When ThriveHive’s sales team lead, Lauren Quilty, and VP of sales, Scott Noll, signed up for Drift, they had two objectives.
First, they wanted to reduce the time it was taking to schedule a demo with a qualified lead.
As Scott told us:
“On average, it takes 3 calls and 2 emails over the course of 8 days to get in touch with someone who downloaded a piece of content.”
And when you consider that there’s a 400% decrease in your odds of qualifying a lead after the first 10 minutes of them reaching out, it’s clear that those gated content leads aren’t the greatest.
So not surprisingly, ThriveHive’s second objective was to do a better job of qualifying leads pre-demo. Because as Scott told us:
“When someone requests a demonstration online, we only ask for name, company name, marketing challenge and website (if any).”
Using Drift’s conversation marketing and sales platform, ThriveHive has been able to achieve both objectives.
Keeping reading to see how they pulled it off, and be sure to check out the video of Lauren and Scott below.
Drift provides a better experience for people to learn about how we can help their business and, at the same time, makes our sales team more efficient in prospecting for new customers. Our sales reps now spend more time chatting with people who are genuinely interested in our services than someone who may have just consumed some marketing material with no intention of buying. -Scott Noll, VP of Sales
Ultimately, there were two key features that made ThriveHive decide to go with Drift.
First: The ability to integrate with the tools ThriveHive’s sales team was already using — specifically Slack and Salesforce. As Scott explained:
I wanted to make sure that any chat tool didn’t require my team to perform a manual step. We live out of Salesforce and Slack and if we were going to be effective with any chat tool, it had to be seamless with our existing workflow.
The second key feature: Our intelligent chatbots.
“We liked that we didn’t have to pay another firm to manage the chat off hours,” Scott told us. But at the same time, he also liked that the chabot felt personal. As he explained:
I wanted someone to have the feeling that they were talking to someone who was an actual person on the other end, someone who was knowledgeable about marketing.
ThriveHive started out by putting Drift on two of their highest-intent pages: their pricing page and their “request a demo” page.
As Scott explained:
“This allowed us to qualify leads much faster and efficiently than having to chase them down via email or phone.”
ThriveHive’s sales team soon found that with Drift, they could capture and qualify leads in a single day. Because instead of connecting sales reps to an email inbox or voicemail, Drift connects sales reps to actual people while they’re live on the website so they can have an actual conversation.
And as Scott explained, reps can then use the knowledge gained from those conversations to “give real marketing advice and also qualify them on using our guided marketing platform.”
Here’s a quick recap of the results ThriveHive has been able to achieve using Drift: