Updated: Oct 16, 2019
"One of the problems we kept facing was finding a high quality lead provider that was also affordable." In this week’s SalesTech Spotlight, we’re talking to Will Cannon, CEO of Sales Intelligence tech start up, UpLead.
For those that haven’t come across UpLead yet, can you give us a brief description of what it is?
UpLead is a lead generation platform that allows marketeers and business owners to quickly find, connect to and engage with qualified prospects.
Lead gen is widely accepted as the toughest part of sales, when and how did you identify the opportunity to apply a software solution to prospecting?
I was working with SMB’s doing a lot of email marketing campaigns and one of the problems we kept facing was finding a high quality lead provider that was also affordable.
We tried 20+ tools and couldn’t find a fit. I thought there must be a better way.
We see from your website that you are bootstrapped. Tell us about how you started, bootstrapping till now and what will signal the need for funding?
We are proud to be 100% bootstrapped.
From the beginning, we wanted to create a company that was profitable and that could grow without outside funding. We aren’t looking to raise capital as it doesn’t align with our interests. We aren’t looking to sell the company or go public any time soon. When you take on funding those are the two outcomes investors are looking for.
How do you see UpLead developing further in two years’ time and how are you driving that development?
We're turning the platform from a lead generation tool into a fully integrated sales intelligence tool. Things like company news alerts, sales triggers and deep insights will help our customers with actionable intelligence so they can grow faster.
As champions of objective sales excellence: we love a stat. Any fact bombs you could drop on us?
This year we released an awesome case study of a customer that closed $150,000 in new business within 60 days of using UpLead.
Helping our customers grow their business is something we’re really proud of.
So, how does UpLead help businesses to grow?
With our tool, businesses can build highly targeted prospect lists to reach out to. What sets UpLead apart is our built-in real time email verification - anytime a customer downloads or exports leads, we verify the email address in real-time. This is something that none of our competitors do.
What’s been your own biggest growth challenge in a competitive market?
Differentiating ourselves and creating a unique brand in a very crowded space.
Where do you see the future of Sales Intelligence tech in say; 10 years’ time?
AI will play a huge role in knowing which accounts/prospects to reach out to and when.
AI and machine learning are really going to transform the space and they are something we’re really looking into heavily right now.
Finally, any top tips to help our sales leaders grow their own business?
Sales leaders are often focused on hitting numbers and pursuing short-term growth, which is understandable. That said, it’s crucial to convey to your sales team that they should always put their leads or customers first, instead of aggressively hounding them to buy products/services that might not be the right fit.
This helps build your brand in the long term, and also improves your customer retention rate.
Want to learn more? Head over to the UpLead website to get the full story.
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