How Cirrus Insight Tripled Their Demos Per Day

The following is an excerpt from The Predictable Revenue Guide To Tripling Your Sales:

Cirrus Insight’s a useful app that integrates Salesforce.com and Gmail in a very neat way. They creatively changed their free trial system & saw:

– Demos grow from 2-3 to 8-10 a day

– Conversions of people who start a trial then buy grow from 50% to 65% (even after a price increase)

– Churn dropped from 12% annually to less than 9%

What They Did

As users start a free trial, Cirrus Insight uses Pardot (a marketing tool) and Salesforce to auto-assign them an Account Executive (AE) based on company size.

Cirrus sends a pre-defined series of ‘drip’ emails to the prospects; particularly personal emails from the salesperson that include invitations and links to schedule a demo on their calendar using ScheduleOnce.

Based on past data, they know if a user attends a demo, it’s very likely that user will convert. If a user clicks on the link inviting them to schedule a demo, they are taken to a page with the AE’s calendar embedded in it, and lets them pick an available time that works.

The AE approves the meeting & drops GoToMeeting details in. Usually, the first time they speak to the customer is during the demo. This allows AEs to keep their daily schedules booked with demos with little effort on their part.

Note: Normally we tell companies “don’t send leads straight to salespeople!” But this is a great example of an exception, because the leads Cirrus Insight auto-magically passes to AEs are pre-qualified (they have started a trial), and have a very high historical close rate.

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