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The Transform Sales Podcast: Sales Software Review #100 features Edan Krolewicz, Founder of ExactBuyer. Edan discusses how ExactBuyer helps users build a customized audience and engage with them effectively. The platform stands out for its real-time verification of job titles, email addresses, and company information. Edan demonstrates the software’s Prospector feature and explains how the Exact Chat and Exact Match tools provide detailed insights about the audience. The platform is particularly useful for agencies trying to identify their Ideal Customer Profile. Edan also reveals that ExactBuyer offers a free plan, with a paid plan available at $99 per seat.

In case you missed it…. these are the highlights

What is ExactBuyer, and how would you describe it?

ExactBuyer is a dynamic platform designed to help businesses construct a specific, tailor-made audience for their marketing and sales initiatives. The core functionality of ExactBuyer lies in its ability to enable users to engage with their entire total addressable market each quarter efficiently. This is achieved by building a customized audience from scratch in real-time, ensuring that businesses focus on the most relevant and accurate contacts and companies. The platform addresses the challenge of sifting through massive databases like ZoomInfo, which often provide an overwhelming amount of data, most of which may not be pertinent to a user’s specific needs.

What differentiates ExactBuyer from other data services is its real-time verification process. Unlike static databases that can quickly become outdated, ExactBuyer continuously updates and verifies data, ensuring the highest level of accuracy and currency in contact and company information. This approach significantly enhances the relevance and effectiveness of marketing and sales efforts. Additionally, the platform incorporates a semantic search for prospecting, utilizing advanced language models to interpret and refine search queries. This feature allows for more targeted and personalized outreach, making ExactBuyer a valuable tool for businesses aiming to optimize their prospecting process and improve the precision of their marketing strategies.

What type of buyers does ExactBuyer serve best?

Our platform serves best those buyers who have a large total addressable market. We are particularly effective for businesses like fintech startups and companies targeting a broad range of business owners or e-commerce stores. Our clients often include those selling to every business owner in the United States, making our platform ideal for those who need to reach a wide and diverse audience.

Our ideal clients are those who require a comprehensive and accurate database to target a significant number of potential customers. For instance, we work effectively with companies targeting every Shopify store or the top 150k Shopify Stores. However, if a business is targeting a very small audience, say only around 500 people, they might not find ExactBuyer as beneficial, since such a small audience can often be managed manually. Our platform is designed to streamline and optimize the outreach process for businesses with extensive and varied target markets.

What does ExactBuyer help them do that they couldn’t do before ExactBuyer existed?

Our software brings unique capabilities to businesses that were previously unattainable. One of the most significant advancements is in real-time data verification and customization. Before the advent of ExactBuyer, businesses often had to rely on static databases for their sales and marketing efforts, which could be outdated by months or even years. Our platform changes this paradigm by providing up-to-the-minute verification of data, ensuring that contact information is both current and accurate. This innovation allows businesses to engage with their target audience more effectively, reaching out to people with verified job titles and email addresses who are actively associated with relevant companies.

Another transformative aspect of ExactBuyer is the ability to build a tailor-made audience from scratch. Previously, companies faced the daunting task of sifting through vast amounts of irrelevant data to pinpoint their ideal customer profile (ICP). With ExactBuyer, they can specify precisely who they want to target, and our platform will create a custom audience that fits their specific criteria. This level of customization and precision in audience building was not readily available before, making it a significant leap forward for businesses with specific target markets. Additionally,

“…Our platform streamlines the data-sourcing process. Before our platform, businesses often juggled multiple data sources and vendors, trying to merge them to improve coverage and accuracy…”

ExactBuyer eliminates the need for managing multiple contracts and vendors by integrating various data sources into one cohesive, user-friendly platform. This not only saves time but also simplifies the process and reduces the costs associated with handling multiple data services.

In essence, ExactBuyer empowers businesses to target their marketing and sales efforts more precisely and efficiently than ever before. The combination of real-time data verification, the ability to build custom audiences, and the integration of various data sources into a single platform represents a significant advancement in the realm of business intelligence and market outreach.

How should users measure success with ExactBuyer?

Users can measure success with our product through a few key metrics:

1. Improvement in Lead Quality: One of the primary indicators of success with ExactBuyer is an observable improvement in the quality of leads. Users should see a higher relevance in the leads generated, aligning closely with their Ideal Customer Profile (ICP). This can be measured by tracking the conversion rates from leads to opportunities and, ultimately, to closed deals. An increase in these rates would signify that the leads are more qualified and pertinent to the business.

2. Efficiency in Lead Generation Process: Another important measure is the efficiency gained in the lead generation process. Users should experience a significant reduction in the time and resources spent on identifying and qualifying leads. This can be quantified by measuring the time from the initial data gathering to the point of lead engagement and comparing it to the time taken before using ExactBuyer.

3. Increase in Sales and Revenue: Ultimately, the success of any sales and marketing tool is reflected in its impact on the bottom line. Users should monitor the increase in sales and revenue that can be attributed to using ExactBuyer. This can be done by comparing sales figures before and after the implementation of our tool, taking into account other variables that might affect sales.

4. Customer Engagement and Retention Rates: Since ExactBuyer helps in targeting the most relevant audience, users should also look at customer engagement levels and retention rates. Higher engagement and retention rates would indicate that the tool is not only helping in acquiring the right customers but also in maintaining their interest and loyalty.

5. ROI of Marketing Campaigns: Finally, assessing the return on investment (ROI) of marketing campaigns conducted using the data from ExactBuyer is crucial. Users should calculate the ROI by comparing the cost of using ExactBuyer (including subscription and operational costs) against the revenue generated from the leads and sales driven by our platform.

By monitoring these metrics, users of ExactBuyer can effectively gauge the success and impact of our product on their sales and marketing efforts.