The problem
At Tenor, Michel Cohen, Marketing Manager, is in charge of helping sales reps generate more opportunities and reach their targets: large multisector accounts with sales cycles that usually run through the IT department.
But the sales team was hitting two walls:
- Identifying the right prospects among these large accounts
- The time it took to reach them: phone calls and manual LinkedIn prospecting
Direct consequence: sales efficiency was not there, despite the activity the team was putting in.
The solution
Targeted prospecting, not volume
The team set up Jova in a few clicks.
Thanks to Jova's agents, they built prospecting mechanics that identify the most qualified prospects among their targets, rather than spreading sales effort across unfiltered lists.
Automated sequences, on the reps' own accounts
Jova then deploys automated sequences, notably on LinkedIn, leveraging the sales reps' own accounts to get replies, without adding any manual work to their workload.
Results
A CIO meeting in 3 weeks
Within 3 weeks of launching Jova, the team booked a first meeting with a CIO from one of its target large accounts.
500k€ in pipeline from that first meeting
That first CIO meeting turned into 500k€ in pipeline, a concrete signal that the targeting and sequencing were hitting the right accounts.
« In 3 weeks, Jova got us a meeting with a CIO and 500k€ in pipeline. The targeting finally matches our large-account strategy. »
