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How Aspire doubled their sales teams’ productivity with Cargo

The problem#

The need to reduce time sucks and errors in the sales process

Aspire's sales teams, spread across Asia, faced significant challenges in managing and standardizing data inputs. Typically, SDRs and BDRs would spend most of their time manually sourcing and enriching prospects using tools like Lusha, Apollo, and LinkedIn, leading to inconsistencies and low productivity.

To create efficiency in order to meet increasingly ambitious sales targets, Aspire needed a solution that could streamline the entire sales pipeline by reducing time-consuming tasks and minimizing human errors.

For instance, the process to validate emails before outreach relied on sales reps adding one more step to their manual workflows to validate emails manually before enrolling them, which was prone to human error and negligence.

The lack of standardized workflows upstream in the sales process led to duplicated efforts and siloed data further downstream, which hindered Aspire's ability to grow as quickly as needed.

The solution#

Use case 1: Template workflows for activating triggers

Servicing multiple regions with different sales teams means Aspire’s growth team needs to quickly activate new sales triggers based on promising market signals. Traditionally, this would require manual, end-to-end processes to test the viability of a new signal.

Aspire uses Cargo to abstract the repeating workflow components into a reusable template. The growth team simply has to plug it on the the right data model containing the signal data, and the workflow would be ready to go in minutes, proceeding with the enrichment, validation, and routing logic needed by the organization.

Use case 2: Centralizing contact enrichment and validation

Centralizing all contact enrichment and validation in a single upstream workflow allows Aspire to standardize the quality of information reaching its sales teams. Aspire thus aggregates data from various sources, including LinkedIn, Apollo, Lusha, and Prospeo, using a waterfall logic to ensure maximum coverage.

The use of email validation integrations reinforced by catch-all email validation ensured that the overall deliverability of their email campaigns improved significantly.

Moreoever, AI-based synthesis on unified email outreach and CRM data at this stage, ensured that sales reps downstream got as much context as possible to determine why the lead was a good fit for Aspire's services.

Use case 3: Routing contacts to industry-specific allocation workflows

Each industry that Aspire services has some nuances in terms of the data input it requires for a sales representative to proceed prospecting it. Cargo has allowed Aspire to create industry-specific workflows that automatically route contacts to the appropriate sales reps based on their industry, ensuring that the right person is provided the right amount of context to engage with the prospect.

For instance, some industries can be outreached using classic outbound sequences while others necessitate using unorthodox channels like social media. For each such scenario, the sales teams could work with the growth team to ensure that each industry's nuances were taken care of before the lead reached the sales reps.

The outcome#

2x meetings booked rate with signal-driven outbound playbooks

Armed with signal information, sales reps can now have better-timed, more qualitative discussions with their prospects, which reflects in a better meetings booked rate.

For the growth team, the reduction in time to build sales triggers, from weeks to an average of two days, using reusable workflow templates, has accelerated the introduction of new signal ideas in search of ones that showed promise.

This became a virtuous cycle as more signals tested led to more signal ideas generated by the sales team.

2x customer interactions per week

Leveraging AI synthesis on all the customer data Aspire collects significantly reduces the preparation time need for sales reps before they start talking to a prospect. Since introducing this workflow, there has been a visible increase in the number of sales reps successfully hitting their customer interactions quota per week.

On average, sales reps were saving 20 hours per week on lead sourcing and pipeline management tasks, enabling them to increase their customer interactions quotas per week.

Near-zero email bounce rates achieved

The implementation of a reusable email validation workflow component, leveraging multiple email validation integrations, ensured that all emails were double-checked before they'd end up in an email campaign.

Previously, the process relied on sales reps adding one more step to their workflow to validate emails manually before enrolling them, which was prone to human error and negligence. Sales reps could lose 30% of their mailbox capacity on bounced emails; it was now possible to bring this figure to a near-zero amount.