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Lattice Engines ranks 120th in the Inc. 500. Did your sales team use the news?

September 8, 2010 0 Comments

Since we placed 120th on the Inc. 500 list of fastest growing companies, we have received several sales phone calls and emails from a variety of vendors.  Inc. 500 companies have enjoyed strong growth, a great indicator for buying needs.

So, it was interesting that the sales reps who called us all started out by congratulating us for making the Inc. 500. Right off the bat, we were more likely to engage with these reps since they had done their homework.

Clearly, sales reps are getting the message that the selling process is all about the customer. Knowing more about your customers and their needs make for a much more engaging and successful sales call. The best calls we received were those that were able to go past the Inc. 500 awards and discuss the typical needs of high-growth software companies, and how they would target their company’s value proposition specifically to our needs.

Bottom line: It’s not enough to contact a company just because it’s  on a list. Sales reps need context to communicate relevant and timely messages to decision makers.

In our whitepaper, Six Steps to Sales Effectiveness, we indicated that “Contextual opening lines are 1.5X more effective at getting access to the right people.” Gaining access to a prospect is more difficult than ever these days.  By providing context right off the bat, you’ll increase the likelihood of getting in the door and closing the sale.

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B2B Sales, Contextual Conversations, Sales Intelligence
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Lattice Engines ranks 120th in the Inc. 500 List of Fastest Growing Private Companies

August 26, 2010 0 Comments

On behalf of the Lattice Engines team, I’m proud to announce that we’ve been ranked 120th in the 2010 Inc. 500 list of fastest growing companies. Below is the press release we issued:

August 24, 2010 – San Mateo, CA – Lattice Engines, the innovation leader in B2B sales intelligence software, was ranked 120th on the 2010 Inc. 500 list of fastest growing private companies.  Reporting a 2,114 percent growth over the past three years, Lattice Engines also ranked in the Top 10 among Software companies. 

“Fast growth at any time is a big achievement; fast growth during the past few years is just short of miraculous,” said Inc. editor Jane Berentson. “The Inc. 500 consists of these just-short-of miraculous companies, the ones that through ingenuity and ambition have increased revenue, hired employees, and grown fast in difficult economic times.”

“We are excited to be named in the Inc. 500 and join the ranks of past honorees such as Microsoft, Intuit, and Oracle,” said Shashi Upadhyay, CEO of Lattice Engines.  “More and more Fortune 5000 B2B companies are recognizing the need to do more with their data to drive sales and marketing productivity. Our growth reflects our ability to address this increasing need.”

Lattice Engines sales and marketing intelligence software enhances existing CRM systems and processes.  “Lattice Engines provides a ‘brainpack’ for CRM. Our software enables sales reps to target the accounts most likely to purchase at the right time with the right message,” said Upadhyay . “Companies are collecting a staggering amount of data about their customers and prospects. We have solved the problem of transforming this data into intuitive intelligence that sales reps can easily access and use on an ongoing basis to generate more pipeline activity and close more deals.”

The complete Inc. 500 list is available in the September Issue of Inc. Magazine and online at http://www.inc.com/.

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B2B Sales
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