How Everstage saw 40% higher response rates after taking a signals-driven approach to outbound sales

Background

As a fast-growing startup, Everstage has a go-to-market strategy that includes a combination of account-based marketing (ABM) campaigns, inbound sales, and outbound sales. 

The company is keen on building a high-impact go-to-market (GTM) motion where a tightly-knit team can deliver better results quickly without overspending on hiring or on multiple tools. This requires eliminating inefficiencies and automating processes to ensure Everstage can scale fast and get ahead of competitors. But their processes didn't quite support this.

Manual workflows before Highperformr AI stepped in

▪ Pipeline growth was unpredictible since SDRs used static data for cold outreach, which meant low response rates.

▪ Lead research was manual, and SDRs often missed high-intent signals which affected timely outreach.

▪ Lead enrichment was limited to basic contact details, forcing SDRs to send generic messages, reducing engagement and response rates.

▪ Marketing campaigns were built on dated account lists, making it hard to identify and prioritize high-intent leads, which affected the sales pipeline.

For Everstage, slashing outreach time by at least 50% and getting higher response rates for cold outbound and lead nurturing was crucial to stay ahead of the competition.

Why Everstage chose Highperformr AI

Everstage chose Highperformr AI because of the platforms’ capability to prioritize accounts and leads based on real-time first-party insight. Using signals and social insights could lead to higher conversions without additional investment in human resources or time.  

Highperformr AI helps Everstage focus on high-potential prospects by prioritizing who to reach out to, ensuring their efforts were channeled towards those most likely to respond.

Within 6 months of using Highperformr AI, Everstage was able to reduce the manual efforts and time spent on processing target accounts and optimize several tasks in their sales and marketing process.  

Let's look at the 4 key changes and improvements Everstage saw with Highperformr AI:

Everstage’s new playbook for signal-based outreach with Highperformr AI

Everstage runs a strong marketing motion across growth, content, events, podcasts, ABM campaigns, and more.

Despite using AI and marketing automation tools, their outreach relied on a volume-heavy approach.

For events, the team reached out to every attendee manually to secure meetings. Similarly, they engaged webinar and podcast guests. This consumed significant time and effort.

Highperformr helped enrich their lead list with real-time first-party data, including location, firmographics, and company details. Layering social signals like recent LinkedIn activity, it tagged leads based on ICP match, allowing Everstage to sort and focus on high-value leads. Social signals also revealed who was active on LinkedIn, enabling personalized outreach, emailing some and messaging others based on their last active date.

Everstage applied the signal-based prioritization model to sales outreach as well.

Their outbound motion involved thousands of target accounts across multiple industries. Highperformr AI helps segment these accounts by industry, enrich and analyze them, and narrow down the top 150 high-potential accounts from nearly 1,000 per industry.  

This helps Everstage’s sales team focus on the most promising accounts first and prioritize outreach.

3. Unlocked opportunities from past champions by tracking job changes
Impact: New pipeline with warm leads

Real-time first-party signals from Highperformr AI also help Everstage uncover new leadgen channels.

Everstage monitors the CRM for signals on job changes, promotions, and new hires, in real time. This is an effective way to tap into existing contacts without additional spending on lead generation. 

And warm leads mean higher chances of conversion in a shorter time period.

As a power user of Highperformr AI, Everstage also regularly uses Highperformr’s native social media management platform to create, schedule, and manage content published from their leadership team members’ social media handles.  

Everstage used to look at social media more for thought leadership and brand building, but Highperformr AI helped turn social media into a leadgen source.

The social audience tracking feature on Highperformr AI helps Everstage monitor people engaging with their senior leaders or even other thought leaders in the industry, spot ICP leads from this audience, and build lead lists used for marketing activities such as podcasts or webinars, and nurturing them for sales when the time is right.  

Up Next

Encouraged by the success so far, ⁠Everstage now intends to further streamline its GTM workflows using Highperformr AI. 

The team wants to automate some of the more repetitive prospective work through AI based enrichment and account building workflows that can further reduce time and dependence on human effort. 

To explore how your business can replicate Everstage's success and scale your GTM processes, schedule a demo with our GTM engineer today!