How to win enterprise sales and ABM in the age of AI with Sameer Shariff

In this episode of Intelligent Sales, Amaresh Ramaswamy, Draup’s COO, engages with Sameer Shariff, Impelsys’s Founder and CEO, on everything enterprise sales and the evolution of Account Based Marketing in the age of AI.  

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Sameer has driven Impelsys on a customer-focused and innovation-driven journey. It thrives on partnerships and continuous learning, emphasizing customer success while leveraging technology.  

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He recalls managing data manually on spreadsheets and gradually transitioning to CRM systems, revolutionizing data management and sales enablement. He emphasizes embracing new tools and technologies, like Draup, which provided strategic insights to form strong partnerships. With the advent of AI, Impelsys strives to evolve, integrating new-gen tools to refine its sales and marketing strategies.  

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Impelsys’ approach involves collaboration with its partners and utilizing AI to contextualize data, making insights actionable and tailored. The shift from a broad to a targeted marketing strategy, supported by Draup’s account intelligence, has allowed it to understand its customers better and achieve higher success rates.  

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The collaboration with Draup has empowered its team to identify customer challenges and position its solutions effectively. This precision-driven approach has improved relationships with existing customers and fostered new partnerships. By leveraging buyer intent data, sales teams can have impactful conversations, and marketing teams can deliver precise messaging.  

Sameer emphasizes the need for continuous innovation across all business aspects -sales, marketing, product development, and operations. AI and predictive data analysis have become key enablers for higher efficiency and accuracy. By adopting tools that provide granular insights, Impelsys has streamlined its sales processes, improved conversion rates, and reduced the time to close deals.  

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Amaresh and Sameer highlight the importance of metrics and KPIs in measuring success. They agree that every department must ensure clear KPIs and explore ways AI can enhance these metrics. Integrating AI into every aspect of the business strengthens the company’s ability to innovate and achieve consistent growth.  

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Draup has played a pivotal role for Impelsys by helping their sales account managers understand buyer intent, have meaningful conversations, and enable their marketing team to curate hyper-targeted messages.