continue to help your team!

@kalpesh_kunsavlikar7 Thank you so much Kalpesh!

@bhaskarkrishnan Thanks a lot Bhaskar! Really appreciate it.

@badrinath_kulkarni, thank you for your feedback! Happy to be of help.

@nicoleanderson28 Thanks a bunch for your kind words Nicole. Looking forward to helping you in the days to come!

@shreesharamdas Thanks a lot Shreesha! Appreciate it. And yes. We'll soon be going live on the Outreach Marketplace! :) You can give it a go right away though. The extension already supports Outreach :)