4-Alarm Buying Intent

So, so the product is called BlueChimp, and, uh, I originally built this to find contracts for myself and found customers, uh, through it. And then customers started telling me they want to use it, and that's actually how BlueChimp was born. Uh, we, um, we, we scan your network to surface the warmest high-intent leads, the companies that are already showing real intent to buy. Now, 70% of B2B deals are won through referrals, mutual connections, and trusted introductions. That's a known fact in sales, and it sure has proven true with our product, getting you the overlap between— if this is your LinkedIn network and the intent data can be laid on top, then we know what companies in your LinkedIn network are looking for your product or service. So what I actually explain is, digging right down into what is intent data. If you've ever been on a website and purchased an airline ticket or even been searching for one and abandon the cart, you'll start being inundated with ads on a new website. If you purchased it, probably with a hotel ad. If you didn't purchase it, with more airline ads. Those are— that's from a cookie pool. Cookie pools on steroids are called data co-ops, and we're, we're a provider of intent data that has— that comes from data co-ops called Bombora intent data, and that's a gold standard of the industry for identifying what an intent of a company is to purchase a product or service. And what we do is we follow these digital footprints, the search behavior, the content consumption, and we uncover buyer buying signals. So I'm going to jump right into a demo next and show you what BlueChimp does in action. So I'll share that screen.

Somewhere.

And can you see the screen says BlueChimp warm leads? This is where we pull in— I pulled in my 4,156 LinkedIn connections. And next we're going to go to the Intent Focus page and we're going to type in software. This is where we discover what software sales are— interest is in software sales and purchasing software. We can filter it down to just the US, for instance, and a number of other filtering options. And then we can do a preview match and just get a count for free to see how many companies there are. So there's 18,177 companies showing active searches for software products that have not purchased yet. And so they're very hot leads. So we jump straight out of here and we're just going to load a pre— a previous collection that I like to use in demos. So these are the names of the companies currently looking for— specifically, I filtered it down to artificial intelligence software. So these companies are all looking right now, but we need to— we, we don't want to go in cold. We need to find out, well, who do we know at this company. So I'm going to load my LinkedIn connections. And here we have one of the companies that's looking for artificial intelligence software right now is Tetra Tech. I know Daniel Archer from a time, kind of in a foxhole experience when in a startup in Washington, DC. So I have a warm connection there. He'll help me get into Tetra Tech. He'll get me the right person there. Same with down here in Josh Farrell. Worked with him in a startup in New Hampshire. Uh, great guy. Um, got a warm relationship. So let's just go over and find out who's the decision maker. So let's do AI software, and I sell to sales departments. So what I do is I just select look at emails here. And gonna go to Champion Outreach. So this is still loading, and I like to show this other feature called Champion Outreach while it's loading. So I'm going to pull in Gerhard's LinkedIn profile and show you what does Champion Outreach do. So if I put his URL in here and I want to find sales managers that he knows, I can type it there and click Find Second Degree Intros. So this helps me swap leads with Gerhard. So I got— I have a referral swap feature here that searches his entire— the artificial intelligence is searching his entire network. And here's someone named David Brock. So his Sales Manager Survival Guide. So it grabs anywhere in their title, the exact key phrase. Now here's the fun one that like, I've just been stopped cold by my customers. They said, wait a second, everything else goes away. This is what we want. So this isn't going to be our really premier product going forward. Because it's so easy to understand. But here's where I could ask Gerhard, get direct intros. These are the, the, the contacts I can swap with him. The AI thinks these are the most applicable for him, and I'm asking him for an intro to David Brock. So that's how Champion Outreach works. These are my— Gerhard's picked here as my champion. Somebody who's willing to help me out. So in the meantime, we pulled up the decision makers that Josh Beryl and Daniel know in their companies. And I want to get a warm intro from Anissa, who's also a good connection to Appian. So the warm intro lets me, I pull the email directly with AI and I can ask Anissa here, bottom line, I'm reaching out because I noticed Belita is a Sales Director at Appian and I was hoping you might be open to making a warm introduction. That's the key sentence there. So let's— those are really the two biggest features I wanted to show. And then I want to invite everybody back to the demo. And go back through this, jump forward. We did these. Now here's the Four Alarm Sales Alert. So now that you have the background, the key phrase, the key ID identification here is to be really alert and be subscribed to our alerts when four things are happening. You saw that there was buyer intent. You just saw how the warm relationships in the LinkedIn network work and the overlap. Now, a lot of companies might stop at one or two alarms. BlueChimp goes on to find when the, when the company is on your website, especially your pricing page, and integrates with your link, your CRM, to identify key notes that indicate this, the the connectedness and the intensity of the relationship. So if they're in the intent data, they're in your LinkedIn network, they're on your website pricing page, and they're a current contact in your CRM, that's a 4-alarm sales alert. Now I'm coming close to end, so I'm just gonna go right through to the demo link so you can see where to grab a demo. And how to find— contact me and an upcoming event I'm doing tomorrow for salespeople with two amazing people that Gerhard originally introduced me to, Brandy Olden, Craig Elias. And they're going to walk you through how to do, uh, 4 steps to 5x your close ratio. And we're going to explain how BlueChimp takes it from there once they explain that. Hey, Israel, thank you. Outstanding. I love the categorization of 1, 2, 3, and 4.

I love that. Yeah.

Thank you.

I have another question. So can you use a system? You showed an example on how to find connections between the two of us. But what about finding connections on your own LinkedIn profile? Page, you probably are connected to about 8,000 or 10,000 people. And can you take the intent list and then check who is already a connection of yours?

Yes, absolutely. I don't want to go off this slide to show you, but we have a feature, and you can join tomorrow to look at it at the event, at that scan QR code. And I'll show the feature called Second Level Explorer that lets you do exactly what you just said, Gerhard. Another feature that we've expanded to.

That is amazing. What about first connections?

Yes, same thing. Yep. That's— That's in—

That's in— Already.

In Champion Outreach and Warm Leads and Second Level Explorer. You can do first and second. The one you can't really do yet is third.

Right. So one more question. What does Bombora do in this system?

So Bombora is collecting information on visitor traffic to around 200 companies have 5,500 websites that they harvest data from in a, in that data co-op that I talked about. And those 5,500 websites are feeding all of us who are data providers, Bombora data providers like Bluechip, it's providing our customers the really hot searches that are specifically looking for their product or service. So before the purchase happens is where Bombora shines, is they identify when someone's at a 60% spike from the last 7 days and 30 days. So when you get data in Bombora, it's really hot. It's, you could take it to the bank. It's one of their biggest, hottest reputations is they do not surface a company until it's very active in the search for your product or service. And you, this has happened multiple times. My clients show up, my clients that I have now showed up in BlueChimp and then I closed the deal. My subscribers are also closing deals. One of my biggest groups is, uh, founders, um, software, software founders, and, um, uh, actually talent acquisition, uh, teams, uh, are using Bluechip a lot to identify what companies are looking for talent and what they're looking for. And then they go become their recruiting firm, uh, by kind of preemptively getting information through Bluechip.

So do people need to buy a subscription to Bombora, or is that included in Bluechip?

It's in BlueChimp. You probably don't want to go buy a— I won't tell you the price, but you probably don't want to go get your own subscription to Bombora. No. Yeah, you, you'll, you'll want to go through BlueChimp for sure.

Awesome. Well, um, I suggest that you scan that QR code now. And, uh, thank you so much, Israel, for sharing your innovative approach for filling your pipeline and accelerating sales. Thank you so much.

Thank you, Gerhard. Thank you, Mark.