How Reachdesk leveraged their own product + Champify to 5x response rates, close deals 1.5x faster, and increase ACV by 22%

We met with the experts to hear about their gifting strategy to former customers – here’s how corporate gifting platform Reachdesk leverages their own product to 5X response rates, close deals 1.5X faster and increase ACV by 22%.

Meet the experts:

Ben Gobbitt - Director of Global Sales at Reachdesk, he joined over 5 years ago as an AE and was named one of The Elites Top 5 Sales Leaders 2024.

Ben Smith - Director of Marketing and previous Director of Global Sales Development; Ben joined Reachdesk over 5 and a half years ago as a BDR.

Sarah Boyle - 3X president’s club as a BDR, Sarah is now a Mid-Market AE and has been at Reachdesk for over 4 years

‍

How to achieve 5X higher response rates with corporate gifting

The first step in the sales sequence for former customers is a landing page that congratulates and celebrates their new job. By using personalized corporate gifting as the first touch, Reachdesk provides a warm welcome as that prospect begins a new role at a new company. 

‍

Reachdesk’s first touch to a former customer who landed at a target account

‍

This approach isn’t about making a hard pitch or asking for a meeting; instead, Sales leave a positive impression with a thoughtful gesture, which drives positive associates down the sales funnel.  As a result, Reachdesk has a 10% reply rate and 9% of their outreach converts into opportunities.

‍

Ben Gobbitt: “Our most successful channel over the past two quarters has been blending warm champion selling with gifting. Achieved by starting with a Champify lead and engaging with a personalized message with a Reachdesk touch, we managed to have our best quarter ever of AE self-generated pipeline.”

‍

Reachdesk’s landing page for former customers

‍

How to attain 44% win rate with former customers

Reachdesk has won 44% of the revenue sourced by Champify. Not only are deals closing at a higher rate compared to those sourced via cold outbound, but they are also closing 1.5X times faster.

‍

Use gifting in active opportunities to:

1. Thank your champion for their support and partnership
2. Make your main contact’s day easier with a coffee, lunch or treat
3. Get your sponsor excited for the upcoming partnership by gifting a bigger ticket item 

‍

Sarah Boyle: “Once you’ve met with key stakeholders, a lion’s share of decision conversations will be happening when you’re not in the room. This means it’s imperative to have a strong champion that advocates for us internally. Champify has been instrumental in helping us identify and connect to previous users that sell for you internally, introduce you to the right decision makers and expedite sales cycles - even overseeing procurement processes as well. We leverage gifting with these key contacts to deepen the relationship and show gratitude for the partnership.”

‍

Response from engage Reachdesk prospect after accepting a gift

‍Ben Smith: “A key part of our strategy is creating advocates and building long term relationships. Gifting and job changes help us do this, leading to increased response rates and pipeline.”