How Owler Helps You Make Sales

James Middleton, Business Development Manager, durhamlane talks us through how Owler’s team product helps him and his team

James is a Business Development Manager (or full-cycle AE in SaaS language) for durhamlane. His role is to identify and engage new prospective clients, consult with them on their demand generation and sales development requirements to propose a strategic partnership, and ultimately secure new clients for durhamlane.

How did you hear about Owler, and how do you use the platform?

I found Owler through a Google search when looking for a company look-alike/ competitor tool. I have two primary use cases for Owler,

1) finding companies similar to current clients/ target accounts and

2) Finding news alerts and compelling events to reach out to potential new customers.

What do you like about Owler?

I love the competitor ranking and the news feed that is all in one place and allows me to stay on top of all of my company news.

What Owler platform additions would help you?

A suggested news feature could be an exciting development, i.e., because you followed this company or found this piece of news useful, you might like this.

Do you have any great sales stories related to your use of Owler?

Owler has helped me to select my target accounts this year. We have made a strategic decision as a business to focus upmarket into the enterprise. To successfully engage businesses of this size, you need to engage them with intelligent outreach about their current situation and how durhamlane can address this situation.

Owler highlighted a very relevant news alert to me within a division of one of my target accounts. Using the compelling event from this news article, I engaged a global C-Level within this Fortune 500 business, immediately referring me to senior management on his team. Following several meetings, I was able to secure our first order with this account with a mid-five figure order value - within three months of seeing the article.

Since then, I have used a combination of LinkedIn and Owler to profile the broader divisions and their compelling news events to plan our account growth strategy.

Can you tell us a bit about the business you are in and how Owler informs/assists that business?

durhamlane is a demand generation agency supporting mid-market and enterprise organizations to ignite demand, create a highly qualified sales pipeline and ultimately accelerate revenue creation in the UK, Europe, and North America, through digital marketing and SDR channels. Owler assists our new business team to hunt out compelling events in prospective new accounts.