Today, we’re excited to share our first iteration of the new Ricochet — a free Chrome Extension to help sales teams research and qualify leads and customers faster and easier than ever before.
You’ll find Ricochet particularly useful (and increasingly so as we add new features in the coming weeks) if you’re:
- An SDR doing outbound prospecting and needing to qualify new leads;
- A Marketing Manager handling inbound and needing to sense-check leads before passing them onto BD;
- A BDR, AE or Customer Success manager wanting a quick brush-up on what a business does before contacting them.
What’s the problem?
Sales engagement is becoming increasingly easy to automate, but TOFU (Top of the Funnel) activity like lead generation and sales prospecting is still notoriously hard:
- There’s no one right way to do lead generation
- Customer profiles are subjective, often determined by instinct or hunch
- Business information is highly fragmented, missing and siloed
The result is a lot of manual, repetitive activity, like punching search after search into databases like Sales Navigator, and so on.
Sales teams have consistently told us about the browser extensions they use for finding people information and email addresses — but solutions for researching and qualifying new business are still expensive, and usually labour-intensive.
We’re starting to solve the problem today with our free sales tool, to help every sales professional that spends hours flicking between dozens of browser tabs.
What happens next
You’ll see a lot of changes to Ricochet over the coming days and weeks, including:
- New sources of information, such as locations, international markets and competitors;
- More business updates and relevant content;
- Some experimentation as we look to provide intelligence around recruitment and hiring, and more in-depth financial information;
- Intelligent CRM integrations to help sales teams better understand the businesses they’re researching.
In the future, we can start to automate both lead qualification — letting you know whether a business fits your customer profile from the moment you visit their website — and lead generation. It’s a huge challenge because of the subjective nature of how salespeople consider leads and qualifying criteria, but it can definitely be improved from the current status quo.
What we’re not going to do, at least in the short-term, is people data — information like email addresses, job roles and so on. What we took away from feedback during testing was that users will never feel we’re doing this well enough, because there will always be gaps in the information we have; we can’t possibly provide contact information and job titles for every member of staff in every business. When we attempt to, the perception is that Ricochet is missing data, even if it isn’t available to be found. Besides which, there are dozens of Chrome Extensions already scraping and reselling LinkedIn data or regurgitating email lists — the world doesn’t really need another one.
Get started today
You and your colleagues can start using Ricochet today. As always, we’re keen for your feedback so we can create a better experience — if you have any questions, we’d love to hear from you. Email us at firstname.lastname@example.org.