Matt Sornson

Posts by Matt Sornson

Accurate sales forecasting

Salesby Matt Sornson on February 14, 2018

No company can perfectly predict how much revenue they will make in a given month, quarter or fiscal year just like no meteorologist can perfectly predict the weather. There are simply too many variables to consider. But perfection is not the goal. Forecasting is about getting close enough to make good decisions. So how do you start to forecast when there are so many moving parts? Neil Ryland, CRO at Peakon and previously at Huddle, found out the hard way when his team’s estimates were off by 4

Fixing your lead quality problem

Salesby Matt Sornson on November 21, 2017

You’ve done everything right for your company’s marketing strategy — there’s a great blog, social media campaigns and even a lead nurturing campaign. There are hundreds of thousands of visitors and you’re making money too, but you wind up finding yourself with thousands of bad leads. Creating quality leads, rather than just quantity, is an important part of your marketing strategy. You might have hundreds of thousands of inbound leads but from a distance, they all look the same. Those leads mi

Driving interest to Clearbit's integrations: Using technology tags in email segmentation

Marketing & Growthby Matt Sornson on September 29, 2017

One of the best ways to drive adoption with your API product is to show it being used directly within your customer's existing tools. If they can immediately use your tool within something they know and love, you'll have a far easier time proving value. This is one reason why companies, including Clearbit, build integrations. Having Clearbit data piped directly into Slack, Salesforce, Segment, Marketo or Zapier allows new customers to start seeing value instantly, without a complicated setup

Clearbit Reports

Featuresby Matt Sornson on May 25, 2017

Last September we launched Batch Enrichment [] as a way for our customers to quickly and easily run one-off lists through Enrichment to retrieve person & company data. Since launching, over fifty thousand batches have been run and 20 million records enriched! Batch has quickly become one of the best ways to try out Enrichment. Today, we've launched Batch Reports [], an upgrade to the batch process that gives you a free breakdown of

The Modern Guide to Lead Qualification

Salesby Matt Sornson on February 28, 2017

A successful SaaS company can have thousands of potential leads at the top of their sales funnel. But only a fraction of these leads will become customers. The process of filtering through those thousands of opportunities to find the best ones is called lead qualification. This is an integral part of the sales process. Without it, your sales and marketing teams won't be able to prioritize their activity and will waste time on leads who will never convert. In this post, we will take you through

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